career coaching

Where I've Been for the Last 4 Months

Oh, it’s good to be back!

For those of you who follow the blog regularly, you may have noticed some changes in historical content, as well as some major radio silence since my last post in October 2017. This is certainly an unusual lapse in content for me, and I’m thrilled to be able to resume my regular posting as of today.

Let’s rewind a bit for context.

Back in early November, I was doing life-as-usual when I got a phone call from one of my previous employers. Collaborative Strategies, Inc. (CSI) is a St. Louis-based consulting firm with an executive search practice; I supported them back in 2016 as a member of the Search Team prior to starting my career coaching business. My colleague Sarah called to request my services and support as the Search Team underwent a staffing transition.

My response was a resounding yes!

The engagement with CSI began as a temporary, interim gig to bridge a staffing transition. As we worked together, there was a mutual feeling of fit. I wasn’t the right person to fill the permanent open seat, because I love my career coaching business and am eager to continue serving my clients in that capacity. Even so, we explored what it might look like for me to continue my partnership with CSI in a different capacity, and I’m pretty stoked about the results.

New Role with CSI

As of February 2019, I serve CSI’s Search Team in a limited part-time/remote role. My primary responsibilities include:

  • Reviewing applications and making preliminary decisions

  • Sourcing qualified candidates and pitching relevant opportunities

  • Conducting preliminary phone interviews

  • Executing reference checks

All of my responsibilities are candidate-facing, meaning that I primarily work with candidates in consideration for a given search, rather than working with the client organization that is hiring the new position.

So what does this mean for my clients?

Added Client Value

My capacity for serving my clients hasn’t changed. I only accept work from CSI as my workload allows, and I continue to prioritize my clients in all of the work that I do.

On top of continued priority and access, my clients will see added benefit from my new relationship with CSI. A few perks include:

  • Increased, up-to-date knowledge of industry sourcing practices

  • Daily application review and deepened understanding of what employers are looking for

  • Inside information about St. Louis-based work opportunities

While my partnership with CSI will NOT give my clients any sort of leg up in the interview process, my role will provide valuable information and resources that will allow me to better serve clients as a career coach. I’m thrilled to amp up the quality and value of my services as a result of this new partnership!

Blog Content Changes

If you’ve been reading my blog for awhile, you may have noticed that some prior blog posts have fallen off of the archives. Don’t worry — the content isn’t gone forever! Posts have just been shuffled around a bit.

In an effort to better serve my clients and tailor my writing to the correct audiences, I’ve separated professional/career coaching content and personal content. You can continue to find helpful blog posts about job transition and career development right here!

For those of you looking to follow my personal blog that covers a variety of topics, I hope you’ll pop over to Calling All Courageous and sign up for updates via Wordpress. I appreciate your continued interest in that content, and your comments are always a tremendous blessing as I continue to share my random thoughts with the world.

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So that’s the scoop! I’m so thrilled to report that the radio silence is over, and that my partnership with CSI begins a new stage in my business efforts. Thanks for sticking with me over the last few months, and as always, don’t hesitate to contact me or drop a note in the comments section below. It’s always good to hear from you!

Introducing: New 'Career Exploration' Service!

After months of deliberation, lots of prayer, and no shortage of beta-testing, I’m thrilled to announce the official launch of a new Career Exploration service!

This service is one that I’ve been wanting to launch for months, but was honestly hesitant to shout about openly. Sure, I’ve been providing informal career exploration services for years, but the fact remains that I do not have a degree in career counseling. Some people really get hung up on the letters after your name, don’t they?

After a lot of thought, however, I realized something. I don’t have a specialized degree, true. But what I do bring to the table is a profound interest in professional identity, a passion for individuals who feel lost in their careers, a background that allows me to serve across various professional industries, and the tools to support job seekers with excellence. So no, I’m not a licensed career counselor. But I feel called and equipped to serve others as they work to unearth their professional identities, and I believe I am uniquely gifted to facilitate that process.

So let’s dive right in!

Who is this service for?

Career Exploration might be for you if these statements resonate with you:

  • “I don’t like what I do, but I don’t know what to do instead.”

  • “I feel stuck in my career.”

