you are misapplying job search advice

The internet has made it easier than ever to find advice on how to interview and find a job – but sometimes job seekers misunderstand common advice and misapply it in a way that harms them rather than helping. Here are six common ways that you might be taking good advice but executing it poorly.

1. Good advice: Clearly explain what skills you can offer.

How you might be misapplying it: Just announcing that you have those skills rather than demonstrating them, such as saying things like “I have initiative” or “I’m a skilled communicator” rather than talking about work you did that demonstrates those skills. You absolutely should make sure that hiring managers understand what skills you have to offer, but simply asserting that you have them isn’t convincing. Show, don’t tell.

2. Good advice: Look for opportunities to highlight how your skills and past experience match the position.


How you might be misapplying it: Doing this non-stop, so that it feels unnatural and not genuine. For instance, when it’s your turn to ask questions in an interview, if you only ask questions with the intent of using them as a way to further showcase your skills, you’re guilty of this – and certainly annoying most interviewers. When interviewers spend time answering your questions, it’s because they want you to have a chance to learn whatever it is that you need to know to make a good decision about the position … not so that you can turn their answers about company culture or management style into a chance for a sales pitch for yourself. So while you certainly want to find ways to talk about your fit for the job, don’t go overboard.

3. Good advice: Address the job’s qualifications in your cover letter.


How you might be misapplying it: Talking about all 20 qualifications in your cover letter, even minor ones, and even if it turns your letter into a boring, uncompelling laundry list of key words. To be clear, your resume should address the most significant qualifications you have, and your cover letter should flesh you out from there. But if an employer lists 20 qualifications, you don’t generally need to mention all 20 — just the most significant ones. No good hiring manager will expect otherwise — and sure, there are bad ones out there, but you will turn off the good ones in the process of trying to please the bad ones.

4. Good advice: Explain why you’d be great at the job.

How you might be misapplying it: Claiming you’d be the best person for the job, even though you have no idea what the rest of the candidate pool is like and don’t yet have a nuanced understanding of the employer’s needs. You can explain why you’d excel at the job without verging into hyperbole or making claims you can’t back up.

5. Good advice: Be confident.

How you might be misapplying it: Sounding like you have no realistic sense of the challenges of the job because you are so amazing that nothing will be a challenge for you. While employers like confidence, they don’t generally like arrogance, cockiness, or naivete.

6. Good advice: Always negotiate, no matter what.

How you might be misapplying it: Thinking that this means that you have to negotiate even when you’re thrilled with an offer. This can especially be misapplied when you already talked about salary earlier in the hiring process, and the offer matches the number you named them.  If the employer gives you what you asked for, trying to negotiate for more will seem disingenuous and off-putting.

I originally published this at U.S. News & World Report.

my coworkers heard my roommates having sex while I was on a conference call

A reader writes:

So…are you ready for a weird one?

The recent snow saw me working at home in my apartment, which I share with a handful of roommates and a landlady. The landlady does not let me work on my laptop downstairs and confines me to my room. That’s fine, but the roommate in the floor above me hangs out with his girlfriend quite often, and as this recent day had it, they decided to have very loud, very obvious sex while I was on a conference call, and I did not hit mute on my computer fast enough. All my coworkers heard it, and my supervisor even questioned if someone was “making out” in the background. I tried laughing it off, saying, “Yes, I’m very sorry.

My roommates were being very inconsiderate, and I used text responses until everything quieted down again, but since I’ve returned in office, a few of the coworkers who were on the call with me avoid me (as in, they see me walking down the hall, turn around, and walk in the other direction)!

What can I do to clear the air? I don’t think I did anything wrong!

I have so many questions! How long did this period of audio-erotica go on for? (Are we talking 30 seconds or many minutes?) What exactly was heard? (Moaning? Dirty talking? Additional details, please.) And what’s up with your landlady confining you to your room?! (In a hostage/prisoner way?)

As for your coworkers … it’s hard to think that they’d be avoiding you simply for overhearing 10 seconds of some indiscreet moaning, unless you work at a very conservative — nay, puritanical — place. I mean, it’s hardly professional to have sex noises on a conference call, but it also hardly merits shunning you now.

