Why are references so important to a candidate referral?
Occasionally, I run across a candidate that is a reluctant to share references until there is certainty an offer is going to be forthcoming. Or, they may provide references, but ask that they not be contacted because they are very busy professionals and the candidate is uneasy about having someone contact them regularly. Perhaps, there is a fear that the call will be a “dirt digging session” or a means to disqualify the candidate from a position. Reference checks aren’t a means of finding out the down and dirty of a candidate, rather they are a means of getting a complete picture of what the best fit would be for them.
In the talent search industry, we are assisting clients find the best match for their company and their position. In that process, we are also helping you, the candidate, make a good career decision and find that job that is truly a good fit for your long term goals. This may be the position you have applied for, or it may be something completely different than where you thought you were headed. Those who have worked with you can provide some great insight into the areas where you excel and those where you struggle. Is this a bad thing? Absolutely not! Let me provide an example…
I was working with a candidate that had been in sales for 10 years, and was adamant that he wanted a sales position. Yet, over the last 10 years, he had changed companies 4 times because he was frustrated with his progress. He wanted to blame the product, the support, the territory, the price, the company, etc. You get the picture. I really saw something in this candidate though, so I asked him for some references that I could contact. He supplied me with some customers, ex-bosses and co workers. What I discovered about this gentleman was that he was the following:
STRENGTHS:
· Technically very strong.
· Excellent work ethic – put 200% into his job
· Team player
· Had no problem travelling the territory and meeting with his customers
· Cold Calling Machine!
· Easy to get along with
· One of the most knowledgeable people I have met
· Very organized, great follow up
AREAS WHERE HE COULD IMPROVE:
· Couldn’t close the sale
· Had a hard time connecting with growers because he was so technical, had a tendency to lose them!
· Verbal communication was not his strong point, but he was very strong in written communication.
After talking to his references and further interviewing my candidate, it was easy to see that he was struggling in sales, because he wasn’t a salesman! This individual loved to learn about the products, was probably one of the most knowledgeable people in his area of the industry, had a tremendous work ethic, and had generated a great deal of respect from his colleagues. Through his diligent research and data collecting abilities, he could find the value in a product and develop a valuable sales tool with his technical bulletins. Although he felt that he was a good salesman, actually, he was more suited in a product development role! When we explored this, it made more sense, and ultimately we were able to help him find the right career move.
Who are the best references?
When preparing a candidate for a referral, it is essential to provide a complete picture of the candidate’s background. This may include the “how” and “why” of a candidate’s successes, but also the character of the individual. Think about the people you associate with in your professional life.
· Who are the individuals that you admire and respect?
· Who has been a part of your team and has seen how you achieve your goals?
· Are there individuals who you have helped achieve their goals, or who you have made an impact to their job?
· Who has seen you overcome challenges in your professional career and build a success out of it?
· It is best to provide a supervisor or boss that can provide insight into how you work with others and how you have taken direction and instruction
· Direct reports, peers and colleagues are also great references. They will be able to discuss how you engage others to work toward a common goal.
“I have worked for my family most of my career. Should I provide my dad, uncle, brother, etc. as references?
Although a family member may have the most experience working with you, they are the ones you should stay away from as references. It is difficult for a relative, neighbor, college buddy, etc. to provide an unbiased report of your true skills. In situations like this, there are always people that you have dealt with in the industry. Look for a supplier that you work closely with, or a co-worker that isn’t related. If you are on a farm, there are equipment repairmen, salesmen, crop advisors, etc. that you have most likely dealt with. These would be great references as they can provide input on how you approach the business.
Final Thoughts!!!!
You should always check with your references first. When you visit with them, ask them what kind of feedback they would provide about you to a prospective employer. This might be good information for you to process as well, because you may learn some things about yourself that will help you in your career search.
Respect the fact that your references are busy, so be sure to get their approval to provide their information. Ask them if there is a preferred time of day or number that would be best to reach them on. Make sure that they will also respect your desire to look at career opportunities and ask that they maintain discretion in discussing this with others.
As human beings, our greatness lays not so much in being able to remake the world -- that is the myth of the atomic age -- as in being able to remake ourselves.
- Mohandas K. Gandhi
Article Written By: Ag 1 Source Consultant - Margaret Jensen
