How To Get What You Need
A client was recently caught up in the third round of layoffs at his company. Although he and I were already working on determining and pursuing his next career phase, the layoff was a surprise, especially since he was a lead on a major new initiative. In addition to the shock factor of any layoff, he was concerned that the severance package he had been offered was too low, especially since he had been in senior roles at the company for over a dozen years. He asked me for resources to support the creation of a severance counter-offer.
After our call, as I set out to find the resources he needed, I noticed that, once again, I was using the skills I had honed in my long ago first career as a librarian. I wanted reliable information my client could confidently cite if he needed to. That meant that I chose to click through to links from sites I trust, including a well-known business magazine and a reputable career site. I also wanted him to have current information, so I included a piece that was less than six months old. Even though I didn’t know that site well, I had examined it enough to know that its information was in line with today’s best practices in career development. Finally, I included two pieces from law firms, with this note describing how I decided the articles were worthy of sharing: “in a way they are selling their services, but the info looks pretty comprehensive and current. Providing free and accurate info while describing when you should hire an attorney to help you is a legitimate and ethical way for a law firm to market its services,” mentioning that he might wish to cite a law firm in his counter-offer.
For me this was a relatively quick task which also gave me an update on counter-offer best practices. Even though I learned how to evaluate and choose information sources at a time when we were entirely reliant on printed materials (plus a few microfilms), I still love the hunt for good information. One important change, however, is that in the old days we had already vetted our sources in the process of purchasing them for the library. If an encyclopedia told me that Brasilia had been founded in 1960 or an atlas showed me where to find it, I could trust that information. I do now look back on some of that past information with new eyes, noticing the biases inherent in, for example, material about the rise of European imperialism, but I knew who had written the articles or books, and I could, with a bit of work, find out enough about those authors to know whether we wanted their work in our library.
In contrast, it’s important to be skeptical about information on the internet. Therein lies one frustration with the easy availability of all kinds of information, misinformation, and disinformation. All too often, my clients ask me about career development myths they have found online, or they follow “guidelines” for interview preparation that increase their anxiety and make them inarticulate. An important part of my job is to help clients sort out what they need to know and then find answers as efficiently as possible. In the process I coach them on ways to avoid both confusion and jumping to conclusions. For example, if you are investigating an industry or role which is new to you, a good early step is to check out a trade or professional association. Usually there is plenty of information outside the paywall that allows you to learn about industry jargon, best practices, professional ethics, and new trends and generally prepare yourself to read company websites or job descriptions.
I do know that this kind of research is harder for most of my clients than it is for me. For one thing, I am fascinated by the world of work, so I spend a great deal of time thinking about it and keeping up with it. As with any form of expertise, that means I can quickly spot questionable statements. I recognize the difference between a good new idea or technique, such as tips on how to be relaxed and professional in a video interview or presentation, and outdated advice about professional dress. I can help job search clients through their understandable anxiety about getting things “right” in an interview while directing their energy toward conveying a clear and distinct message about the value they bring to an employer. With executive coaching clients, I can advise on how to advocate for additional resources for their projects or teams by showing them how to address upper management’s need to allocate resources equitably and with an eye to future needs.
In addition, I remain fluent in the principles librarians use to identify reliable information. For example, the top hits on a web search may not be authoritative. They might be paid ads, viral misinformation, fads, or one-sided personal opinion. It’s always wise to compare several sources to be sure the ideas and information line up with reality. It’s essential to know your sources and whether they have an axe to grind. That’s why, for example, I look for neutral sources such as scientific journals to support a corporation’s assertion that its product will revolutionize our lives. I read the fine print to identify the sample size in statistics. I check the credentials and background of writers and speakers whenever I can, which is definitely easier these days, when bios and bibliographies are on the web. (If I can’t find any background information about someone, that raises questions.) I follow several newspapers, including some international ones, especially in regard to international affairs and international business.
I’m also conscious of the risks of confirmation bias, of paying more attention to assertions I agree with or that make me feel good than to ideas or news that is unsettling. There’s a balancing act between being open to new ideas and trusting my gut and good sense when something sounds impossible or just “off.” I’m glad I was wrong in 2020 when I scoffed at the idea we would have a COVID vaccine by the end of the year, but I intend to remain skeptical about any claim not backed by evidence I can understand.
For my client who needed to quickly decide whether and how to make a counter-offer about the severance package, I was able to provide not only a reality check (yes, the offer really was too low) but also talking points and basic strategy for a counter-offer. Since he already had strong negotiation skills from his professional experience, he was well-equipped to go ahead and start the give and take of landing a more appropriate and more generous severance package.
If you find yourself in need of support and resources in deciding your next career move, please connect with me by email to learn how I can assist you.