  • “I don’t see an opportunity to move up from this position.”

  • “My boss asked me about my dream job, and I have no idea how to answer.”

  • “I have no idea what I want to do, but I’m ready to figure it out.

Defining your professional identity and specific career objectives can lead to increased motivation in your current role, as well as momentum for the steps to get you where you want to be. Anyone looking for direction in their career—entry-level, C-suite officer, and everything in between—might benefit from the Career Exploration process.

What does the process look like?

If you’re wincing at the prospect of time-consuming assessments and binders full of charts, fear not! While I will be the first to admit that assessments are useful tools in career exploration, I prefer an approach that leans toward conversational, targeted self-reflection. After all, the goal is to define the professional you and your unique career objectives—not to fit you into a convenient, binder-friendly category.

Every interaction will begin with a conversation to determine your context and goals for the process. From there, the process is completely customizable according to your preferences.

Here’s what an example process could look like following the initial consultation:

  • You reflect and pick the Top 5-10 highlights from your professional history

  • We discuss those highlights, and I ask a bunch of questions

  • You select 4-6 professional and personal individuals that you trust

  • I prepare a survey that you share with those individuals in order to solicit feedback about you as a person and as a professional

  • I share a report with you with feedback from the survey as well as insights from our conversation about your professional history

  • I facilitate conversations that allow us to explore the components of your professional future, like job environment, responsibilities, knowledge areas, etc.

  • We wrap up by exploring career opportunities that capture all of your “must-haves”

Because of the conversational nature of the process, I prefer to meet clients face-to-face. “Unsupervised homework” like targeted self-reflection allows me to facilitate a rich conversation while also reducing costs on your end.

Speaking of investment…

How much will this cost?

If you do a little Googling, you’ll find that career coaching services can run anywhere from $200 to $500 per session. Personally, I find this to be an exorbitant fee! Because I own my own business, work from home, and have minimal overhead expenses, I can keep my rates much lower than a traditional agency or career center.

My pricing strategy for Career Exploration is the same as pricing for my other services: I charge by the hour, and I only charge for time spent on your behalf. I keep my rates crazy-low (seriously, ask my clients!) to ensure that services are accessible for everyone. Yes, everyone, including anyone who is transitioning out of unemployment.

If you’re concerned about fitting this service into your budget, let me know and we will absolutely find a solution that works for you.

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In the beta-testing of this service, I learned that it is one of the most fulfilling and impactful services that I could possibly offer. The opportunity to walk with my clients through a period of professional uncertainty is a true honor. It is a joy to explore with you, to dig into your professional life and see what we find. I delight in the moments when the lightbulbs switch on, when you uncover new possibilities and develop a deeper understanding of yourself as a professional.

If you or someone you know might benefit from a Career Exploration process, contact me today to get started. I’m excited to hear from you!

When Your Career Doesn't Fit

Being in a career that you hate is the absolute worst. I get it--I've been there. On top of my personal experience, I find that many of my clients feel stuck in careers that just don't fit their unique skillsets and personalities. They are 100% sure that they don't like what they're doing, but they also don't know what career would be better to move into, so they feel even more stuck.

Feeling trapped--with no light at the end of the tunnel--is a serious downer, and a pervasive problem that is worth solving.

While there are obviously lots of contributing factors to discontentment in the workplace including office culture, management styles, working conditions, and much more, career choice itself can certainly be the problem. In this case, I'm talking to those of you who might like your boss, but don't like your job. You like your coworkers, but have no interest in the work itself.

A lot of us got pushed into making a career decision during our undergrad, long before we blossomed into fully-functioning adults, and we find ourselves stuck on that trajectory, years later.  When clients bring up this topic in our conversations, I generally say something like this: "I'm not a licensed career counselor, but I am passionate about professional identity, individual gifts, and career transition. I geek out over personality assessments. If you're up for it, let's chat and see what we can come up with."