As for what to do now, I would just address it directly with your manager and your coworkers — something like, “I really apologize for the background noise on our call the other day. I have roommates and thin walls, and they clearly weren’t working that day. I was mortified, and I’m sorry it disrupted the call like that. I’ll be more careful about work calls when they’re at home!”

But really, your coworkers are wildly overreacting.

Read an update to this letter here.

is it presumptuous to ask for an office, giving feedback to a creepy rejected job candidate, and more

It’s five answers to five questions. Here we go…

1. Is it presumptuous to ask for an office?

I manage 5 people. Currently, there are four other managers (only 2 actually have reports like me) and we all sit among everyone else in cubes. My boss has talked with me before about her desire to have people see me as someone with more authority — specifically someone who can be her right hand. I also find it difficult to get things done because I’m constantly distracted by people asking me questions and I always have to go to conference rooms anytime I need to gave a conversation with someone that others shouldn’t hear. I’ve been in this position for almost three years and would at least like to know if this is ever going to be a possibility. But I don’t want my boss to view my request as presumptuous.

It’s not presumptuous to ask for something to help you do your job better, and this qualifies. Explain that you have a need for privacy when having conversations others shouldn’t hear, like talking about performance issues, giving developmental feedback, or anything else that might be sensitive (like a conversation about accommodating a medical issue), and ask if it would be possible to have a more private space, ideally an office. If it’s not possible, then so be it, but it’s entirely reasonable to ask (and in general, it’s crazy to try to manage five people out in the open like that).

2. When a creepy candidate asks for feedback after being rejected

I’m a hiring manger at a small firm with no HR department. We reject candidates for a variety of reasons. Often it’s just a matter of them being not a great fit. Other times, it’s that they gave one or more of the interviewers the creeps. Totally not tangible and not even easy to explain, but if the decision isn’t unanimous, we don’t proceed. Invariably the “creepy” candidate are the ones who want feedback. I know enough to know that “you creep people out” isn’t a professional reply, so how do I respond?

This situation is tailor-made for a bland response like, “We had a number of well-qualified candidates, and ultimately selected a candidate whose experience was the best match with our needs.”

People aren’t entitled to feedback, and if you’d rather not have an awkward conversation, you’re under no obligation to provide a more specific answer.

Read an update to this letter here.

3. Vendor wanted to videotape his training presentation at our office

We have a weird issue at my work and want to know if this is something common! We had a vendor come to do some introductory training for our small company (he is American, ours is a Canadian company, if it matters). He set up a camcorder to videotape his own day-long presentation, and when my boss asked why he was taping it, the vendor first got flustered and offended, and then said it was because “my company wants to make sure I really did do the training for you guys.” The subject was quickly dropped.

To us, that sounds very unusual–like his company doesn’t trust him. It’s not like ours is an exotic destination (trust me, nobody wants to visit this part of Ontario in March) that would make a good vacation. He has been doing this kind of training for several years. The only way I could see it making sense would be if they were afraid he’d disclose trade secrets–but even then, there’s no point in even telling us that kind of knowledge. Is this common practice for companies–to tape travel presentations to make sure they “actually happened?” Who would watch this? Why would they want to?

I’d think it would be more likely to be a quality control issue — that they want to see how his trainings are going, rather than that they want proof that it happened at all, particularly since (a) there are easier ways to get proof, like calling to ask about how satisfied you were afterwards, and (b) not trusting your own staff member to that extent is a sign of a much bigger problem. But it’s bizarre either way. And I’d be really annoyed if a vendor assumed he could videotape me or my staff without asking about it beforehand.

4. Can I tell an employer to delete the presentation file I used at my interview?

Following an interview, who retains copyright of a PowerPoint presentation — the employer or the candidate who prepared the file? When a candidate has submitted a presentation via email prior to the interview as requested, can the company be told to delete the file from their system or do they now have “ownership”? I just wondered as it’s not like a PDF file. The contents of the PP presentation could be copied and potentially used by others.

You don’t work for them, so you’d retain copyright. However, emailing them to tell them to delete the file is going to come across really oddly — it’ll make you look both paranoid and naive (naive because unless you did an extraordinary amount of work for this PowerPoint, it’s highly unlikely they’d want to steal it).

