Kit Hayes: Sell The Age Advantage

Age discrimination remains rampant in the workplace, making job hunting especially painful for laid-off workers age 50 and older.

The good news, says career coach Kit Harrington Hayes, is you have much to sell. Seasoned professionals with 20, 30 or more years of experience bring a depth and breadth of experience. A major thrust of your job search effort will be educating younger hiring managers and changing their attitudes.

First let's look at the stereotypes you're up against. Older workers are seen as: set in their ways, out-of-date, technologically challenged, inflexible, coasting, unwilling to learn, out sick a lot, lacking energy and stamina, too expensive, a threat to younger managers and "over-qualified."

"You need to counter the stereotypes," Hayes says. "For example, when I give my 30 second commercial, I describe the highlights of my career and then end by saying, 'And on the personal side, I'm a downhill skier.' My intention is to challenge the listeners' internal response to my gray hair. I want them to perceive me as physically active, energetic, a risk-taker. I'm reshaping their first impressions."

Click here to read Kit's entire article in which she discusses in detail the advantages older workers offer to employers and the best way for older job seekers to conduct a targeted, focused job search.

Here are what she calls some of the advantages of age:

• Depth and breadth of experience. You've seen it all and have developed a healthy perspective that comes in handy when everyone else is operating in crisis mode.
• A sense of history. This includes the evolution of your profession and your company, if you are still employed and have been there a long time.
• A huge "bag of tricks." You have had to solve a wide range of problems -- people problems, customer problems, technical problems, business problems -- and you've learned what works and what doesn't.
• A network. You know a lot of people, especially if you've been active in one or more professional organizations. You very likely know people in competing companies and customer companies, people you've worked with who've moved on to jobs in related industries, and so forth. Your professional network has value.
• A strong work ethic. You want to keep working and you know you have a lot to contribute. You understand the bottom line and you know how your contribution impacts that figure and how your work affects society.
• Focus on work. You have fewer distractions: kids are launched and perhaps they're through college, so you don't need to be at the top of the income scale.
• Computer savvy. The professionals I encounter are using technology with ease, including computers and all manner of hand-held devices.
• Up-to-date professionally. You are open to new learning and may have demonstrated your commitment to continuous learning through coursework and independent study. You may have found it more difficult, however, to get your employer to sponsor/fund your continuing education or training.
• Willing to take a step back. You may be genuinely interested in moving from a management role to individual contributor. At this stage in your life, you may be able to afford a cut in pay and relish getting out of the hot seat. While this concept is foreign to senior management and human resources professionals, it is a commonly held desire of many older workers.
• Comfortable with all ages. Thanks to the "flattening" of organizations, you have a lot of experience working collaboratively with people of all ages. You enjoy that aspect of corporate life, knowing that relating to a range of younger people "keeps you young."

Here are some tips Hayes has for older job-seekers:

• Engage a seasoned career coach who will help you remain focused and positive and avoid the land mines.
• Network to your next position -- your personal relationships are the key.
• Alter your resume for applying online -- focus on last 10 to 12 years and drop education dates.
• Compile a list of "Target Companies" that includes all you've applied to; show to your network to get inside connections.
• Stay current in your field/industry.
• Become active in one or more professional organizations.
• Update your image.
• Prepare thoroughly for all job interviews.
• Consider changing careers for a fresh start.
• Become politically active and advocate for older workers.