Keynote speaker, recruiter, and the owner of Hobson & Associates, Danny Cahill, was kind enough to take the time to answer a few questions about his fascinating and advice filled business fable Harper's Rules: A Recruiter's Guide to Finding a Dream Job and the Right Relationship.
Danny Cahill describes the fictional career change by successful business executive Casey Matthews, who through the guidance of headhunter Harper Scott, discovers the similarities of dating and finding the right job and for finding the right partner in both aspects of life.
Thanks to Danny Cahill for his time, and for his interesting and comprehensive responses to the questions. They are greatly appreciated.
What was the background to writing this book Harper's Rules?
My universes collided. As the owner of one of the country’s premier search firms, I knew a recession ending meant a plethora of the same old, boring books on “job search strategies.” At the same time I had been dating post divorce, and found that many of the strategies I advocated for a successful job search, related directly to dating. (what is a committed relationship, really, if not a non compete?) So I cast the book as a woman’s journey, Casey is recently divorced, angst ridden about “getting back out there,” and doesn’t like her job. Her Uber headhunter, Harper Scott, promises her that by following the “new” rules of job searching, relationship searching will be easier.
You choose to describe and present your job finding ideas as a business novel. Why did you choose this business fable format?
I’ve been a professional playwright in my other life, and I give seminars for a living on the world of careers. I have found people learn more through narrative, through story and character. I knew people would learn more about writing a resume if Casey actually had to put one together for an interview she was nervous about. Or that her first date in a long time would show people more about how difficult interviewing is emotionally. I don’t see why all of these career books have to be enumerated lists. We can learn and have a fast paced fun fiction ride too!
You describe finding the right job to be similar to all personal relationships. What do you mean by that?
You never have to ask people if their family is important. They’ll gasp and say it is the most important thing in their life. And of course it’s true. But you spend more time with your co-workers than you do with your family if you don’t count sleeping. People define themselves through their work. Losing a loved one is always tops on the list of “terrible things” that happen to us. Losing a job makes that list to. In my view, when you lose a job, you often lose several loved ones as well. Jobs, like relationships, are the source of our joy and sorrow.
Danny Cahill (photo left)
How can a person end their current job successfully without burning bridges and harming current relationships that are working well?
We often send the wrong signal when we give notice, usually because we feel vaguely guilty for having lied about days off when we were interviewing and for letting our boss down. So we make it worse, by turning the meeting into a therapy session. We hedge, we say it isn’t personal, we cry, we emote. Harper walks Casey through some tough love in this chapter. It is an informational meeting, made far less painful if you keep it short and sweet. You are leaving, your decision is irrevocable. You feel you made a contribution and hope they agree and will give you a sterling reference. You will give two weeks. You’re done. Tear that band-aid off
When many people leave a job, they very often receive a counteroffer to get them to reconsider staying. Why do you recommend turning the offer down?
In the counter offer chapter, Casey’s ex husband wants her back, months after the divorce. This is a counter offer! But he cheated on her to end the marriage. What will be different once this initial excitement wears off. Nothing. Harper tells her trust is almost never fully restored, at home or work. We all deserve to live and work without reservation.
How important are networking, and the creation and development of personal and business contacts, to finding that dream job?
Networking is critical but it is also misunderstood. Social media has made us passive. We post and wait. In the networking chapter Harper shows Casey how to access her “personal supply chain.” Most people get their own jobs without any use of headhunters or job boards, but you must be aggressive and proactive.
Everyone talks about resumes, and opinions differ widely about them. What is the real truth about resumes?
The biggest myth is that you have ONE resume. That is o-l-d school. Harper shows Casey how to customize your resume for each posting you respond to. Technology makes this easy. You accent different strengths and different parts of you background for different jobs. You need to re think your resume. How will people find it in a search engine is more important than how pretty it looks!
How can a prospective job seeker prepare more effectively for that all important job interview?
Here technology helps a lot. People rarely revise their first impression. So you need to open strong on an interview. So Harper shows Casey how to do her homework and research on the web the background of the person you are meeting. So now you go in and unlike every other candidate he has met you boldly say: “John, recognize you from your picture on Linked In, so let’s get condolences out of the way, I know you played for Butler so getting beat by Uconn, ouch, ouch”….he smiles, you smile, you CLICK!
How can the interview be made more successful for the job seeker so that a job offer is the result?
An interview is a test of your enthusiasm. So show some. Harper tells Casey to not leave that first interview without 1) asking for the second interview. 2) asking what if any concerns they have 3) offering references. And if it is a final interview, directly ask for the job. Nothing fancy or eloquent required. “Mary, I want you to know flat out I want this job. Will you be making an offer to me?”
What is the proper procedure and etiquette for following up after an interview?
Hand written notes are called for in most “how to” books. I’m sure it worked in the Elizabethan Age but nowadays Email Rules. A short follow up note saying 1) thanks for your time 2) here are 3 bullet points of where my background matches your needs (Harper calls this “linkage”) 3) Asking for the next step….must be sent within a few hours of the meeting.
How can a person work several interviews at the same time in such a way as to avoid problems?
This is where the Harper’s Rules central analogy to dating comes into play. Casey has one interview and wants to stop because she loves the job. Then she goes on a date and sees no reason to date anyone else. He’s “nice” and she’s lonely. Why bother. Because choice is the essence of freedom and success. You need make no apologies that you are continuing to look until someone makes a compelling offer. Ironically, this only gives you more leverage, or to quote Harper, “we want what others want.”
How can the best possible deal be made for the job seeker when the job is being offered?
Stay neutral when it comes to money. Tell them what you are currently making, if employed, or what your last W2 was if you are unemployed. When we grab a number out of the air we risk being perceived as too expensive or worse, unqualified due to your low salary.
What is the one piece of advice that all would be, and current job seekers, should remember?
Your story is not yet written. You are not “stuck.” Ever. I believe passionately that we don’t have to accept that “home is great but work, not so much” or “work rocks, but I have no reason to go home I’m so miserable there. Harper shows Casey you can have both. At one time.
What is next for Danny Cahill?
Well, I’m blessed. I do what I was meant to do. I work with amazing people and we have a great time doing important work. And when I can, I write, or I think about writing, or think about thinking about writing.
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My book review of Harper's Rules: A Recruiter's Guide to Finding a Dream Job and the Right Relationship by Danny Cahill.
Danny Cahill is the author of Harper's Rules: A Recruiter's Guide to Finding a Dream Job and the Right Relationship. A popular keynote speaker and recruiter, he is the owner of Hobson & Associates, one of America’s largest search firms. He is also the founder of www.AccordingtoDanny.com, an online training and mentoring company dedicated to enhancing the skills and jump starting the spirits of recruiters worldwide. For more information, please visit www.harpersrules.com or www.hobsonassoc.com
