In a rapidly evolving job market, where opportunities may seem slim, landing a job offer can feel like an uphill battle. Despite the gradual recovery of the employment landscape, it remains more challenging for candidates to secure offers than in previous years. However, according to seasoned HR professional and career coach Tessa White, the path to securing that coveted offer is not as daunting as it might seem.
White, with over 20 years of experience in human resources and founder of The Job Doctor, insists that job seekers can still negotiate successfully if they focus on one crucial factor: a clear value proposition. It’s this clarity, White suggests, that can make all the difference when vying for a new role.
Understanding the Value Proposition
White’s top piece of advice for those looking to stand out is simple yet impactful: “Be crystal clear on your value proposition.” This, she says, is the very first thing she helps her clients define when preparing resumes and interviews.
But what does a value proposition really mean? Many candidates make the mistake of thinking it’s all about their experience—the tasks they’ve performed and the skills they’ve honed in previous jobs. Yet White warns that focusing on past duties alone can be a pitfall. It’s not enough to simply list what you’ve done; instead, you must show the outcomes of your efforts and how those outcomes can benefit the prospective employer.
The Mistake Most Job Seekers Make
One of the most common errors people make during the hiring process is presenting their experience as a mere collection of past tasks. “When somebody goes in to get a job and they say, ‘I’ve done this before, and I’m really good at it,’ that doesn’t mean anything. That’s just white noise,” White explains.
She highlights that the language of business is numbers, and it’s in the outcomes where the true value lies. Rather than focusing on responsibilities, she encourages candidates to showcase what they’ve achieved in measurable terms. For example, instead of saying, “I was responsible for introducing the company into a new market,” a better approach would be, “I was able to gain 12% penetration in a new target market with a 98% retention rate.”
This shift from tasks to outcomes can dramatically elevate a candidate’s appeal to employers. “All of a sudden, I want that [candidate],” White remarks, demonstrating the power of outcome-driven pitches.
Results Speak Louder Than Experience
White uses her own experience in HR as an example of how to shift the focus from tasks to results. “If I’m applying for a job and I go and say, ‘I’ve done HR for 20 years, and I know how to do business succession planning and recruiting and training,’ everybody on their resumes has that experience,” she says.
However, she contrasts that with a more results-oriented statement: “If I go in and say, ‘I’m the person you hire if you’re a company that wants to go fast and go public, and you need to build up your departments and make sure they can scale quickly,’ I’m all of a sudden the top candidate for the job.”
The takeaway? Employers don’t want to hear a list of your responsibilities—they want to know how you can solve their problems and deliver tangible results.
The ‘Professional Highlights Reel’ Approach
White advises job seekers to think of their career as a highlights reel rather than a job description. “Give me your professional highlights reel, not your job description,” she urges. By focusing on what makes you unique—how you’ve delivered results, saved money, or driven growth—you’re more likely to catch the eye of a hiring manager.
This clarity and focus are key to commanding higher pay and securing better roles. “If you’re clear on your value proposition,” White explains, “and you can clearly articulate what the company gets if they hire you, and the problems you can solve and the skills you have to solve those problems, you will be able to negotiate much higher pay.”
Preparing for the Job Market of Tomorrow
In today’s market, competition is fierce, but with the right strategy, candidates can still rise above the rest. White’s advice is particularly pertinent as businesses continue to adapt to a new post-pandemic world, and the skills that candidates bring to the table are under more scrutiny than ever.
By focusing on outcomes rather than tasks, job seekers can better position themselves as essential hires, capable of solving key challenges for potential employers. It’s not just about doing the job—it’s about delivering results that matter.
For job hunters, the path to success begins with a clear understanding of the value they bring to an organization. With White’s expert guidance, that value can be articulated in a way that not only secures job offers but also opens doors to better opportunities and higher pay.
Conclusion
In a tough job market, understanding and clearly presenting your value proposition can make all the difference. Rather than focusing on what you’ve done, highlight the outcomes you’ve achieved and how they can benefit a potential employer. By doing so, you’ll not only stand out from the competition but also increase your chances of negotiating a higher salary and landing the job you want.
