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Dear J.T. & DALE: I have been looking for jobs for more than a month and have made a lot of changes on my r猫sum猫 and LinkedIn profile. Some of these positions are a perfect match, but I have gotten no response. – Grant

J.T.: Given that the average job search now takes more than nine months, one month of job-searching is not a long time. If you want to speed things up, I’d urge you to remember the ’80s. I don’t mean the decade of Ronald Reagan, yuppies and MTV – I mean two percentages that drive your search: Eighty percent of online job applications are never viewed by human eyes. Applicant tracking systems analyze keywords and do the first screening.
Eighty percent of all jobs are landed via referral. Of course you need a solid r猫sum猫 and LinkedIn profile, but these are useless unless you can get them seen by the right individuals.

DALE: So, Grant, that suggests a third 80 percent: devoting that much of your job-search time to people, as opposed to postings. A r猫sum猫 often is compared to a company’s brochure. Sure, it helps to have a good one, but until you figure out how to get people to read your brochure, it’s just a bad art project. When will people read your r猫sum猫? When it’s sent to them by a colleague, or through some other human connection.

J.T.: Keep in mind that you need to work the “hidden job market,” where companies don’t post jobs publicly, but rather ask their internal employees for referrals. If you want to get hired, you must network with individuals who are employed at companies you would like to work for. You must have meaningful conversations with these individuals and discuss topics related to your skill sets and expertise. Not only does this prove to them that you are capable of doing the work, but they get to know you on a personal level and grow able to see themselves working alongside you.

DALE: While much of the hiring process has been automated, hiring decisions have not. Hiring is all about connection. Everyone is overworked, everyone is too busy, but there remains the deep human need to be of use, to connect. That’s why most people will take the time to help you. Give them the chance.

Dear J.T. & Dale: My position was eliminated recently, and I am starting my first big career search after 18 years of full-time employment. Help! – Janice

J.T.: First, let me congratulate you on 18 years of employment. That’s an excellent track record. However, it may also work against you.

DALE: There was a time when employers balked at hiring a “job hopper.” Many still do. What’s different is our societal obsession with the new, thus establishing a hazard on the other end of the “job-hopping” continuum: “job sitting.” You might think a long tenure with one company would evoke admiration for patience, persistence and stability. However, unless you have a history of development and career growth within that organization, prospective employers are going to wonder why you stayed in one place, and why you were suddenly turned out. It’s the nature of hiring managers to wonder what went wrong.

J.T.: You’ll overcome those suspicions by being a subject-matter expert, one who can immediately help a new employer. Where to start? Create your interview bucket list – a list of companies that you want to work for. Then start putting to work all those contacts you developed in 18 years. There were suppliers, consultants and current and former co-workers to whom you now can turn for introductions.

DALE: Your goal will be to turn those introductions into conversations. Go to those first meetings with questions, not boasts. We all want to work with those who ask and listen, and then – key word THEN – suggest.

– Workplace consultant and career coach J.T. O’Donnell has coached, trained and mentored employees and managers on a wide variety of career-related subjects since 1994. Her book, “CAREEREALISM: The Smart Approach to A Satisfying Career” is available at JTODonnell.com. Management guru Dale Dauten has written six books and is an authority on innovation in the workplace. His latest book, “Great Employees Only: How Gifted Bossess Hire & Dehire Their Way to Success” is available at Dauten.com. copyright 2013 King Features.