I enter into this conversation with others--formally and informally, personally and professionally--because I know the discomfort of being in the wrong profession. It took me years to figure out that I was wired to work at home and run my own business, and now that I'm finally in a career that aligns with who I am as a person, I'm blown away by the positive impact on my life! It's been radically life-changing, and I never dreamed I could be this satisfied with my career. I never thought I would want to work, but I almost always feel energized and ready to go! Why wouldn't I want to share that experience with others, and see if we can unearth a career that will provide the same freedom and peace in their unique professional journeys? 

In light of all this, I decided to create this post as a practical guide for the career-haters out there. For those of you who feel stuck in your career (not job--career!), let's dive right in. I'll cover two truths to keep in mind, as well as three steps to take in order to make that big career change. 

2 Important Truths to Keep in Mind

1. You're Not Alone

If you found yourself reading the intro to this post and nodding (or crying) along, the first thing I want you to know is that it's not just you. You are absolutely not alone in hating your job.

Believe it or not, you're actually in the majority! 

A recent Gallup poll suggests that 70% of Americans are disengaged and discontent at work. 7 out of 10, people! That's a whole lot of unhappy employees. While I theoretically knew that a lot of people didn't like their jobs, I never felt like I was part of any sort of majority. I looked around and saw people who could be content in the same office, who were much more professionally satisfied than I was. I felt like I was missing something that everyone else seemed to innately understand, and it was overwhelmingly isolating.

Whether they're sitting next to you or not, however, it's clear that a lot of people out there are looking for something better, too. So don't believe the lie that it's just you!

2. You're Not Stuck

For the career-hater, it's tempting to feel hopeless, because there doesn't seem to be a way out. Family obligations, financial restraints, and the huge time investment associated with changing careers--not just jobs, but industries--feels like too great a distance to leap. There just doesn't seem to be a way to the other side without going bankrupt, or disappointing loved ones. Why bother?

While some career transitions are harder than others to make, this is simply not true. You're not stuck! There are a lot of options available to you, especially when you're not sure what you want to do next. And when you do find the career you want to move into, there are options available to you to make the change a reality. It's just a matter of how much you're willing to invest in the process, how patient you're willing to be, and what you're willing to sacrifice to land a position in a career that fits.  

So how exactly do you bridge that gap and make it happen? Where do you even begin? 

3 Steps to a Better Career Fit

1. Get to know yourself.

If you're feeling like your career isn't a good fit for you, the first step is to stop nitpicking the career you know you hate, and instead, look in the mirror. Get to know yourself. How are you wired? What realities about your personality, skill set, and values inform your career preferences? What makes you tick? 

There are several ways to go about this step of self exploration. I'll briefly hash out 3 of my favorite methods here. 

Assessments

I am a self-declared assessment nerd. While they certainly don't tell the whole picture of who you are as a person, assessments can provide some valuable insight into the overarching trends of what makes you, well, you. There are a bunch of assessments out there, varying wildly in terms of quality and accuracy, but the big buckets that you want to assess and explore are personality, values, and behavioral style. 

If you don't feel like sifting through the massive pile of web-based assessments on your own, here is a solid sampling of the five assessments I recommend taking. The first three assessments are free, and the last two are paid tests:

If you can swing it, take all five assessments. Spread the assessments out over a period of a couple of weeks. Take your time, read the directions carefully, and answer honestly.

When you have all of your results in hand, comb through the results carefully. Highlight the descriptions that are spot-on as they apply to you, ignore the stuff that isn't accurate at all, and notice trends that are repeated across multiple sections in a test report, and especially across multiple assessments.

What have you learned about yourself? How do these concepts apply in the workplace? Start to put together the pieces, and see what you come up with. 

Job History Exercise

This is one of my favorite exercises for career direction, and has been one of the most fruitful in my personal experience. My dad actually suggested this activity years ago, when I was feeling especially lost in terms of my career. The exercise was a game changer for me, and I hope it is helpful for you as well.

Write down every job you've ever had, all the way back to your high school days or first part-time gig. Depending on your situation, it might be good to include volunteer experiences as well, or involvement in extracurricular activities.

For every job or activity on the list, answer the following questions:

  • What was your favorite thing about the job? What did you enjoy the most? What energized you?
  • What were you most proud of in that role? What project, result, or client interaction makes you smile the most?
  • What do you miss doing? What do you wish you could do all over again?

