| I Have Questionable References |
Many employers still do not check references, or check them thoroughly when they do, but you should certainly not risk losing an opportunity by making that assumption. When references are checked, people often lose opportunities because their references didn't convey a strong endorsement. The higher the position you are seeking, the more likely it is that references will be checked. Regardless of your level, if you have poor references this can present an obstacle. Fortunately, you can address it several ways.
Mindset
Keep this in mind. Often people assume they will have a poor reference, particularly from an employer prior to their current one, when in fact the individual in question may either have left the firm, or time may have dimmed their awareness of any negatives.
It is a fact that many people have gone back to previous employers they thought would be a negative reference, explained that they were searching for a job and would appreciate a positive reference... and got it. By focusing only on the positives, people have actually succeeded in creating a "new," more positive memory of the past in the employer's mind. This is not so unusual as it might seem because, except in extreme cases, most people like to think they have helped others along the way, rather than intentionally hurt them.
Resume
In addition to emphasizing your achievements and contributions, be sure to mention positive personal characteristics focused on how you relate to people, e.g., get along well with people at every level, quickly win people's confidence, excel as a team player, etc. Claiming these characteristics will make it seem unlikely that you would have problems with references.
Also, state clearly on your resume, toward the end but easily visible, that you have highly enthusiastic references who will attest to your personal character and ability to perform.
Interviews / e-mail / Letters
In interviews, if you have taken the action steps recommended here, you will be able to make a statement toward the end such as, "You've heard about me from me, but you really need to hear about me from people who were in a position to see how I performed. It would be to my benefit if you did, and I hope you contact them."
After a particularly promising interview, you might consider asking one or two strong references to
e-mail or write the interviewer directly, reinforcing several positives and citing your enthusiasm about the position and the company.
If the negative reference is a past boss who will surely be contacted, you can sometimes defuse the negative by explaining that differences of opinion existed. Keep your explanation objective and unemotional. Do not imply any negatives, just an honest difference of opinion.
Actions
There are several steps you need to take. First, develop and coach several "new" positive, enthusiastic references from selected individuals you can trust inside your employer organization, if possible, but if not, from outside of it, e.g., customers, suppliers, sales reps, consultants, etc., who will be happy to attest to your "people skills" and your ability to deliver results.
If necessary, as a last resort you can convert social references to business references if the individual has a reasonable amount of business knowledge, by reviewing your resume with them and relating examples of how you have contributed. They can then honestly say that the know you, and as an experienced businessperson, they are aware of several of the good things you've done, even though they do not work directly with you on a daily basis.
Review your resume with all references, and make sure they keep a copy available to scan when and if they are called. If you can, give them "special assignments," where in addition to an overall enthusiastic endorsement, each of them will be expected to emphasize a different personal strength or ability in a special functional area.
This step will enable you to make the statement in an interview that, "You've heard about my achievements, but only from me. You really need to hear it from people who have seen me in action. Experience in Function X is important to you, and for that I suggest you contact Mary Jones. Experience in Function Y is also essential, and for that you'll get good input from Phil White. Personal traits A and B are needed for this job, and the people who would know best about that are Sue Griffith and Tom Robbins." It would be to my benefit if you contact all of them, and I hope you will."
Such a statement will impress the interviewer that you have several knowledgeable, enthusiastic references. If they also check other references you have not provided who are not positive, these references will at the very least balance that negative input, and may override it. Depending on your level, you may even be able to develop positive "status references" to offset the negatives. These might be prominent people in your field or company, public figures, congressmen, mayors, authors, Board members, etc.
Depending on a number of factors, you may benefit by taking the initiative to contact the negative reference or references, putting a more positive light on your relationship than you remember, and asking if they could be a positive reference for you. If a person states they can, it will usually stifle any tendencies they may have to say something negative. You may even succeed in "recreating a positive memory" as described earlier.
Check questionable references by having people you know call to find out what is being said. If they are negative, you will need to confront them directly and advise them that their input is keeping you from winning a new position and making it impossible for you to support yourself.
If this does not result in at least a neutral statement, then you may have to imply you are being forced to seek a legal remedy. In that case, you can consult a lawyer on what actions can be taken, or confer with the company's top Human Resources official, who may intercede.
If you need to offset a negative reference, almost any positive will help. In that regard, if you aren't already familiar with them, you would be well advised to conduct research on any industry and companies you are targeting, using the Internet and/or resources in the Business Reference section of a good library.
It will be to your advantage to write a small article about the major trends in that industry as they affect someone in the function you are targeting, whether it is general management, purchasing, sales, production, marketing, finance, customer service, information systems, or any other function.
In this way, you take the focus of the discussion away from less than enthusiastic references, and toward specific ways you might contribute to the potential employer. The anticipation and excitement that is often generated in such future-oriented and constructive discussions can go a long way toward dissipating any negatives surrounding the issue of references.
Also, examine your past contributions closely, and take sufficient time to prepare and rehearse several action-oriented stories that demonstrate your talent for moving rapidly to get results in the types of situations that resemble those likely to be faced by the person who wins the job you are seeking.
Look for as many specific result indications as possible. Be prepared to give a wealth of evidence in the form of these memorable stories. They will reassure the prospective employer that you have performed in a manner that should have resulted in highly enthusiastic references.
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