5. Should I mention my dad in a cover letter?

My dad knows I’m looking for a new position and he sometimes sends me job postings he receives through his network if he thinks I’ll like them. He sent me one yesterday that I love and I’m definitely going to apply. He said in his email to let him know if I applied, because he knows the organization well and could maybe vouch for me.

I was wondering now: do I mention I saw their job posting because my dad sent it to me? He is very well known and respected in the field he works in (and I’m applying for), so much that when I tell people working in the same field that he’s my dad, they’re always a bit in awe. But on the other hand, it feels a bit cheeky. I really don’t need my dad in this, I’m very well qualified for the job and could probably get an interview based on my resumé alone (I’m exactly what they describe they want/need in the posting). Although maybe it wouldn’t hurt? I really don’t know.

I definitely wouldn’t mention that your dad is the one who sent you the posting. In this context, it will sound like name-dropping. If anything, you could have him mention to his contacts there that you applied, which it sounds like will increase your chances of getting an interview. However, the flip side of that is that then you’ll be forever tagged as “Bob’s daughter” and people will possibly wonder whether that’s the reason you were hired (if you end up getting hired). So you just have to weigh all that and decide what makes the most sense to you.

(By the way, while I obviously don’t know anything about your qualifications, in general it’s good to be wary about assuming you’ll definitely get an interview, no matter how qualified you are. Companies pass over well-qualified candidates all the time, simply because they have far more than they can interview. So that’s worth factoring into your calculations too.)

my boss keeps asking to borrow money, employer wants to know how much my other job offers are, and more

It’s five answers to five questions. Here we go…

1. Employer wants to know how much my other offers are

My question is whether my wife, who is graduating with a masters in nursing, should disclose details on the offers she has received to the company she really wants to work for? She interviewed and received offers at two companies. She now has an upcoming meeting with a third company, where the hiring manager indicated that they will give her an offer. The hiring manager knows that she’s received offers from the other two companies, and asked her if she could share what the two other companies were offering, so that “they would know whether they are in the same ballpark.” My wife likes this third company the best, so she doesn’t want to alienate them by refusing to disclose the other two offers.

“I feel uncomfortable sharing other company’s specific offers, but I’m looking for a range of around $X.” After all, this isn’t an auction where the highest bidder gets her (or if it is, she at least shouldn’t imply that).

2. Why does my recruiter from two years ago want to talk with me about my new job?

This week was my last week at a job, and I’m starting a new job on Monday (yay!). Today, I decided to update Facebook and LinkedIn with the new information and not an hour later, I got an email from a recruiter I worked with to get my Old Job. It was a brief email saying he saw the update on LinkedIn, doesn’t know about the company, and would like to chat with me on the phone.

The email seems very weird. I was at Old Job for a year and 8 months, so I doubt any commission he received from placing me was jeopardized. I actually enjoyed working with the recruiter the last time around, but the new gig sort of fell into my lap (no outside recruiters involved). I’m finding this message pretty bizarre and wondering what his motivations might be. Do I respond to the email or schedule a call out of courtesy? Do I ignore it?

Yeah, I don’t think this is about any kind of commission. It’s more likely about him wanting to keep his network current. He saw your update and he wants to know what you’re doing now, to update his records and keep in touch with you. Depending on your job, he might also want to pitch you using his services for your new company or pick your brain about candidates for roles he’s working to fill. No reason not to talk to him, especially if you might want to work with him in the future.

3. My boss keeps asking to borrow money and doesn’t pay it back

I lent $220 to my manager last December. She promised to pay me on the second week of January, but has not mentioned anything about it til now. How can I ask for the money in a polite and professional way so as not to ruin our working relationship? Also, please give me more excuses not to lend her money because in these three months, she has tried to borrow five times again. I lent her some the fifth time and again she has not paid on the agreed date. The amount this time is $45.

To give you a brief background, I live in the Philippines. My manager is the best boss. That is why I have not asked her to return the money these three months because I am afraid our relationship will turn sour. I also like my job a lot. I am also an introvert who has difficulty in expressing my intentions verbally. Another problem is I can’t help but feel some disrespect for her because she broke her promise. Well, I have noticed that she easily breaks her other promises to me too. Hope that you can help me because I am running out of excuses to not lend her money. I am afraid that I have to resign to avoid lending more money.