After you've answered these questions for every job, look at your complete list of highlights. What trends do you see? Are there obvious themes or careers that are closely related to the tasks and projects you've highlighted? See where this path leads you, and take some time to explore the new opportunities that you identify along the way.

Survey Friends and Family

Sometimes we can't see ourselves as clearly as the people who love us most. Asking friends and family for feedback might provide some helpful insight as you study yourself. This suggestion comes with a big caution flag, however, because some of your family and friends might not be helpful in speaking into your strengths. In fact, in some cases the 'advice' from loved ones might be downright harmful. To mitigate against any unhelpful responses, I recommend coming up with a list of 5-7 people you trust the most and feel safest with. Include people from different seasons of your life, in different roles. Make sure every person on that list is really 'for' you. Do they celebrate with you when you win? Do they grieve with you when you're dealing with a loss? 

When you have your list, ask those individuals if they'd be willing to speak into your professional identity and unique personal characteristics. If they're willing to help, provide them with a list of questions, and ask them to consider them carefully. Here are a few ideas to get you going, but feel free to add your own based on what you want to pinpoint or understand about yourself:

  • When have we been talking, and the conversation caused me to lean in, talk faster, become increasingly animated? What topic(s) seemed to draw me out?
  • What dreams have I mentioned in passing to you, that I (or others) may have brushed off as silly or impossible?
  • When have you seen me be really proud or satisfied with my own work or achievements? 
  • Where do you think I thrive? Excel?
  • From what you've observed, what do you think I'm uniquely wired to achieve? Where do I naturally perform well?

Collect this feedback from your friends or family, and see what stands out. Trust your gut--take what is helpful, leave what is not. What surprises you? What sparks your interest?

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By the end of your self-reflection period, the goal is to arrive at a list of possible careers that incorporate the elements of self that you've unearthed. You've taken the time to explore who you are, and now you have some ideas about what might be a good career move for you. How do you choose from the short list? How do you even know you're on the right track? 

2. Test the Waters

"The grass is always greener on the other side" is a nugget of wisdom brimming with relevance for your career journey. Don't leap into something new on a whim, just because it theoretically sounds better; of course it sounds better! You don't know anything about the industry yet, and only see the shiny fun stuff. But career changes are a big deal. Slow down, and safely explore your options before you decide to make a full transition.

There are several ways to explore a career without actually changing careers. Perhaps you can identify a volunteer opportunity inside of the new industry. Get your feet wet in work relevant to the jobs you're considering, and get a peek behind the curtain, so to speak. See what surprises you, what interests you, what concerns you.

Another option is to set up some informational interviews or job shadowing with people in your target industry. If you have a friend or colleague who can make a networking introduction for you, that is certainly best, but cold calls aren't out of the picture, necessarily. As long as your motivation is truly to learn and get a feel for the career (NOT sniff around for job openings), it's likely that the professionals in that industry will be open to helping you out in some capacity. Ask challenging questions, like, "What is the worst part about working in this industry? What challenges do you meet in this job consistently? What trends do you see in your field? Where do you expect this field to be in 10 years? 20 years? What do you think it takes to enjoy this work, and succeed in the field?"

If the industry you're considering is really different from everything you've done historically, consider taking some courses in the subject area. For example, if you've worked a 9 to 5 your whole life and are thinking about being a full-time gardener instead, find a free online class in botany or horticulture. Does the subject matter interest you, or are you bored out of your mind? Does the class inspire you to dive deeper and learn more? 

The point of this 'trial period' is to confirm your interest, and narrow down your short list. Admit you're wrong when an industry isn't actually good for you, and move on to the next career on your list. When you find something that stands out above the rest, it's time to move on to the final step.  

3. Invest in the transition.

Career transitions aren't going to happen overnight. You have to be patient, and be willing to make the change at an appropriate pace. That doesn't mean you're just sitting around passively, though! There's a lot to do as you invest in the process of changing careers. Here are a few things you can do to make the transition happen:

Network.

Okay, so you shuddered at the mention of the word 'network.' That's fair! Most people despise the concept with a passion. But it is still a beneficial practice, and one that doesn't have to make you beat your head against a wall. Try to have a positive perspective on this one, for your own sake.

