An Argument in Favor of Client Interviews (over Questionnaires)

Industry giant Wendy Enelow wrote a fabulous article in the Summer 2009 issue of Resume Writers' Digest in response to the 2008 Resume Writers' Digest Industry Survey. She was particularly disappointed that the survey found that questionnaires are increasing in popularity as a way to collect information from resume clients.

This was her response to this subject:

For those of you who know me or have read some of my other articles, you know that I am a staunch supporter of doing client interviews to collect the information you need. Although questionnaires can give you some basic factual data, they can never replace the one-on-one interview (done in person, on the phone, or via e-mail).

The interactivity of the interview is what makes it so special and so valuable. A client's answer to question #1 impacts what I ask as question #2, his answer to question #2 impacts how I formulate question #3, and so the process goes on. I learn so much more about my clients through interviews -- things that I remember that are reflected in the tone, style, and presentation of the client's resume.

Clients always ask me, "How did you know that?" My answer is straightforward...I listen hard and I listen well (and I write it all down)!

In turn, I believe that the quality and richness of each resume I write is stronger and more powerful than if I had worked from a questionnaire only. Note that a combination of questionnaire plus interview is great, if that works best for you.

Wendy goes on to say that prospective clients find the interview method to be easier than filling out a lengthy questionnaire, and the easier it is for them to work with you, the more likely they will become clients.

Helping Clients Use Their Network

A few weeks ago, I wrote about The Power of Who, a book about networking. (It's unique take: You already know everyone you need to know).

It reminded me of a story that I told in the Summer 2009 issue of Resume Writers' Digest, in my "From the Editor" column. I wrote about a friend of mine who was seeking a transportation job. One of the first discussions I had with him was about his network -- and, in particular, their importance in helping lead him to a new job. He had already started networking with some folks in his church, but I reminded him to contact his past co-workers (some of whom had been let go in a previous round of layoffs).

After a few weeks of searching, he was stuck. So I put out a message to some of my connections about what he was looking for. Within a day, I received a call from a mutual friend of ours who worked in a shipping department of a large manufacturer in a town about an hour away. He had a lead for a transportation company that was possibly going to be hiring a new manager, in my client's town. So I called my client and put him in contact with our mutual friend.

This was were it got interesting: My client mentioned that he had a former co-worker that worked at the target company, but that he hadn't talked to him in a few years. I was stunned. Obviously, our discussion about contacting past co-workers had fallen on deaf ears ... because this was the kind of opportunity he should have found out about from his former co-worker.

This should be a reminder to us as resume writers: You can lead a client to his or her network, but you can't make him or her use it!

Getting the Most Out of Your CDI Conference Experience

I have promised Laura DeCarlo that someday I will make it to a Career Directors International Conference ("Career Empowerment Summit"). The 2010 CDI conference will be in San Diego from Oct. 14-16, 2010 — and, unfortunately for me, coincides once again with my other passion: UNO Maverick Hockey. (If all goes as planned, I’ll be in Minneapolis at that time.)

But for you lucky folks who get to be there, I want to share some ideas on how to get the most out of your experience. (These ideas are based on an article by columnist Robert Middleton in the Summer 2009 issue of Resume Writers’ Digest.)

• Remember that everyone you meet is a potential referral source. The best resume writers are specialists, not generalists. That means that you have the opportunity to gain referrals from your colleagues who don't work in the same areas you do. I am always looking for writers who are really good at what they do when I attend a conference. As a result, I’ve made referrals to writers who specialize in military transition resumes and federal resumes — all from contacts I've made at conferences.
• Collect business cards. Make sure you get cards from the resume writers you meet, so you can follow up with them when you get back home. (Conversely, make sure you bring plenty of your cards with you too!)
• Participate in the conference! Yes, I know conferences are often also vacations ... but you're missing out if you hit the beach instead of that afternoon session. The beach will still be there ... but you might learn that one most valuable piece of information you really needed for your business to succeed ... or you might be sitting next to your new top referral source! I agree with Robert Middleton: “Attend every session, every meal, every reception, and every event.” As a corollary to this: Do NOT expect to be able to work on client projects while you're at the conference. You won’t get the most out of your experience if you’re sitting in a session working on a client project. (Yes, I’ve seen this actually happen at a conference.)
• Participate in workshop sessions. Don’t be a wallflower — get involved! Ask questions. Approach the presenter after the session. Take part in the group activities.... even if you’re shy!!
• Follow up after the conference. Most conference organizers will give you a list of everyone who participated. E-mail these folks ... connect with them on LinkedIn, Facebook, and Twitter. These are great connections to continue in the virtual world!

Enjoy the conference ... and if you'd like to write up a session or two for a future issue of Resume Writers’ Digest, send me an e-mail! E-mail me at editor(at)rwdigest.com.

Better Questions: Better Resumes (Bridget's Top 5)

"Garbage in. Garbage out."

When writing a resume, the information you are able to collect from clients makes a huge difference. Ask the right question, and you can unlock a treasure trove of valuable accomplishments and insight from the client about his/her value to the employer.

In an article in the Summer 2009 issue (back issues are available for purchase for $3 each), I wrote an article called "A Perfect '10': Better Questions Yield Better Resumes." In it, I identified 10 key questions in four specific categories:

• Collecting Information About the Client's Job Target/Desired Job
• Questions to Capture the Essence of the Client's Current Job
• Questions to Elicit Information About Accomplishments
• Other General Questions

If I had to pick my top 5 questions from the ones listed in the article, it would be these:

1. In your performance reviews, in what areas did you receive the highest scores or the most positive feedback?
2. What is the most important part of your current job?
3. What have you achieved in your job -- have you saved your employer any money or achieved any other quantifiable measure (helped the company make money, become more efficient, improve safety, improve customer service, etc.)?
4. What have you introduced at your firm that has never existed before ... or what did you improve upon?
5. What sets you apart from other candidates for this job?

For more client questions and tips for effective resume writing, purchase the "Write Great Resumes Faster" special report for just $14.