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'I've lowered my salary requirement'
Sunday, December 14, 2008
Dear J.T. & Dale: I'm a 52-year-old female desperately looking for employment. Until a reorganization, I worked as an administrative assistant at a major company, with a salary of nearly $40K. In addition to applying for just about every administrative position advertised, I've applied to several placement agencies and lowered my salary requirements to the $28K range. Although employers can't tell me that I'm too old, I suspect that may be one of the reasons. Advice? — Keri
J.T.: I read your e-mail and my first thought was, "You might be casting your net too wide."
DALE: My first thought was, "Time for a reminder that 'Hiring IS discrimination,'" which turns out to be related to casting too wide a net. Sure, there are narrow-minded morons who think older workers can't keep up. But there are many more hiring managers who worry that older workers are overpaid and/or inflexible. Such managers choose to hire energetic rookies and hope for the best. Meanwhile, Keri, you've dramatically lowered your salary expectations, which would seem to be a solution, but actually isn't. I checked salary.com and discovered that senior administrative assistants in your market average about $41K per year, with junior-level assistants averaging about $34K per year. So your new, lower salary requirement is below that of the average junior person. A hiring manager is going to wonder why ... and that leads to the silent but deadly question "What's wrong with her?"
J.T.: So, while it can feel like age discrimination, it's probably more an issue of not having branded yourself. Don't try to be a "Jane-of-all-trades" — instead, roll your strengths, experience and interest into a unique package that employers can see fitting into a specific role.
DALE: That way, you don't have to be shy about asking for a decent salary — you make it clear that you aren't just begging for any old job, but you have skills that make you worth your salary, and then some.
J.T.: You accomplish that by focusing on those industries/fields where you have knowledge and experience. You've worked with a lot of people through the years, and don't be shy about reaching out to former managers and co-workers and asking them to refer you to hiring managers. If all goes well, they will presell you, and you'll find a new manager who appreciates your skills, the kind who works to make sure that you love your job.
Dear J.T. & Dale: I've just been laid off from my job. For the past four years I've been doing customer service in insurance, but I'd like to go back to what I studied in college — computer information systems. I almost graduated but never finished. How should I approach making the switch? — Jeremy
J.T.: The good news is that you have an idea what you want to do next. Now it's time to get focused and take action. Get your degree in computers. Find an affordable night school, and use its career center to help you get connected and find work in the field, even if it's only in the form of internships or entry-level jobs.
DALE: In fact, I would choose a school based on its track record of launching graduates into careers. Don't just talk to the college, but start asking people who are already in the kind of job you aspire to where they went to school and what they would suggest. You aren't asking for a job, just advice. You may even discover that you don't need a degree, or you might find a job that helps pay for tuition. Either way, the idea is to figure out where you want to be and then work backward to determine just what schooling to obtain.
J.T.: That way, you can leverage your interest into a satisfying career path. If you show commitment to the profession and a willingness to invest in yourself, people further along the career path will be happy to talk with you and offer their wisdom and advice on schools and careers.
Jeanine "J.T." Tanner O'Donnell is a professional development specialist and founder of the consulting firm jtodonnell.com. Dale Dauten's latest book is (Great) Employees Only: How Gifted Bosses Hire and De-Hire Their Way to Success.