To get back the money you’ve already lent: “Jane, you were going to pay me back in January. Can you give me that money back today?” If she says she doesn’t have it, say, “I do need it now, so when do you think you’ll be able to repay it?” (Keep in mind though that you may or may not get that money back. Generally with lending money, it’s smart to only lend an amount that you’d be comfortable not seeing again, because that sometimes happens with personal loans.)

To refuse further requests: “I’m sorry, but I can’t lend you any additional money.” Or you might be more comfortable with, “I’m sorry, but I don’t have any money I can lend.” And you definitely should start refusing — lending money to your boss is a bad dynamic to get into.

4. I didn’t get a bonus and I think it’s because I took FMLA leave

I found out that I got “Inconsistently met expectations” when I busted my butt all year for my company. I was supposed to get about a $10,000 bonus based on company funding and got zero. I think it is because I took FMLA. The negatives on the review are so trivial and being in a client facing role, not a single client complained about me. In fact, several took the time to write positives and talk to my boss about me in a positive way. What recourse do I have? Should I talk to HR?

I am so steamed that I am about ready to blow. We had many extra duties this year and I did them all.

Yes, if you think that you were penalized for using FMLA, you should talk to HR, since they’re going to be much more versed in the legalities here than your manager probably is. (And yes, penalizing you for taking FMLA violates the law.)

5. I want to reach out to a professor who offered to mentor me two years ago

A couple of years ago (2012), I took a summer course for my graduate program. At the end of the course, the professor approached me and mentioned that she would like to be my mentor. I don’t know what I was thinking, but I didn’t keep in touch with her and now I really regret it. She has a lot of knowledge on a unique field, and I’m finding myself with a lot of questions about career development in this arena that I think she would be able to answer.

It may or may not be important to note, I am not hoping that she will get me a job, and that would not be the subject of any conversation I would have with her. However, I know it could seem like I blew her off earlier, when really I just didn’t understand networking/mentors and the opportunity she was giving me. At several points since then, I’ve thought about getting in touch, but it always seemed like too much time had passed. Is there any salvaging this? If so, how should I make that first contact?

You have nothing to lose by trying. Send her an email letting her know what you got out of her course, what you’ve been doing since then (ideally talking about how her course helped you with that, if you can), how much you appreciated the offer she made you to mentor you, and how much you’ve regretted not following up with her about it. (You could potentially say that you weren’t sure how to follow up at the time.) Say that you’d love to get back in touch now, and ask if you can buy her coffee to reconnect.

if you wildly over-reach in your salary negotiation, you will look like a loon

Lots of people have asked me about the news coverage of the woman who had a job offer as an assistant professor at a small college pulled after she tried to negotiate. It’s been painted as everything from an outrageous action on the part of the college to evidence that women are penalized for negotiating. My stance is that this particular case is neither — the issue here is that the way she asked, and what she asked for, was tone-deaf and signaled that she was difficult and wildly unaligned with how the college operates. In addition to asking for a 20% increase to the salary — 20%! — she asked to do significantly less work than other professors (fewer class preps, a pre-tenure sabbatical, and a start date a year out) at a small, teaching-focused school.

Luckily, Suzanne Lucas of evilhrlady.org said everything about this case that I wanted to say. Her take on it is here.

application deadlines are misleading you

This was originally published on October 28, 2010.

You know when you see a job posting and it lists an application deadline? And then you figure you have until that deadline to apply?

Well, you might not.

Here’s why: A lot of job sites require the employer to list a deadline or closing date when submitting a post. There’s often no option for “we’re looking at candidates on a rolling basis.” So employers are forced to pick a date, even if it doesn’t reflect how they’re actually handling the search.

This is a bad system, because it forces employers to list information that might not be true and that will mislead candidates.  On the candidate side, you see that date and think “great, I have four weeks to submit my application.” But if the employer is actually looking at applications as they come in and talking to good candidates on a rolling basis, when you apply in four weeks, they may have already assembled a group of finalists they’re excited about, and thus the bar is going to be a lot higher for adding someone else in last-minute. Or they could be poised to make someone an offer, or the job could even have been filled already.