LinkedIn is your friend here -- figure out what connections you have to your new industry/potential employers, and ask your existing friends or colleagues to make an introduction on your behalf. Have coffee with strangers. Go to industry-specific events. Put yourself out there a little bit! A future blog post on networking will dig into this more deeply, but for a full-blown career change, you're probably going to need an internal referral for someone to take a chance on you. In order to find a solid internal referral, you have to network. Period. 

Pursue training as-needed, but don't make assumptions.

A lot of my clients say things like, "I guess I need an MBA now," or "But I really don't want to go back to school!" In some cases, yes--they really do have to go back to school. You can't be a doctor without the degree. But in a lot of other cases, a traditional degree might not be necessary. Is the degree you assume you need preferred, or actually required? Can you supplement your existing education with something other than a traditional degree? 

Maybe you need some specific skills for your new career--let's say you want to get into mobile app design, but have no coding experience. Your first inclination might be to go back to school for a Computer Science degree. BUT instead, if you did a search for any free or reduced-cost bridge programs in your new industry, you'd find LaunchCode, a nonprofit organization providing FREE classes and job-transition support for careers in technology. They have classes in St. Louis, my friends! They actually put people in jobs. Good jobs. It's a no-brainer! And this is not the only bridge program out there. Explore the possibility before you shell out the cash for a full university degree.

Maybe your desired career utilizes a specific type of software, and a lot of companies consistently use the same program across the board. Take Salesforce, for example, a popular CRM platform in sales and marketing. Did you know that Salesforce offers free online certification? Why not amp up your relevant skills by pursuing your Salesforce certification, while you apply for new jobs in your field? If nothing else, it's a great resume and interview talking point that demonstrates your commitment to making the career change. 

The opportunities here are tremendous. Look for professional associations certifications, apprenticeship programs, bridge programs, training courses, etc. before you commit to a more traditional college degree. Think of the time, money, and sanity you could save in the process! 

Update your resume.

Your resume might be perfect for your current industry, but you have to look at it from a totally new perspective if you're planning to switch careers. Each position in your job history needs to be re-examined, and re-framed according to the context of new job opportunities. 

If you're moving out of sales into social work, nobody is going to care (as much) about your sales results data. They want to see a commitment to people, an emphasis on relationship, and a willingness to work hard. You might find that your resume bullet points need to be "flip-flopped," or re-written altogether. This will help people reviewing your resume as they look over your application--if you don't do this work in advance, you're bound to get tossed aside after a resume screener ponders aloud, "Why is this person applying for this job, anyway?"

Make your intentions clear. Tailor your resume to speak the language of your desired industry, not the career you're leaving behind. 

Consider 'stepping stone' roles. 

If you're making a really big change, you might want to consider doing it in stages. This is especially true if you're looking to move into a competitive company, the ones on the "Best Places to Work" list. Let's say you're a contract manager at Purina, and you're looking to make a transition. You've done your homework, you've narrowed down your list, and you know you really want to land a training and orientation job at World Wide Technology. That's the pot of gold at the end of the rainbow, and you won't settle for less. It's great that you know what you want--but unfortunately, you have no direct training experience, and everybody on the planet wants to work at World Wide Technology. 

Instead, you could consider applying for a management role within your current department at Purina. Get some training experience. Ask your supervisor for some training responsibilities within your existing role--whatever you can swing, make it happen. Put yourself in a position to be more qualified when your dream jobs opens up. You could also apply for a contract management role inside World Wide Technology, with some management responsibility. Then, it's much easier to make an internal transfer to a different department for that 'dream' training role. 

"But that will take forever!" you say. Yep. Like I said, it isn't going to happen overnight! But that doesn't mean it's impossible. Are you willing to work for a new career, even if it might take some time to get there?

That brings me to the interim. The waiting period when you're still sitting in the career you hate, while you're dreaming of the job you think you'll love.

End well. 

