The list of tips which I have to share with people on using LinkedIn is extensive. As someone who has been on LinkedIn since 2006, known as being a national speaker on it, and an author who devoted a large amount of the book , I continue to be amazed at some of the things that people are doing or not doing with it. This lack of attention to detail hurts their chances for finding a new job or opportunity. More importantly, these are things that are very easy to fix or implement.

I realize that LinkedIn is not the easiest social media tool to use for a lot of people. In fact, I admit that I am sometimes challenged by it due to the large number of changes which LinkedIn makes. Nevertheless, I’d like to share with you today a few simple things that you can do to improve your chances of being more successful in attracting prospective employers or opportunities to you based on the relevancy of your LinkedIn page.



I continue to be amazed at the number of people who still neglect to provide a photo for their LinkedIn profile. I realize that some may be reluctant due to their age, however, in using the Internet, your age can be easily determined  with a Google search. So get over it, display a photo and make sure that it is professional.


Don’t just use the default headline that LinkedIn provides. Make it your mini elevator pitch. Use some keywords that represent what you’re seeking and show others what value you can bring to them either as an employee or as a supplier. Clearly articulate your value proposition as much as possible within the space limitations.


Don’t settle for the LinkedIn default URL that is assigned to you. Edit it and make sure that it captures your name. If someone else already has it, add numbers such as 1 or the year like I did.  My name had already been taken when I decided to “claim” the URL, so I simply added the year 2010 to the end. This is critical, as this is something which you will want to use on your business cards, email signature, and other areas where you can display your contact information.


Just yesterday, I mentioned this during a talk I gave at in Washington, DC. There are so many people on LinkedIn who make it impossible for people to contact them on LinkedIn because they haven’t displayed their contact information or the information that they have provided is incorrect. Perhaps people are afraid to show too much, however, it hurts them more by not including it. A recruiter or talent acquisition manager who might have an interest in you will go on to the next candidate if it is too difficult to connect with you. Furthermore, if the information you’ve displayed consists of dead links or links that contain your email address at your previous employer and not current information, it not only makes it more difficult for people to connect with you, but implies that you’re someone who can’t pay attention to details.

Finally, make sure that you list your Twitter handle correctly and check the connection. You’d be amazed at the number of Twitter links I’ve discovered that are linked to another person and not the person I’m trying to communicate with.


I can’t count how many profiles I see that have very weak summaries. I realize that LinkedIn, like any other tool out there is not a one size fits all, however, it’s imperative that you do as much as you possibly can to embellish your summary, make it keyword rich for the position or opportunity that you’re seeking and for which recruiters, talent acquisition managers or others will be searching. Add some meat to it. Become an inbound marketing machine that attracts people to you. Ensure that once they’re on your profile and review your summary they’ll want to learn more about you. This is your golden opportunity to be discovered!


Take the time to audit the skills that you have listed and for which you’ve been endorsed. Make sure that they are truly aligned with the position or opportunity that your seeking.  Try to focus on only 5-7 skill sets and eliminate the others that are irrelevant. This will help people to focus on what’s really your “sweet spot”  and it’s something which you can increase your numbers on by asking your connections to endorse you for one or two of these at a time. I admit that I’m guilty in this area, as I have way too many and I need to take the time to clean up my profile so that it is more targeted.


Be personal when you want to connect with people on LinkedIn. For goodness sakes, don’t use the default LinkedIn invite connection request:

“Since you are a person I trust,  I wanted to invite you to join my network on LinkedIn.”

I love to connect with people, but I shake my head when individuals send the above invitation request to me. If you really want to look good to someone, warm up the introduction. Show some interest in the other person. Talk about how you met them, how you admire them, or congratulate them for something you’ve heard about them. They’ll be impressed and it will ensure that your relationship with them gets off on the right foot.

What I’ve outlined above is pretty simple for you to use. This is but the tip of the iceberg on what I talk about in the book and talk about at the many events that I attend. I hope that you find these helpful.  I’d be curious to learn what your number one tip is in using LinkedIn. Please feel free to share it.  Here’s to your continued success!

4 Tips For Hiring The Best Candidates


How many times have you heard that in order to be successful you need to surround yourself with great people? I’m sure it’s been thousands of times during your career. Anyone who currently does, or has done, any hiring is always looking for the best people to hire. It not only helps their firm, but makes them look good.

You wonder, however, how do I ensure that I hire the best people? What do they look like? What questions do I ask?

