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References are key so think carefully about who you want

By Andrea Wolf, 9/18/05

I'm concerned about using my supervisor as a reference because I don't trust him. There is no reason he should give me a bad reference, but he has demonstrated spiteful and petty behavior toward others in the past. I have the option of using his former boss as my primary reference, who was the chair of the department for 6 out of the 7 years I have held my position. Is this going to raise a concern with a potential employer? The bigger question is: Why do employers still rely on the word of total strangers to decide whether they are going to hire someone they have interviewed?

It is common for people who are still working to not use their current supervisor for a referral as they want their job search to be confidential. You can always choose your previous boss, co-workers or staff that reported to you. If you ask your boss' former boss, I advise you to tell him that you are not using your current boss because this is a confidential search.

References are a final part of an employer's hiring decision. The purpose of reference checks is:

• To confirm information that was provided to the employer.
• To get feedback about a potential employee's work quality and relationships with others.
• To pick up any additional information, either positive or negative regarding how the person may fit into the organization.

It is important to choose people who know you and can speak objectively about your skills, strengths and qualities. Managers, peers and subordinates can be your best references. Customers and vendors are also good choices and community, organization or business leaders. It is typical to be asked for three references. Always ask a person if they would act as a potential reference before you provide any name to an employer. Also, have a conversation with the reference to provide and clarify other information they may need to give a strong reference. At the time when you submit your references to an employer, you need to call your references to give them a heads-up. You will also want to describe the prospective position and how you think you can add value and benefit the organization. Ask your reference if they would call you after they are contacted by the prospective employer to provide some feedback on topics covered or issues raised. Always, send your reference a thank-you note.

Examine how your skills fit industry needs

I am a psychology major in my senior year with an interest in business, and I'm trying to decide if management consulting is the right field for me. My friends say the field would be a good choice as I could gain wide exposure in the business world and develop new skills. I think I would pursue an MBA later, but am not sure. Can you advise me on the skills required for a career in management consulting? Any information on potential career paths would also be helpful.

Exploring your fit in the business world and the field of management consulting is an important step in making a thoughtful career decision. There are many things to examine including how your psychology training, abilities, and skill set fit the needs and expectations of the industry.

Management consulting is a hot field because business strategy is a critical issue in organizations today. It can be an exciting to strategize and work closely with clients in various organizations doing stimulating work at excellent pay. As a beginning career step, management consulting offers opportunities for professional development and learning and exposure to a variety of industries and business functions.

There are two kinds of firms: specialist and generalist. Specialist firms offer functional knowledge to their clients. Today, a growing specialist area is IT consulting with a focus on productivity improvements in the areas of client server and sales force automation. Generalist firms offer advice to corporate clients on a range of issues to help management solve problems, operate more efficiently, or open new markets. For example, they are hired to solve complex corporate issues including financial management, strategic planning, personnel management, marketing, and information solutions.

In generalist firms that sell advisory services, entry level professionals are usually hired as research analysts and have job titles such as ''analyst'' or ''associate consultant.'' They are typically assigned to a case team working to solve a specific problem that involves research, analysis, synthesizing data, and writing. The work involves long hours averaging 60 hours per week and includes many weeks at client locations. For those willing to make this commitment, the career and financial rewards can be high. After two years, it is common to pursue an MBA or decide on another career. Post-MBAs are often hired in positions called ''senior associates'' and work on case teams with opportunities for promotion in the company. This can lead to ''manager/partner'' positions that lead case teams that specialize in specific industries or functions. The highest position is ''director.''

When considering future career paths beyond the industry, management consultants often choose careers in strategic planning or business development, or another analyst position inside an organization. A popular choice is private equity firms that work in business investments, leveraged buyouts, and turnarounds. Nonprofit and government agencies also employ management analysts to tackle their problems.

Internal consultants are hired within specific industries such as financial management, healthcare, media, technology, etc. Often these positions are in the area of strategic planning, but could also be in roles such as marketing, sales, product development, etc. It is less common to go directly into managerial or entrepreneurial positions unless the person is more senior and has lots of experience in a specific industry. Therefore, developing an industry focus or functional expertise can enhance marketability.

Before you jump into this field, I suggest you utilize your career office to do some assessment on your interests, skills, abilities and values. Then compare that to a profile of a management consultant. It is also important to thoroughly research the consulting industry and identify specific firms to understand the nature of the work and expectations required. Learn who the industry leaders are and their customer base. Determining if the field is a good match requires a thoughtful process as it is long-term investment into your career.

Following are the skills and passions of a management consultant: Ideas and learning: The product of consulting firms is to generate new ideas or ''intellectual capital'' based on rigorous thinking and research. Therefore, you need to love problem diagnosis and solving, and excel at research, analysis and writing.

Client services: Because consulting is a service profession, you need a strong customer focus on to help and meet client needs with an orientation toward personal excellence. Building strong relationships will add to your future career marketability in the profession.

Communication and relationship building: If you enjoy talking and working closely with people, there is an opportunity to build lasting partnerships with a number of clients. You need to enjoy building and maintaining relationships.

Management consulting firms have high professional standards and recruiters look for:

• Strong academic record no matter what the concentration
  
• Leadership skills
• Proven analytical, research, and writing skills
• Strong communication skills with people at all levels
• Ethics and hard work
• Self-motivation and creative thinking

Andrea Wolf is vice president of career management at Right Management Consultants, a career transition and human resources consulting company.

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