Your current work matters. Your current job performance matters. You're still working for your most recent referring supervisor, my friends. You do not want to give them a reason to discredit you in the referral process. Instead, harness your existing workplace relationships (secretly, of course!) to improve your experience as you wait. Ask for new opportunities that relate to the new field. Request a schedule shift so you can attend a class. Do whatever you can to maximize your opportunities within the bounds of your current work environment. 

It's not necessarily going to be easy, but a career that suits you is still possible. Wait actively. Look forward purposefully. Engage in the process, knowing that it is an imperfect journey.

If you ever doubt that it's worth it, or forget exactly what it is you're aiming for, come back here, and I'll remind you. It is a fantastic experience to be in a job that suits me as a person. The results are life-changing, and every day, I know the journey was worth it

Salary Expectations: Addressing the Dreaded Interview Question

We've all been there before.

You're excited about a new opportunity, rocking a preliminary phone interview, and feeling confident about your experience and fit with this particular company. The big picture is coming together in your mind, and you're confident that this could be a phenomenal career move for you!

Then the recruiter drops the bomb:

"So, let's talk about salary for a minute. What are you making in your current role?"

All of a sudden, your confidence evaporates and you wonder how everything went from fantastic to terrifying in the span of two sentences. Also, when did it get so hot in here?

The good news? You're not alone. Addressing salary expectations is a universally dreaded experience for job seekers. 

The conversation generally starts in one of two ways: 

  1. What are you making now?
  2. What do you expect to make in this role? 

No matter how it is presented, the salary question is one that consistently catches job seekers off-guard and puts them in a difficult position. And truth be told, there is good reason to take the question seriously; there is a lot at stake, a lot riding on the content and delivery of your response.

Let's visit the potential--and common--negative outcomes for a moment:

  • You aim too high, and the company can't afford you.
  • You aim too low, and the company wonders what's wrong with you.
  • You aim well, but lose your negotiation ability by providing a specific figure or range.
  • You fumble over the question, mumble your response, and the company doubts your self-confidence and overall value as a new hire. Will you be this twitchy on the job?
  • You get a little too heated in your response, and suddenly the tone of the conversation balances on the edge of a knife. You've put a bad taste in the recruiter's mouth, who now sees you as a self-defensive hiring risk. 

When you look at that list of outcomes, it's easy to see why the salary question is so troublesome for job seekers--there are countless ways to get it wrong! But that doesn't mean that the question is impossible to prepare for, or that you are automatically backed into a corner with no way out. Let's back up for a moment, and zoom in on the heart of the problem.

Root Problems in the Salary Conversation

There are a number of root problems in the salary expectation conversation, on both sides of the table. 

The Hiring Organization

The motives of the recruiting company can vary, but often the hiring side is worried about wasting time and resources on you as a candidate. It is the most economical and effective choice if they can determine your affordability upfront, before they spend time vetting you in-depth.

The hiring side also holds a lot of power at the interview table--and with power comes the opportunity to abuse it. Job seekers, from a position of perceived powerlessness, are easily manipulated into sharing more information than they'd prefer to. As a result, it is unfortunately quite common for recruiters or hiring managers to bully you into caving under pressure in an interview setting.

The Job Seeker

The greatest obstacle for the job seeker is ignorance--many job seekers assume that they are required to divulge their salary history in an interview, which is simply not the case. You are never obligated to share your salary history; this is private information, and the hiring organization does not have any right to the data. 

So if caving and providing your salary details isn't the solution, how should a job seeker address the salary question?

Nailing the Salary Conversation

The key to addressing the salary question well is simple:

  1. Have a plan.
  2. Do your research.
  3. Adjust your strategy as-needed.
  4. Always keep it positive. 

Preparation is your greatest tool for interviews in general, but it is crucial to prepare your strategy in advance for the salary conversation. Consider the two possible ways that the question will be presented, and prepare thoughtful, rehearsed responses. Write them down verbatim, if you need to! This one is worth getting right.

Here are some basic sample scenarios to help you get started and deflect the salary question:

EXHIBIT A: SALARY HISTORY - BASIC DEFLECTION

Hiring Manager: "Let's talk salary. What are you making in your current role?"

Job Seeker: "You know, this opportunity is not identical to my current role. Let's discuss my qualifications for this particular position, and we can discuss what a fair and appropriate salary would be based on the responsibilities of this job."

