Part 12: Who's Going to Vouch for You?

Although they aren't needed early on, references are important

Patricia Kitchen | Change@work

December 14, 2003

Part 12 of a weekly series helping people with job searches.

So, that job interview went really well and you're thinking it's time to line up your references. Boy, are you late to the show. References may not take center stage until the end of your job search, but you do want to recruit them as the curtain rises on Act I.

That means, if you're a student, letting professors and after-school job bosses know that you're looking, and asking if they would be comfortable serving as references. (That question should be put to internship supervisors as the internship is winding down.)

If anyone shows reluctance about speaking on your behalf, scratch him or her from your list, says Allison Hemming, founder of the Hired Guns, a Manhattan-based interim staffing agency. Who needs a lukewarm reference, such as "John was an adequate worker"? The subtext is, "If I were you, I wouldn't hire this person," she says in "Work It" (Simon & Schuster, $13).

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But if they are psyched, you still need to go a step further and discuss what they might say about you. Tory Johnson, chief executive of Manhattan- based Women for Hire, which puts on career fairs, suggests you say something like, "Shall we talk about the things that might come up in a conversation if you're called upon?" That would include your strengths, specific projects, accomplishments, that time you saved the day by being on the ball. Be prepared to give the person "prompts" as to the specifics, especially if your interaction with him or her was not so recent.

Also, don't forget to address issues such as why you left a job - as well as what prospective employers call your "developmental needs" - otherwise known as weak points. Again, if someone is reluctant to go over this, it's a "red flag," Johnson says. "If in doubt, leave the person out. A reference is supposed to seal the deal, not nix it."

You are wise, too, to keep your references in the loop as your job search proceeds, so when you do have a nice fish nearly reeled in, you'll be fresh in their minds. When that happens, alert them that they may be hearing from a hiring manager. Provide them with specifics on the employer and job, and especially on what you would be called on to do. And again, refresh their memories as to the relevant specifics of what you've done.

Employers will be probing your references for detail, says Barry Miller, a former human resources professional who has conducted his share of reference checks. He's a counselor in Pace University's career center in lower Manhattan. Employers are aware that you'll be doing reference prepping - and, indeed, welcome it. Miller was definitely not impressed when he called references who were clueless as to the person seeking their nods. Reference management can reflect both good organizational and political skills, Miller says.

Hemming advises you not to include references on a resume. Your resume may be seen by many pairs of eyes and this way you can better control who calls your references. And when you are at that happy moment when a prospective boss asks for references, you can either hand over a list or provide it the next day. You should include: the person's name, context in which the person knows you, such as, "she was my immediate supervisor on the XYZ internship" or "he headed up a team I was on during such-and-such temporary position." Include, too, the best ways to reach them: work phone, home phone, e-mail? And if the person is tough to reach, provide the best times of day.

A few more thoughts on whom to ask. Scratch the "VIPs," says Jim Malone, unless you've really worked for them. Director of career counseling for the Web site ReadyMinds.com, he says that parents have told him they can get for a son or daughter a letter of reference from some senator. To which Malone asks, "Does so and so know your kid?" If the answer is, "Well no, but he's a buddy of mine," Malone tells that parent just what employers do with such letters: "Roll them up in little balls."

An employer wants assurance that you have the right work ethic, will fit in and do a good job. So the more professional references the better, Johnson says. Those for whom you've done baby-sitting or odd jobs can be included, but are of less value. These days employers ask, "After four years of school doesn't this person know someone more professional?"