Forget letters, get references

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Dear Joan:
Your article "Fired? Don't Waste Time Getting Down to Business" really hit home with me.

A few months ago I lost my position as a buyer at a company due to cut backs made because of sales being poor. I had been with the company for 17 years and it was quite a shock.

I was known for being very dedicated and a hard worker and I truly enjoyed my work. When I asked the personnel department for a letter of recommendation their reply was that this was against their company policy. Can they legally do that? Should I forget about obtaining a letter of recommendation or should I pursue it by writing the president of the company at the corporate headquarters in another state?

Answer:
Your company probably doesn't want to write letters of recommendation because 1.) They may not think a general letter of reference is meaningful in the eyes of employers. 2.) They don't want to put anything in writing because they are worried about getting sued.

Legally, they can refuse to write a letter. Many companies are so worried about lawsuits they are only giving out "name, rank and serial numbers" when another employer calls them for a reference. And it's really a pity. It tends to protect the rotten employees and punish the good performers. Yours is a case in point: you're disappointed your company isn't talking about the great things you've done, but a crummy performer is glad they're mute.

Like a lot of people, your tendency is to say, "Well then, I'm going straight to the top to get what I want!" Unfortunately, that's only likely to make it worse. After all, what can the company president possibly say about your performance when he hasn't even met you? And he isn't likely to change the policy to accommodate you. In fact, even if he calls your company's personnel department they aren't going to be very pleased that you went over their heads. And you don't want to soil your record by being known as a troublemaker.

Your best bet is to take a different approach. Realize that it's not your employer's job to sell you--it's your job. A letter of recommendation is not that useful and it isn't worth getting worked up about. Employers know that letters of recommendation tend to be general, positive and written with no understanding of the job to which you are applying. A reference is another matter, however. You do need a reference that will speak on your behalf.

Place a friendly call to some of the people who like you and who have seen some of your best work and ask them if they would be willing to act as a reference for you. Assure them that you will only give out their name if you are close to a job offer and references are asked for.

The best people to choose are former bosses (and levels above) who can talk specifically about your results. Consider customers, vendors, distributors and other people who saw you in action. If you lead any company task forces or committees, the members may be good references.

Don’t forget to consider people who have seen your work outside of your job. For example, if you are involved in a professional group or active in a volunteer organization you may be able to use someone from those experiences as a reference.

Bring a typed list of references to all interviews in case you're asked for them. If you suspect they will be called, get in touch with them immediately and brief them on the details of the prospective job and what they are likely to be asked. Don't hesitate to refresh their memory if you'd like them to say anything in particular.

But you may never get a chance to use your references if your resume and interviews don't highlight your results and accomplishments. Your references only act to validate what you have already told the employer; don't rely on them--or on a letter of recommendation--to do that for you. 

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