[jsfg_cinti] Older, but clearly wiser: how to avoid age discrimination

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Older, but clearly wiser

Bob Lewis 

A RECENT COLUMN proposed that reverse age discrimination is as real as
forward age discrimination, and that both are really mismatches between
expectations and reality. In it I stated that gray hair and exposed scalp
are de rigeur for strategic consulting.

Several readers interpreted this as gender bias, due to the paucity of
follicularly challenged women. Actually, I was proposing that sex
discrimination has the same roots: What's usually called the "Old Boys'
Network" is really the "Old Bald Guys' Network," and women's real problem is
too much hair.

No, huh? OK, chalk it up to hyperbole that backfired. But let's talk about
getting hired in the face of age discrimination.

Your first step: Ground your tactics in reality, not how things ought to be,
and in your goals, not anyone else's. Which means this: For you, human
resources is a barrier, not an enabler. HR has only two concerns: compliance
-- keeping the company out of court -- and workload reduction. So it
enforces a fair process that mostly screens out applicants whenever an
objectively defensible rationale presents itself. That's HR's goal. Yours is
to get an interview. Bypass HR. Either through personal networking or cold
calling, get directly to the hiring manager.

For most hiring managers, the entire process is a distraction. They just
want an employee who will succeed at the job. Get face-to-face and be that
person.

Worried about age discrimination? Don't give cues about your age until
you're face-to-face. List only your last 10 years of experience. Don't put
dates on your education. If you like, don't apply for the job: Make it a
sales call, presenting yourself as an independent consultant. Just get
face-to-face.

Once you're there, take some great advice I once received from the
outplacement company Challenger, Grey, and Christmas. Recognize the
difference between disqualifying questions and qualifying questions. "Are
you willing to relocate?" is a disqualifier. The answer is always either
"Yes" or "Under the right circumstances." Don't disqualify yourself, and
save your thoughtful responses for the qualifying questions.
Here's even better advice. Repeat this mantra: "I'm a professional. I have
no problems. I cause no problems. I'll solve your problems."
That's what the hiring manager wants. That's what you need to be: A
professional who has no problems, causes no problems, and solves the hiring
manager's problems.

That's what you are, aren't you? You'd better be because if you aren't, you
have more to worry about than age discrimination.

Worried? Send Bob an e-mail at RDLewis@xxxxxxxxxxxxxxx Bob Lewis is
president of IT Catalysts 

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