How to handle and get the most out of your references.

You need to have a plan for making the most of your references. In today’s competitive job market, they just might be your key to success.

Consider the story of Mary. Her boss kept telling her she was worth more, but the firm was to be sold, she felt her 100,000€ salary was thirty thousand less than it should be. Would her boss be a good reference? And did he feel bad about paying less than she was worth? Absolutely. Could Mary ask him to act as her reference, and would he raise her to a level of 104,000€ in return for her staying for the last two months? Yes. And that is what Mary asked for and she got.

Now the boss had a friend in an accounting firm. Mary asked her boss if he would approach his friend as a reference. Together they visited over lunch. He was happy to act as a second reference for Mary. In the same way Mary developed a third reference, her own brother-in-law.

When she launched her campaign, she had a good interview with the president of a small paper company. A conservative person, he asked for three references. Mary immediately recounted her references, so they were ready. After her boss had given her a glowing reference, the president mentioned that he was still uncertain when the second reference was called, the boss’s friend. He told the president that in the right situation, Mary could save him a million dollars in taxes as well as control costs. He had positioned Mary in the eyes of this president from an accountant to a broader based executive.

Next, Mary’s third reference supported what the others said and added a few points. The day after the last reference check she got a call from the president and guess what? His message was, “Mary, what will it take to get you?” She ended up with a position as VP finance at 120k€.

You will be able to identify who might be your most important references. Most of the time, important references will be the people you report to or their superiors. And on rare occasions, the people who worked for you. It is also to get someone who you did work for or with but is a person of influence and knows your character.

For example, a mentor, coach or sponsor, and networking connection can all be people who because of their standing in the community or organisation can give weight as a reference by way of their voice.

Highest-Level Reference

Choose the highest-level reference as long as you get an enthusiastic endorsement and avoid people who do not communicate well. The references you select should know your background, be familiar with your achievements, and have no hesitation in making strong statements about you. Even though you may never have worked for them, respected people in a scientific discipline, directors of trade associations or magazine editors all might be of help. The ideal number of references to provide will depend strictly on your situation. In most cases, three references will be enough. At other times, the psychology you use may affect your decision. One of my clients gave eight references to an executive and suggested that they select two or three to contact personally.

Also be sure to remember that while what your references may say is very important, the enthusiasm and conviction they project when they say it is even more important. You also need to be sure to prepare your references with care. Be sure to let your references know that you have high regard for them and their opinions. This will reinforce the positive chemistry between you and will make the references want to do their best for you.

Don’t forget that even good references will know only part of your background. Make sure they learn the full story. The importance of preparing your references carefully is well illustrated in the following example.

A young woman who had worked for me several years ago left to study her MBA. She was competent and had a quiet manner but could be forceful when needed. When she started interviewing, she was careful to bring me up to date on her activities. She also called to tell me that after an interview with a firm she liked that she felt they had some concerns about her quiet nature.

Armed with that information, I was ready when I was called by the person who would be her boss. Before the question was asked, I mentioned that sometimes people could be deceived by this woman’s quiet nature, but that I had seen her assert herself time and again. The person, of course, responded positively explaining that I had put to rest their one concern.

As a rule, you will submit the names of your references rather than presenting letters of recommendation. In the non-profit, academic or government areas, however, it is traditional to collect written references. These endorsements are frequently required in politically sensitive situations.

Employer Referrals

Another part is that references are sometimes your best sources of referrals to employers. Leave them your latest version resume and be sure to reassure them that you will not abuse the use of their names. After calling your references, send a brief note that shows your appreciation and summarise a few positive things they can say about you.

You can even prepare a list of questions that employers might ask your references and suggest answers for them. Be sure to let references know as soon as you have used their name and ask them to let you know when they’ve been contacted. This is important because employers will sometimes ask you a reference for someone else who is familiar with your performance.

Assume that employers will want to check your past superiors. Track these people down if you did not maintain contact, for at least the last three jobs or 10 years. Do not be reluctant, even if you have not bothered to keep in touch. People like to learn what is happening to others. In the case of executives who have moved into top management, references from any but the last one or two positions are rarely needed.

Let the employer know that you need to keep your activity confidential. This lets them know you have a worthwhile position to protect. If you have worked in only one job or for only one company for quite a long time, then contact former employees or bosses who have left your company and ask them to be references. If appropriate, consider using customers, suppliers, or trade groups contacts. In cases where you simply cannot offer references because of confidentiality, you could offer copies of positive performance appraisals.

Now it’s long been said that bad references will not hurt as much as the good ones that turned out to be poor. So, if someone is apt to give you a lack luster reference, you need to bring it out in the interview and supply enough good ones to offset it. For example, if the interviewer asks to speak with a reference who will be questionable, defuse the situation by explaining that you had differences of opinion on some managerial styles. Remain totally objective and unemotional and never imply negatives about that person. Also, if you are doubtful about what a reference might say, you might have a friend do a mock reference check to find out what is being said. If the reference is neutral, do not hesitate to ask the person to furnish more positive information.