Changing Careers During the Great Recession: You Need to Know Where You Want to Go—and Why!

The following article first appeared in the December 11, 2009 issue of Westport News:

Faced with what they consider dim prospects for finding a position comparable to their last job, many of my clients are asking, “Is this the time for me to change directions in my career?” There is never a blanket answer to this kind of question, but there are certain questions that I ask my clients to help them reach an answer that is right for them. Before making such an important decision, I help my clients by making sure that they understand the basic options that are available for career change and then we begin an extensive “Q&A” to help narrow the options to the ones that work for that client. Because changing careers can mean so many things, it is important to understand the various options before embarking on one. This and the next three articles will focus on the decision-making process and the various options that are available to those who choose to follow a new road.

What Are the Options?

I use three basic categories of potential career change: working for somebody in a new field, using skills that haven’t been used before. For example, a financial analyst looks for a position in sales, or an advertising copywriter wants to get involved with a “green” company. A second option is where someone who has always worked for somebody, big company or small, decides to go out on his or her own, by buying an existing business or a franchise. The final category is where the individual has a passion or an idea that he or she wants to turn into a business, like a home cook who wants to start a catering business (think Martha Stewart), or a computer whiz who wants to design IPhone applications.

In each of these cases, the level of risk and reward varies significantly and the required personality traits and skills of the individual are key to whether the particular selection can lead to success.

Evaluate Your Skills and Personality

You’ll need to be honest with yourself about your skill set, particularly if you’re trying to find somebody to hire you to do something that you’ve never done before, or whether you have what it takes to start or run a business. In an economy where there are so many skilled applicants for a limited number of positions, you need to ask yourself why you would be the ideal candidate over somebody with experience in the field. If you’re thinking of going into business, you need to ask yourself whether you can make the kind of commitment necessary to make a business successful, and whether you have the variety of skills, including business savvy, what I call the “sales gene” and fundamental knowledge of how businesses work.

What Is Your Tolerance for Risk?

Risk tolerance can be measured in several ways. In looking for a position in a new field, risk tolerance is best measured by the amount of time you can afford to pursue a new career without jeopardizing your economic well-being. For example, you might want to give yourself a specific amount of time for a job search in a new area to see if you are a viable candidate, or you might want to pursue a traditional position and an alternative career at the same time.

If you’re considering starting a business, you need to assess the financial implications. How much can you afford to invest in a business? Can you afford to operate a business without positive cash flow? Can the business generate an income comparable to what you were earning as an employee? Can you afford the fringe benefits (like health insurance) that were previously paid by your employer?

Is This the Right Time for a Career Change?

A difficult economy adds another layer to the question of career change. Money is tight and employers as well as banks, which finance new businesses, are taking less risks. In order to succeed in a career change you’re going to need to be able to present a solid case to a potential employer that you’ll do a better job than somebody with experience. If you’re starting a business, you’re going to have to convince a bank, the person selling the business, the franchisor—and your spouse—that you have what it takes to make the business a success.

You can be successful in career change, even in these difficult times, but you may decide that the better approach for you is to continue your search with more vigor.

Next time: finding a position in a new field.

The Age Old Question

The following article appeared in the December 2, 2009 issue of Westport News.

The question that job hunters ask me more often than any other is: how do I handle the issue of my age? With so many highly talented and experienced job hunters in their 50s and 60s, one would think that this could be a golden opportunity for businesses to significantly upgrade their workforce. Even in companies that espouse a policy of welcome for older job candidates, the reality is that while they may talk the talk, few walk the walk.

Age bias exists; deal with it!

I advise my clients that they must overcome two primary issues regarding age. First, accept that bias sometimes exists and just deal with it. Second, devise a job search strategy that circumvents common road blocks.

Recruiters and hiring managers who have an age bias aren’t likely to be swayed by anything you do, so when I say, “Just deal with it”, I’m suggesting that you either find a way around these roadblocks, or move on to locate another opportunity. Older job hunters should lead with their strengths and minimize their weaknesses. Strengths are expertise and highly developed skills, people skills (in many cases, the gravitas that comes with age can be a very valuable commodity), work ethic. There are situations where emphasizing age can be a real advantage: if you’re 65 and have Medicare, you don’t need expensive health coverage, which can be a real plus to a small business owner.

Draw attention away from your age

When you dwell on age, you’re drawing attention to it. It isn’t age, per se, that is the barrier. It’s the perception of your energy. What’s important is that you present as a dynamic and energetic individual. We’re in a youth culture, no doubt, so yes, it helps to look young. Wear current (but age appropriate) clothing and hair styles. Lose a few pounds. Many recruiters tell women that they should color their hair and maybe that’s right.

Bring subjects into the conversation that convey your energy and that let people know that you’re always interested in new innovations and the latest developments in your industry. Talk about activities you might engage in that are more action-oriented (athletics is obvious, but being involved in community activities or keeping a very active schedule also demonstrates a high level of energy). Drop remarks to demonstrate to employers that you’re up-to-date on technology (you might ask if their company uses Twitter as part of its marketing strategy) or other current issues.

Don’t emphasize your age in your resume or marketing materials. Avoid phrases like “more than 30 years of experience” when “highly experienced” conveys the same message. List your employment history under the heading “Relevant Employment History” and then list only the positions you’ve held during the last 20 years (how relevant is a position you held 30 years ago, anyway?), and consider omitting the year you graduated college. Don’t tell the interviewer how much she reminds you of your daughter (or granddaughter).

Effective networking reduces dependence on resumes which often emphasize age

What are the most effective strategies to find a position when you’re a bit older? My advice is basic and job hunters have heard it time and again. Network. Network. Network.

Assume that your resume will be screened and that recruiters who are “age adverse” will likely be on to the tricks I’ve described. The best way to avoid being screened out on the basis of age is to connect to a position before the recruiter has seen your resume. When somebody has the opportunity to meet you, when they’ve experienced first-hand the energy you project, when they see how plugged in you are to the current issues that face their company, they are far more receptive to review your resume, give serious consideration to your experience and appreciate how you can add immediate value to their business.

Most important, believe in yourself. One of my clients told me, “I may be in my 60’s, I may be bald, but you should see me whip the *** off some of these young guys on the squash court!” Believe me, when people meet him, they’re not thinking about his age!