As companies downsize, because of either internal difficulties or an economic downturn, it seems that older workers, who are usually more highly paid, bear the brunt.  This is naturally very unsettling and I should know, because my husband lost his job at age 54 after 25 years with the same firm.  This situation is unfortunately a fact of life and a reality in the workplace.  Companies in trouble must reduce costs and years of loyal service no longer count as it once did.  Management changes, buyouts, mergers as well as the economy seem to inevitably mean that for older workers it is first in, first out.

Jack Chapman, a career and employment guru, and a valued colleague, has taken a look at this situation and I felt that his thoughts might be helpful.

According to Jack, many firms are now concluding that a purge of older workers is often recognized as a big mistake.  Years of loyal service also means years of valuable experience.  While less expensive, inexperienced employees bring short term savings, the loss of industry experience frequently results in mistakes, sometimes serious mistakes.  In addition, inexperienced employees may also miss business opportunities.  As a result many companies are reevaluating their personnel policies and are beginning to adopt more enlightened policies.  The extent to which this is happing is speculation, but the message is clear: do not give up.

A good first step on the job hunt concerns the importance of a comprehensive self assessment.  In depth understanding of skills, values, interests and contributions represent an important foundation to moving forward.  I well understand after years not having to look for work tends to dull the need for this type of introspection.  Nevertheless, an honest self-evaluation, combined with a set of action, results oriented accomplishment stories is a good first step.  People all too often discount the important contributions that have made a real difference.  Many also tend to downplay their skills.  A job search is no time for either.

Let me also suggest that older workers have hidden resources, a large network, insight into likely opportunities and communication skills.  The fact is many of my older clients who have been downsized, have reconfigured their careers and taken full advantage of their savvy to successfully land solid positions.  The main message is networking must be pursued with common sense and confidence.  Simply handing out resumes will not do the trick.  It is far more important to make a strong impression to gain visibility in your field and recognition for your talents and accomplishments.

Jack also points out the importance of an effective sales pitch.  And there are some key points to consider.  Younger people do have a tendency to move on more quickly.  Therefore, it is important to emphasize the stability and longer term opportunity that you bring to a prospective employer.  Emphasize the importance of industry knowledge, contacts in the field and ability to get up and running very quickly.  Review your experience with solid examples of decisive responses to crisis (all older workers have a few).  Demonstrate with concrete examples how you made a difference and how that type of commitment can be valuable to a new employer.

Make a realistic appraisal of your value in the marketplace.  That means it is equally important to neither under value nor over value what you offer.  Humility wins no points and if you low ball your worth in an effort to gain the position, be assured that the hiring manager will low ball your worth as well.  Acceptance of the idea of pay below market suggests a loss of confidence with all the attendant impact on the ego and a willingness to make a sacrifice before being challenged to do so.  It is naïve to believe that an employer will offer a market rate if you deliver a message that says money is not important or suggest that salary is negotiable below the market rate prior to an offer.  Research salary levels, find a realistic value and stand up for your true worth.  Remember, if you find the right employer who values your experience and needs your maturity, they will offer a fair rate.

Finally, don’t get discouraged.  Think about when you were starting out.  For many of us we started out with no job, no experience, often with few prospects, a lot of hope and not much money, and for some, with serious personal responsibilities.  Jack advises:  be persistent, educate employers about the value of your experience and play your cards intelligently.

This entry is filed under Articles