Taken from a recent e-mail from Mike O’Brien at Climber.com.

Did you know 75% résumés are overlooked? If you are like most people, you have applied to and uploaded résumés for dozens of jobs and heard nothing back. This is generally referred to as the “résumé black hole.”

If you do not know how to beat the résumé black hole, chances are your résumé will be overlooked. The root of the  problem is a piece of technology called an Applicant Tracking System (ATS). The ATS was designed to streamline the flow of applicants for companies. This is accomplished by having a central place where all applications and résumés are warehoused.

To further compound the issue, ATSs are only 65% to 80% accurate in reading the information in your résumé. This means that one-fifth to one-third of the time the ATS is just plain wrong in importing data wholly and properly into the ATS. If your résumé makes this cut, the ATS then screens and ranks your résumé against open positions.

Next, résumés that pass the ATS screen are generally sent to a gatekeeper who spends about 30 seconds reading the résumé before deciding to move it along to the recruiter or hiring manager or pass it along to the trash can. About 1 in 10 résumés are passed along to the decision maker who decides if you will be interviewed.

Combat the résumé black hole by:
Loading up on keywords: ATSs rank on keyword density. Keywords should match closely to the required skills that appear in the job posting. The better you score against a jobs skill requirements the higher your résumé will rank.

Bypassing the ATS: Leverage your connections in person and the social media spectrum. Attend networking events and be sure you have a complete profile on LinkedIn. Also, connect with a recruiter (or two!) who specializes in your industry.

Making sure the job fits. Especially in today’s tough job environment, it is even more important to make sure that you have the skills and background required for the job.

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I know that I don’t wield ultimate power in getting clients jobs; I write résumés and help to position them on paper. Even though, I’m surprised when a client comes to my office dressed in cut-offs and a rock band T-shirt and tells me all the horrors of her last boss and how she just phoned it in (okay, this doesn’t happen often, but it’s still shocking). Then, when I refer some of my clients to my executive recruiter partners, I hear back about some of the inappropriate stories they’ve shared.

For some reason, job seekers don’t see recruiters as having power in their job searches. I think that’s funny, not to mention a self-defeating stance to take. One of my recruiter colleagues told me that his candidates will often be completely unprofessional with him, telling him things one would never disclose during an interview. When I was surprised at this, he said most of the folks with whom he interacts don’t understand how influential he is in their search. The power of his recommendation can land someone a job. Just as easily, he can close doors.

When you’re looking for a job, every interaction is an interview. You have no idea who someone knows and how much that knowledge can hurt or help your career search. I have an acquaintance I won’t recommend for a position because I would never want to work with him. I wrote his résumé, and I know enough people to get him in somewhere, but that would reflect poorly back on me – and I’m not willing to take that chance. Selfish? Perhaps, but it’s the way the world works, especially when it comes to business.

Complain to your partner or friends about your boss and the job search, but keep that information out of your conversations with recruiters, career consultants, and others who may be able to help you get a job. Remain professional and you’ll see opportunities start to surface because people will want to help you.

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At an HR forum I attended this weekend, three of the four HR panelists confirmed what I have known for a long while – most hiring managers don’t read cover letters. I remember when I was in that position I didn’t read the letters either. In fact, very few people even bothered to submit cover letters, as these panelists also confirmed. So what’s the point? Why do professionals still suggest job seekers include cover letters?

A cover letter is your handshake, a warm introduction instead of just jumping in with, “Can I have a job?” It’s a way to pull out the most important parts in your résumé, be more conversational, and possibly cover things you can’t in your résumé, which is a more formal document. In your letter, pronouns can sneak in, and with them, personality! You can also tell the reader how you heard about the position, especially if you were referred by a friend or colleague.

If you choose to use a cover letter (and I’m going to be a proponent until I die), make sure it’s personalized. You shouldn’t have it addressed to “To Whom It May Concern” or – worse yet – “Dear Sirs.” Look up the hiring manager’s name on LinkedIn. If you don’t know, at least address the letter to “Hiring Manager” or some appropriate title. Mention the name of the company, position, and how you heard of them. Do a little homework online to see why you’re a fit with the culture or will be able to solve a specific problem confronting the firm. Pull in a few of your major selling points from the résumé as well (aka accomplishments) to really draw attention to your value.

Even though three of the four recruiters didn’t read the cover letter, one did – and one other said he will if he finds something of interest in the résumé. So I’ll continue to advocate for cover letters because you never know who might be reading it.

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There is a lot of power in a résumé – well, at least there is potential. So many times, I review résumés that lack a focus and strategy. Essentially, they are a brain dump of everything the person has done across his or her career. Typically, there are many areas for potential improvement, but it all starts with the top. Whether you call it an objective, title, or headline, how you present yourself starts with your first words.

When I first started writing résumés (in 1996), an objective was something like:
To obtain a position in which I can apply my experiences in child development and education.