Of course, like everything in hiring, this is not universal. Different people handle things differently. But from the outside, it’s hard to know. (Personally, I will take a fantastic candidate at any time, even if the deadline has passed — I’m not going to turn away a great candidate because of an arbitrary deadline. But I also evaluate applications on a rolling basis, and if I find someone great before the deadline is up, I’m not going to risk losing her to another offer while I wait for the clock to finish ticking.)

So if you see a job you want to apply for, apply now, no matter what the application deadline says.

open thread – March 28, 2014

Sam and OliveIt’s the Friday open thread!

The comment section on this post is open for discussion with other readers on anything you want to talk about. If you want an answer from me, emailing me is still your best bet, but this is a chance to talk to other readers.

my coworker won’t stop interrupting me while I train her, going by a middle name, and more

It’s five answers to five questions. Here we go…

1. My coworker won’t stop interrupting me while I train her

I work in an in-house legal department and manage a billing system that is used by the attorneys and their admins. I worked with this system in a previous job and was hired because I am an expert. The training for the system users has gone well with the exception of one admin in a different office. We sometimes talk on the telephone and sometimes use the video conferencing equipment. She asks a question and then interrupts me as soon as I start to answer it. She doesn’t listen; she gets defensive. I’m trying to be very careful to not blame her for mistakes but instead use the mistakes as learning opportunities for the future. Instead of listening to the answer to her questions, she starts to tell me why what she did wasn’t wrong or that it wasn’t her fault or that she had been instructed to do it that way.

I have been very careful to not snap at her, but I’m sure she can hear the annoyance in my voice once I have tried to explain something for the fourth time because she won’t stop interrupting me. I’m going to guess she thinks I am annoyed that she hasn’t mastered the system, but I’m annoyed because she is being so rude.

How can I stop her from interrupting me without sounding like I’m her mother scolding a toddler? It’s not my job to teach her manners, but at the same time, she is being rude and wasting my time.

From least direct to most direct, so you have some options, depending on your comfort level: “Oh, just give me a minute to finish what I was saying.” “Please let me finish.” “I’ve noticed you ask me a question but cut me off before I can answer.” “I don’t know if you realize that you often talk over me. Please let me finish what I’m saying.” You can try the softest of these and then escalate as needed, or you can start right with the most direct.

That’s for when it happens in the moment. You might also consider a bigger picture conversation with her that goes something like this: “I’ve noticed a pattern now that you talk over me when I’m explaining the system to you. This is preventing me from relaying information you need to learn. I need you to stop interrupting me when we’re talking. Will you do that?” If she gets defensive and argues with you, repeat, “I need you to stop interrupting me when we’re talking. Will you do that?” And if that doesn’t solve the problem, then you really need to mention this to her manager, who should know this is happening.

While you’re right that it’s not your job to teach her manners, it’s also not your job to coddle her and prevent her from feeling bad when she’s called on chronic rude behavior.

2. A contact where I’m applying for a job suggested I “pop by for a visit”

I recently applied for a job that I am extremely interested in. I think I have a pretty good shot at landing the position, but I do understand that I am in no way entitled to an interview. The job I have now puts me in regular contact with clients who are employees of this potential employer. One of these employees vaguely suggested I “pop by for a visit.” I have a feeling that stopping by for an unscheduled visit would be bad form and, ultimately hurt my chances of getting hired, but I am also very eager to work for this company. I’m going to follow up with the client and try to get something more concrete, but I was wondering what your thoughts are on this situation.

Well, don’t pop by for a visit with the intention of asking to see the hiring manager. But if this person is suggesting that you drop in to see her, at which time she’d find a way to introduce you to the hiring manager, that’s not a terrible idea, as long as she’s willing to play it that way — meaning that she’d manage the visit and make the introduction happen. I’d get clarification about exactly what she has in mind. (And if it turns out that she’s just advising you to drop in and ask for the hiring manager without an appointment, don’t do that.)