EXHIBIT B: SALARY EXPECTATIONS - BASIC DEFLECTION

Hiring Manager: "Okay, let's talk about salary. What are your salary expectations for this role?"

Job Seeker: "My greatest concern is finding an opportunity that best suits my skills and experience. I'm confident that you are offering a fair compensation package for this opportunity. I'm open to discussing the complete package when we get to that point." 

Basic deflection is a good tool to have on hand, particularly early on in the process. Whenever possible, it is in your best interest to avoid discussing salary before the company has fallen for you as a candidate. Sure, you might have to discuss details later--but to the best of your ability, delay that conversation until they've gotten to know you better. Later in the process, they are more likely to value you as a candidate. 

Spoiler alert: nobody is going to be happy about you deflecting the salary question. You are going to get some pushback, and the recruiter is going to press you for some specific numbers. If you're definitely interested in the position and want to keep the conversation moving forward, there are ways to humor the hiring manager without showing all of your cards.

This is where research comes in. Before you get into an interview conversation, do your research to identify a fair salary range for the role you're pursuing. Websites like Glassdoor are good resources for finding salaries at the company you're applying for, as well as for similar companies. Find some solid data, and determine a decently-wide range based on your research. For full-time salaried positions, I'd recommend cushioning your range with a span of $10,000-$15,000.

Let's look at a specific scenario to apply this to, using an extended version of Exhibit B:

EXHIBIT C:  RECRUITER PUSHBACK

Recruiter: "Okay, let's talk about salary. What are your salary expectations for this role?"

Job Seeker: "My greatest concern is finding an opportunity that best suits my skills and experience. I'm confident that you are offering a fair compensation package for this opportunity. I'm open to discussing the complete package when we get to that point." 

Recruiter: "Yeah, but let's be honest--it's a waste of everyone's time if our budget doesn't align with your expectations. What do you think would be fair for this sort of role?"

Job Seeker: "Well, from my research, it seems that an appropriate salary for this sort of role would fall in the $50,000-$65,000 range. I'm sure you are offering a salary that is competitive and appropriate for the industry."

The beauty of this strategy? You demonstrate your own industry savvy, while also proving that you are a solid negotiator who is not willing to buckle under a little pressure. You've done your research and are willing to stand your ground. The recruiter's appetite for specific salary data is sated, but you've managed to withhold your personal salary details. Everybody wins!  

Special Case: Required Application Fields

There is no greater opportunity for a hiring organization to abuse their power than in the web-based job application. Technology is a great ally in this effort. 

Don't be surprised when you run across restricted, required fields demanding a single figure as a salary expectation. Yep, you heard that right -- those monsters won't even allow you to enter a range

When possible, thwart the system. Enter "Negotiable" or "Open to discussion" in unrestricted fields, or provide a wide research-based range when you are forced to provide a range of numbers. Fair warning: the more you bend the rules, the more likely it is that you will irritate someone on the receiving end. Arguably, it is still in your best interest to keep your salary history and ideal salary to yourself for as long as possible. 

If you absolutely cannot avoid entering a single salary figure on the application, rely on your research, and aim above your ideal salary within that range. I would argue that it is better to overshoot and affirm your professional value, rather than undersell yourself. 

Friendly Reminder: Context Matters

As helpful as some of these tools and examples may be, there simply is no universal "correct" response to the salary question.

Be present in your interviews, and always keep the tone positive. When it's obvious that the recruiter is not going to be pleased until he or she gets a range out of you, offer the research-based industry data. Pay attention to the context and tone of the conversation, and be flexible with your approach. No two job interviews are ever going to be identical. 

And if you've done your homework, but are still feeling unprepared? Consider enlisting the help of a coach to practice various interview strategies and develop some confidence at the negotiation table. 

Women and Work: Acknowledging Achievement

Friends...I really love my job. 

Yes, I get to write fantasy and sci-fi and mentally reside in amazing places. What could be bad about that, right? It's nerd paradise.

But in addition to writing, I get to do something pretty amazing. I have the great honor of helping people realize how awesome they are. Then, I show them how to communicate their awesomeness via Career Communication Services. And it is an absolute joy to be able to do so.