Now, however, titles / headlines have replaced that long, not very to-the-point statement:
Preschool Teacher

Just like a newspaper headline draws readers to learn more, a résumé headline should do the same. To expand on the newspaper similarities, in journalism “above the fold” is where all writers want to be – because it’s the first part readers see when the paper is delivered. On your résumé, your “above the fold” section is the first third of your document, where you will have your contact information, headline, summary, and keywords. Employers have a lot of choices in résumés these days, so attract their attention immediately!

Even if you include a headline, it can be poorly written. At an event I attended yesterday, a hiring manager said he’d received a résumé that said “Banking Executive.” His first response? “Huh?” That basically meant nothing to him, so he didn’t bother to read further. His suggestion? Your headline should match the position for which you’re applying.

So be specific, succinct, and definitely include a headline on your résumé so employers are sure who you are for them. Questions on a résumé are never good.

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Local résumé design and career expert offers hints to maximize job-search results

Phoenix, Ariz. (February 5, 2010) — With the unemployment rate rising on a seemingly daily basis, the competition for the best jobs has increased. In fact, by some counts, nearly 70% of positions aren’t advertised anywhere – so how are they found? Finding a new job can sometimes be a job in itself, but without some training, many job seekers are at a loss as to which tactics are the most effective.

Amanda Collins, chief of staff of The Grammar Doctors, a Phoenix-based boutique marketing communications and résumé design firm, has some suggestions: “Although having a well-written résumé is certainly a huge component of a successful job search, it’s not the end-all, be-all. Job seekers need to be leveraging social media, local job-seeker support groups, and networking events to really make a dent in this competitive job market.”

Ms. Collins will be sharing her accumulated knowledge with those on the job search on February 18 at her monthly brown bag series for job seekers. Covering a variety of job-search techniques, both online and in person, the workshop allows attendees to ask questions about which sites to use, what to write in their LinkedIn profiles, and how to effectively convey their marketability during 30-second commercials at networking events.

“Too many of my résumé clients feel that this new piece of paper will be the magic elixir to land that dream position, so they begin posting it on job boards – and then sit back and wait. The truth is that job seekers need to be proactive, and too many aren’t leveraging the numerous – and often free – opportunities available to them,” Ms. Collins stresses.

Job seekers are invited to attend this free workshop on Thursday, February 18, 12 pm – 1 pm at the office of The Grammar Doctors, 3420 E Shea Blvd, Ste 200, Phoenix, Ariz. Sign up online or call 602-953-5278 for more information.

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Excerpted from a recent e-mail from Mike O’Brien at Climber.com

Over the last few months I have gotten this question a few times, so I thought it would be a good time to address it. The good news is in most cases yes, so keep all your receipts!

According to H&R Block, your job search expenses are deductible if :

• You look for a job in the same field.
• You are looking for a job at a similar level to your most recent job.
• The total of all of your miscellaneous itemized deductions is more than 2% of your over Adjusted Gross Income.

I asked Aaron Garabedian from The Garabedian Group, an accounting and consulting firm in Fresno, CA, to explain this in plain English, “For instance, if have been out of work for six months and your total adjusted gross income for the year is $25,000, you would need your total miscellaneous itemized deductions to be more than $500.  This is the total of all miscellaneous deductions not just job-search related; some other miscellaneous, itemized deductions are professional or union dues, work tools, protective work clothing, and tax preparation fees.”

Here are the items that you can generally deduct:

• Employment agency fees (like Climber.com http://www.climber.com/url/t/x0ZGE63789654): If your fees are repaid by an employer in a later tax year, you will have to declare the reimbursement as income.
• Résumé Preparation / Marketing: Printing, postage, advertising, and other fees associated with creation and distribution of your résumé.
• Travel: Unreimbursed airfare, automobile mileage, meals, and lodging are all covered.

Tax Tools and Services:

• H&R Block – Helpful online tax preparation: http://www.climber.com/url/JgrjA63316619
• TurboTax Online –  The faster way to file online: http://www.climber.com/url/9hla263316997
• No-Cost Taxes Online – No-cost and low-cost tax filing: http://www.climber.com/url/xaJxi63317156
• Income Tax Calculator – Calculate your income tax online: http://www.climber.com/url/WLw4z63317250

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Even Mark doesn’t regard himself as a salesperson. That says a lot for someone who possesses the depth of experience in sales that Mark has. Instead, Mark lets his customers know that he provides solutions. He works with customers as a trusted partner, gaining insight into the challenges they’re facing so that he can devise answers using the products and services in his “bag of tricks” to add value and revenue opportunity to those he serves.

Mark has worked with some heavy hitters, Mitel and Intel among them. He has played an active role in creating opportunities, both for clients and the company, through business analysis and strategic planning. While some people are content to have an employee mindset, Mark is able to call on his entrepreneurial spirit to ensure that projects get completed when they’re supposed to at a quality level that exceeds expectations. A customer service advocate, he makes himself available during consultations, midway through implementations, and post-sales. Calling on acquired technical abilities, Mark is able to troubleshoot issues before and as they arise to mitigate further complications. His dedication has been recognized time and again by his customers and managers.