3. Will going by my middle name confuse background checkers?

I go by my middle name in all aspects of my life, and always have. However, all of my legal records (and official employee records) are always under my first name. On the header of my resume, I typically just have first, middle, and last. But I am starting to wonder if that could be confusing or even pretentious? However, I am worried that if I don’t include my full name, that any sorts of background checks or employment verification would NOT be found under my middle name and that would be a mess. Advice to include my full name while making it clear that I use my middle name?

I’d list it as first initial, middle name, last name. For instance: X. Percival Montblanc. And when you’re at a background check stage, you can explain it to employers so they spot it.

4. Who can I use as references after a long freelancing career?

I’ve worked at the same company for four years and have been promoted twice. Prior to that, I was a part-time freelancer for 18 years. While I could ask a few people I worked with in the past for references, the ideal reference would be my current boss. She knows me, has gone to bat for me, etc. But obviously I can’t use her since I don’t want her to know I’m looking for another job! My references from the past might not even remember me, plus the nature of my job has changed a lot since I went back to a full-time office job. What does one do in this situation?

I’d explain the situation and offer clients from when you were freelancing (the more substantial the work you did for them, the better, and as recent as possible), as well as any coworkers from your current job who you trust to be discreet (most reference-checkers won’t want to talk with them since they’re peers, but it’s a gesture of good faith to offer them in this context).

5. Listing several short contracts at two companies on a resume

In my first year out of grad school, I’ve been bouncing back and forth between two companies for short-term contracts (currently pretty normal for my field). Now that a year has gone by, I’m struggling with how to format my resume. It seems silly to me to list each 3-month term separately, since they fall under only 2 companies and my job title didn’t change between terms (just different projects). It also makes my resume longer than I think it needs to be. I was thinking about listing these jobs on my resume like this:

Junior Teapot Maker, Company A, 08/2013 – 04/2014
Teapot Repair Technician, Company B, 02/2013 – 02/2014

Rather than:

Junior Teapot Maker, Company A, 01/2014 – 04/2014
Teapot Repair Technician, Company B, 11/2013 – 02/2014
Junior Teapot Maker, Company A, 08/2013 – 11/2013
Teapot Repair Technician, Company B, 02/2013 – 07/2013

Does this make sense or will the overlap in dates raise too many red flags for employers?

I would actually do it this way so that you’re not claiming to have been there when you actually weren’t (which could raise red flags in a reference check), but still keeps it streamlined:

Junior Teapot Maker, Company A, 08/2013 – 11/2013, 01/2014 – 04/2014
Teapot Repair Technician, Company B, 02/2013 – 07/2013, 11/2013 – 02/2014

my boss heard I’m afraid of him, but I’m not … I just make comments about his grumpiness

A reader writes:

I’m a teacher at a middle school with around 1,300 students. We have three administrators who all supervise different departments. My direct supervisor, who I’ll call Nate, is the assistant principal.

Nate recently approached me in the hallway – in passing, so not like a formal chat or anything – and said, “A little bird told me you’re afraid of me. I just want you to know, you don’t have any reason to be.” I was so surprised I kind of babbled and said, “Wait – who – ” and Nate just shook his head and said, “I’m just saying, SOMEONE, and you don’t have to be afraid of me, I’m really a big teddy bear!” He was kind of walking off at this point and I was so flustered I just said, “I’m NOT afraid of you, don’t worry!” (suddenly feeling like I needed to convince him or something – I’m still annoyed at my ham-handed response to this).

Anyway, now I’m stressing out about my boss thinking I’m scared of him. Really, I’m not. I’ve thought about it and realized that I’ve commented to colleagues in the past that I “want to avoid Nate’s angry face” and better not “do anything to piss Nate off” — not really out of line commentary, especially considering Nate is well known for being grumpy and easy to annoy. The thing is that I really do like him as a boss – he supports me when it counts, he’s had my back on numerous occasions, and shows me through word and deed that my hard work is truly appreciated. More than anything, I feel indebted to him for his continual support and while I don’t always agree with decisions he makes, I don’t want to disappoint him. I realize how lucky I am to love both my job and my direct supervisor – it seems like a rarity.

Should I tell him this? Should I address it again? Or should I just drop it?

You should drop it. Making a bigger deal out of it will just make it weird.