Recently, I coached a client who had been with her current company for a very long time in various capacities. She'd worn many hats, and was frustrated that her resume wasn't generating any interest. So we got together over coffee, and I got to know her a little better.

As she described her professional experience, my heart broke a little bit. This is the sort of phrase I heard consistently: "I mean, I've conducted hiring interviews and exit interviews, and I've led staff training, and I've screened resumes...but I don't have any real HR experience. I was never the HR manager or anything." 

Sound familiar?

Based on what I've seen in my work, I'm willing to wager that this is a fairly common occurrence, especially for women. There are so many societal pressures on working women, and it is easy to see how we have been encouraged to minimize our achievements, instead of owning those accomplishments with pride and confidence. Our societal messages tell us that a confident woman who is proud of her work is intimidating, arrogant, difficult to work with, bossy, or bad at delegating.

It's pretty unfair, isn't it? I also happen to believe that it's a load of crap. There are still a lot of battles to fight on a grand scale as women in the workplace, but this is one that we should be fighting just for ourselves. 

Culture, coworkers, and bosses aside, when the doors are shut and you can freely reflect on and examine your professional journey... Are you proud of your achievements? Are you proud of your work? 

In almost all cases, I think the answer should be yes. Most of us are working our tails off in various capacities, and rarely take a minute to stop and celebrate our achievements. It was a joy to do this with my recent client, and to make something very clear for her.

"I don't have any real experience," she said.
"Guess what?" I replied. "The only difference between you and an "HR professional" is the title. You have done the work, and you have the experience. Don't minimize or underestimate your history. You have a lot to be proud of!"

We continued to walk through her experience, and I helped her write a resume that showcased her achievements clearly and confidently. Yes, that resume will hopefully help her land a job. But more importantly, she looked at that resume and was delighted and startled by the quality, depth, and breadth of her own experience. She saw her professional self clearly, and was equipped with language to be able to discuss those achievements in her job transition. I get tears in my eyes just thinking about it, because she is everything that the resume communicates and much, much more! 

Maybe you feel pretty good about your work -- that's awesome! But how is your comfort level when it comes to discussing it? Pay attention next time you're discussing your job with a friend or family member. Do you minimize your involvement, or the results of your work? 

It's the difference between these two statements:

"Yeah, just doing the same old thing...working on a project for so and so. It's fine."
OR
"Yeah, I'm actually working on a project for XYZ. I'm excited about it because of THIS, and I'm really looking forward to the results because SOMETHING GOOD WILL HAPPEN."

Admittedly, some of this comes down to perspective in addition to your own pride in your work. Sometimes it's extremely difficult to identify the value in what you do. I used to be an executive assistant, and that work didn't feel like much of an accomplishment because I didn't have an obvious product or service that I was consistently delivering. But now, as I reflect on that position, I see how incredible it was that I juggled so many competing priorities, responsibilities, projects, and stakeholders. I made a major difference in my boss's day, every day, and was able to make his crazy life a whole lot easier. On top of that, I gained a wide range of professional experience that allowed me to move forward on my career path. 

It took me a long time to get that perspective. But every job has an impact, and every responsibility eventually leads to a customer... a measurable result. And that result contributes something to the world, however minor the impact may seem. Hair stylists help people to feel good about their appearance. Dog walkers make pups feel really, absurdly happy and loved. Janitors create a safe, clean environment for others to go about their day. Managers inspire others to success and help them to nurture their professional and personal abilities. Uber drivers get people where they need to go safely. 

What is the value of your work? When was the last time you sat down and thought about your own professional self-image? How do you describe your own responsibilities, achievements, or ongoing projects?

I invite you to join me in this endeavor today. Take a few minutes to reflect on the work you've done across your entire professional history. Remember the projects that you lost sleep over, but were able to complete with pride. Celebrate the people that you served in your work: the satisfied customer, the stressed out supervisor, or the coworker that benefitted from your efforts. 

Your work has value. You have value. And it is anything but arrogant to acknowledge and celebrate your accomplishments.

Go forth with your head held high and conquer your work week with confidence, my friends!