The best compliment a sales professional can receive is for his honesty – and this is where Mark excels. He once told a hard-to-reach potential customer that he would only call on him when there was something of value to offer. Following through on that promise, Mark soon gained a new client for his company.

Mark is a talented solutions consultant who lends a higher level of service to each interaction. Just don’t call him a salesperson.

Want to get in touch with Mark about opportunities in your organization? E-mail me and I’ll connect you.

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Creating harmony and synergy from chaos

Chris has a depth of experience in print production. While you may be thinking that print is dead, let me assure you that the skills Chris has acquired will readily transfer to another industry. When I met with Chris, I was extremely impressed with his vast set of talents, not only in the print industry but also in business development, IT / technology, training, and project management. Chris is used to working within extremely tight deadlines – like putting out a daily paper. To him, there is no alternative when it comes to completing projects, and he always finds a solution.

Another fantastic value Chris will offer his next employer is the ability to translate creative jargon into technological directions – and vice versa. He is just as comfortable working with graphic designers, ad agency executives, systems administrators, clients, and production line workers. Not only can he change hats quickly, he treats each person with respect. And if they don’t know what he’s trying to convey, he takes the time to train them and really communicate, an art often overlooked in today’s fast-paced work environment.

Chris is currently seeking an opportunity as an IT Production / Print Manager. He will help the company with which he works expedite and streamline processes and stay on task moving into the next decade. He can analyze business directions and create strategic marketing plans that result in increased revenue – all with a smile on his face.

Want to learn more about Chris? Send an e-mail and I’ll get you connected.

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Phoenix, Ariz. — According to Arizona’s Workforce, the unemployment rate for Arizona was 9.3% in October 2009 – and keeps increasing each month. Most job seekers are using a variety of tools to find that next opportunity, a résumé generally being the “calling card” of that search. But what does that a great résumé include? And what are the components that shouldn’t be included?

One local business owner has the answer. Amanda Collins, chief of staff with The Grammar Doctors, has been writing interview-getting résumés for more than a decade and explains that, at their core, résumés are marketing documents. “If you think of yourself as the product you’re trying to sell, you get the idea. A résumé’s primary goal is to get you an interview, so it needs to market you well to the reader.” Ms. Collins has been featured on various local news and radio programs, sharing information with viewers and listeners about résumé design.

Starting this month, The Grammar Doctors will be hosting a brown bag series for job seekers. Each month, speakers will help job seekers navigate the path back to gainful employment, particularly in this competitive market. The first in the series will take place Thursday, December 17, 12 pm – 1 pm, at the Corporate Office Centers, 7047 E Greenway Pkwy, Ste 250, Scottsdale, Ariz. The topic will be “What is a résumé?” Attendees will learn the key points employers are looking for on résumés and how to help theirs stand out. Guests are invited to bring a lunch and learn some tools to aid their job search. The presentations will be free of charge, and attendees will have the opportunity to win a door prize at each session.

For more information, please contact info@grammardocs.com or 602-482-3495. Register online.

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According to a recent e-mail I received from Climber.com, only 40% to 60% of jobs appear on the major job boards and only 25% of new hires come from job board postings. If you are relying exclusively on sites such as Jobing, Monster, and The Ladders, you are doing your job search a disservice. You may be missing the job you want or not even be seen because you’re up against so much competition.

So what’s the better way to find a job in today’s technologically charged world? Although there’s certainly not one “right” answer, you can really increase your chances of finding a position by having a multifaceted approach.

Networking
Most major cities have job seeker support groups. No matter where you are, you’re likely to find a group of people who are looking for jobs. Check with community colleges, churches, and temples. These groups offer not only support but often training. I have spoken at a few resource events about résumés, and they invite sales coaches, networking experts, and career counselors to provide free or low-cost training. Even if you don’t get to a group, start telling people that you’re looking – and for what. Post a status on your Facebook or Twitter. You never know who’ll be reading.

LinkedIn
Recruiters are scouring LinkedIn for quality employees. Susan Healthfield, in her article “Use LinkedIn for Recruiting Employees,” gives employers hints on how to use the networking site, and many of her hints can be reversed and used by employees. Make sure your profile is complete; your résumé serves as its basis and the site is pretty simple to use. When you connect with people, share your value proposition. Do research on the companies or positions you’re targeting. Ask for informational interviews to learn more about people and companies. Post and answer questions. If you’re active on the site, people will notice.

Recruiters
Are you working with a recruiter in your job search? They don’t charge you anything, and by putting yourself on their radars, you will know about those unadvertised positions that might be a great fit. There are many national recruiting companies, as well as a number of local specialists in a variety of arenas. (I work with a few, so if you need some names, let me know.) Although recruiters may not have the multitude of positions on their dockets they did a few years ago, they can still provide another resource – especially if you’re exactly what one of their clients needs.

The old saying “don’t put all your eggs in one basket” certainly applies to job seeking as well. Explore options and stay positive. That next great job is out there.

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