(Of course, Nate did his own part to make it weird in the way he addressed it, but so be it.)

But. I want to talk about the comments you’ve been making to coworkers. Those comments aren’t positioning you well. When you say “better not do anything to piss Nate off” or “I want to avoid Nate’s angry face,” you’re saying, “My concern here is less about quality of the work than appeasing Nate’s whims.” That is not a good thing to be saying. It’s bad for you because it makes you look weak, and/or like you value the wrong things, and/or like you don’t think particularly well of Nate. And it’s bad for Nate and your workplace as a whole because it sows the seeds of an us vs. him dynamic, which can be fairly toxic over time.

If you’re having trouble seeing why this is the case, imagine that you had a staff member routinely invoking your name in that context. Would you feel like your staff member was fully on your side? Representing you well to others? That they fully got why you cared about the stuff you care about?

If I were Nate and I heard about those comments, I’d be pretty annoyed, and I’d wonder what was up. And the comments have already struck your coworkers as notable enough that someone mentioned at least something about it to him. So I’d take the weird hallway conversation as an opportunity to rethink this habit and change it.

how can I make sure I’m hiring people who will thrive in our demanding firm?

A reader writes:

I’m a senior-level associate attorney at a major law firm and work in a small, close-knit practice that’s nationally known and very demanding. We’ve had several performance-related terminations and it’s become clear that part of the problem is in our hiring practices — the people we hire don’t necessarily have the characteristics we need. The result is bad for us and for the employee, and it’s affecting morale. (We may know someone needs to be fired, but it’s still hard and sad on a personal level).

I’ve been trying to figure out what to do to ensure a better fit going forward, but other than saying, “This job is the legal equivalent of becoming a SEAL, so if you’re not up for that, it isn’t right for you,” I’m at a loss. Any suggestions?

Well, first, know that hiring isn’t a perfect science. You can do everything right and, still, some people won’t work out. But you can lower the number of times that’s happening by doing the following:

1. Look at the people who succeed in your firm. What qualities do they have? How do they approach their work? Look at their backgrounds before they came to your firm. Are there any common denominators — types of achievement, particular approaches to their work? Think back to when you were hiring them. Was there anything different about them as candidates that might distinguish them from candidates you hired who didn’t work out? Your goal here is to suss out less obvious must-haves than the ones you might have been using to screen candidates up until now.

2. Once you have a better sense of what traits predict success in your firm, screen deliberately for those in your hiring process. For instance, if you realize one differentiating trait is being able to balance an unusually high workload, ask candidates to tell you about a time in the past when their workload was at its highest. Then ask a lot of follow ups: “How did you handle ‘X’? Why did you decide to do it that way? ‘Y’ must have been a challenge; how did you handle that? Walk me through how you made a decision about ‘Z.’” The idea is that you want to get beneath the surface and into the nitty-gritty of how the candidate thinks and operates — and how she really did think and operate in a specific past situation — not how she thinks she might handle hypothetical future situations (which are easier for candidates to bluff their way through).

3. Help candidates self-select out. Even if it feels awkward, be as transparent as you can about the downsides of the job — and be honest about the types of people who haven’t succeeded there, so candidates are as well-equipped as possible to self-select out. And as you’re doing this, be aware that people often put on rosy-colored glasses, especially when they want or need a job. So pay close attention to their reactions: Do they seem to truly hear what you’re saying, or are they just assuring you it won’t be a problem, without having processed what you’ve said? If you sense hesitation or that someone isn’t really “getting” it, probe some more.

4. Dig more deeply into references. Too often, employers use references simply as a rubber stamp on a hiring decision they’ve already made. But used correctly, references can be a gold mine of nuanced information about how a candidate operates and how she’s likely to do in your particular environment. Dig into what type of environment and management she’s done best with, how she’s responded to stress, specific times when she had more work than could comfortably be juggled and how she has responded to difficult challenges.

And in doing this, pay attention to references who positively rave about a candidate — you’re listening for the difference between “Yes, she did a good job” and “Oh my gosh! She’s the best. I wish we could hire her back.” If a reference raves about one of your candidates and sounds like they’d move mountains to hire her back again, that’s probably the person you want.

This post originally appeared at Daily Worth.