Home' Trinidad and Tobago Guardian : June 24th 2014 Contents Recruiters want to fill a job opening as
quickly as possible and get on to the next
assignment. Hiring managers similarly
want to hire someone as quickly as pos-
sible and get back to their work. Your
resume is the tool that gets you in the
What recruiters and hiring managers despise
is an overabundance of self-praising descrip-
tors: superior, excellent, team player, detail-
oriented, thought leader, self-motivated, hard
worker, and the like.
When recruiters see a resume filled with
adjectives unsupported by skills and achieve-
ments, they read a phrase like, “Excellent
Accounts Receivable skills; detail-oriented”
and mutter, “I’ll be the judge of that!”
Understand Why Jobs Exist
What recruiters and hiring managers want
to see are resumes that show relevant skills
and how you applied them on the job. How
do you do that?
No job gets added to the payroll unless it
helps the employer make money, save money,
or increase productivity. This holds true for
all jobs, at all levels and in all professions.
Consequently, jobs exist to identify, antic-
ipate, prevent, and solve the problems that
prevent the company from making money,
saving money, or increasing productivity.
Put another way, every job exists to prevent
and solve problems within its area of expertise
and thereby contribute to company profitabil-
Consider the deliverables of an Accounts
Tuesday, June 24, 2014 www.guardian.co.tt Guardian
How To Apply:
PORT OF SPAIN
Receivable (A/R) job - perhaps boring, until you realize
that unless the people in Accounts Receivable do their
job, the company won’t be able to pay its bills and your
paycheck will bounce. Thought about this way, A/R
jobs are not about tabulating the income derived from
trouble-free paying customers, they are focused on
actively bringing in revenue.
This means that an A/R candidate is hired because
she knows the professional landscape of the job well
enough to identify, anticipate, prevent, and solve prob-
lems by bringing in the receivables, and in the process
effectively dealing with late-paying customers, and so
contributing to profitability.
Why Skills and Achievements Rule
Regardless of profession or title, employers want to
see a resume with skills applied to the identification,
anticipation, prevention, and solution of the typical
problems that crop up every day of the week in that
job - and they want to see the results of these efforts.
So, in a resume, our A/R specialist will talk about skills
and the results of their application:
• 4 years’ A/R experience: Excel, Quickbooks,
• Reduced 30 day+ payables by 20%
• Reduced 45 day+ payables by 18%
In 19 words, we know the candidate has experience,
understands the job’s deliverables, has the tools to do
the job, and can point to the results (achievements) of
their application. Much more powerful than, “Excellent
Accounts Receivable skills; detail-oriented”!
Sell to the Customer’s Needs
The first lesson learned in our professional lives is:
The customer is always right. The second lesson is:
Find out what the customer wants and sell it to them.
Combined, these lessons tell you that you need a template
for the story your resume must tell.
Here’s what you do: Collect a half dozen job postings
and pull them apart to find the common experience
requirements and skills employers seek when hiring
someone like you. This is called Target Job Deconstruc-
tionTM (TJDTM). Once you know what potential employers
want, you can determine skills and accomplishments
you need to show yourself in the best light.
How to Identify Your Achievements
Employers look to what you have achieved in your
work as an indication of what you are likely to achieve.
It might help you recall relevant skills and contributions
• C = Challenge (Think of a challenge you faced
or problem you had to resolve.)
• A = Action (What actions did you take?)
• R = Results (What was the result of these
actions? What was the value to your employ-
You can apply CAR to the following questions. When
you think about results, try to think in terms of per-
centages and amounts:
• What gives you pride in your work? How does this
relate to the success of your job?
• Did you increase sales, save money, or otherwise
• Did you meet an impossible deadline through extra
effort? What was the benefit to your company?
• Did you conceive, design or (help) launch a new
product or program?
• Did you assume new responsibilities that weren’t
part of your job?
• Have you completed any special projects?
• Did you introduce any new or more effective sys-
tems, processes, or techniques for increasing pro-
Tying It All Together
Recruiters and hiring managers’ needs are simple -
they want to fill a job opening as quickly as possible
with someone who will do the job well. A resume that
replaces empty adjectives with skills and achievements
will get you interviews and immediately set your can-
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