By coincidence, I unexpectedly ran into a former neighbor of mine, Steve Kollross , the other day while I was out having coffee. Steve is now semi-retired, after enjoying a successful career with Bristol-Meyers Scribb. Being with my co-author, Al Smith, of Hired! Paths to Employment in the Social Media Era , we were excited to be able to share the book with Steve and our future plans for additional books. This resulted in a worthwhile discussion with him concerning the whole hiring process and what makes for a successful hire. Needless to say, all three of us have hired a number of great people during our careers, but Steve clearly has done far more of it.


Hiring presents a real challenge for businesses. Not only is it an arduous process which most people hate, it is time consuming, expensive, and extremely costly. Furthermore, if new hires don’t work out it can be an embarrassment for those involved in the process and a real financial burden. The problem is that bad hires now seem to be the norm rather than the exception. In fact, a study done earlier this year in Australia by advisory firm CEB indicated that some 90% of employers had regretted their hiring decisions. What? Are you telling me that 90% are misfits? I thought that with the use of ATS Systems (Applicant Tracking), panel interviews, and all the other new bells and whistles that it had become a flawless process and that everyone was a good fit.


Steve elaborated on a concept which he had used for a number of years at Bristol-Meyers Squibb which proved to be instrumental in hiring many great people. It was simple, but powerful; namely, you should look at the process as a four leg table. This is particularly critical for the hiring of salespeople. The four legs for hiring are that you should make sure that the candidates possess the following accomplishments and qualities:

1)Successful Track Records
Past performance is always a predictor of how they will do in the future. What they did and the levels of success they achieved are critical factors to evaluate. Have them tell you verbally, but also ask them to provide physical evidence where available, that supports their claims. The most important piece is asking the candidate to provide copies of their last 5 performance reports (in addition to documenting promotions, awards, and bonus earnings). A top candidate will proactively produce more than that, with no gaps in years. Candidates who can’t provide copies of performance reports, or who have gap in the reports they provided, should raise a red flag in the hiring manager’s mind. In addition, to validate their educational achievements, you should require that they provide you with copies of their college transcripts.
Finally, as a Hiring Manager looking for outstanding people, you certainly want to understand a candidate’s leadership qualities and potential. By providing documentation of leadership roles and experiences you will gain a clear understanding of that person’s track record.

2)Intellectual Capital
It’s important that a candidate be able to demonstrate that they can cope with the skills required of the job. Do they have the intellect to function in the role for which they are being hired? What have been the backgrounds of those who have thrived in the position and within the company?

3)Persuasive Communication Skills
The whole interview process is a sales exercise. In this case, the candidate is selling one product; themselves. How do they do in promoting their brand? If they can’t sell themselves it is highly unlikely that they’ll be able to sell the products or services that they will be required to sell as part of the organization. What unique qualities do they have? Can they clearly communicate this?

You want to hire people who are hungry (motivated). What are the deep-seated values/motivation that drive this person? Steve offered that he often found a wide variety of things motivated people. Al and I have experienced the same. As a Hiring Manager, however, the challenge is to understand each candidate’s motivators to ensure that the position they’re applying for will best meet those needs. Not only will it be an initial good fit, but during the onboarding and career of the individual the company will be recognized as one that supports and recognizes their inner drivers. This will lead to greater extra effort and an employee who is more likely to thrive and succeed on a consistent basis.


Next time, when you’re sourcing a candidate think of the four leg table analogy. After all, the last thing you want is to be is another one of the 90% who are not happy with their selection a year from now. You want to reverse it so that you’re pleased with 90%+ of your hires. Not only will it help your firm, but it will benefit you professionally, as well as personally. More importantly, you’ll be able to sleep at night and not have to worry about the ineffective candidate you hired.

The full release of Hired! Paths to Employment in the Social Media is almost here. The initial release has been very well received with some excellent comments received by everyone who has read it.

“HIRED! could put my staffing company out of business. DO NOT buy this book!”

“Your book identified with the full spectrum, younger/older, computer proficient, non, it was the first book that I’ve read where I can honestly say you did not discriminate. I’m 38, whether I was 18, 38, 58 or 68, experienced or not, you identified with the challenges we all face as an equal. We need a job, we always have options, we also have responsibilities and whether we like it or not the times in which we live is constantly changing and it takes a new set of eyes to respond to those changes, so the world responds to us favorably. You provided those eyes. It is what it is. No sugar coating it.”

“Every person looking for a new job for any reason must read HIRED!”

So we’re pleased to be able to offer you Chapter 6, “Personal Branding”, available for you to download. It’s a clear representation of the excellent content offered throughout the book and our approach to in providing the reader with all of the tools that one should consider using in the job search process.

In addition to Chapter 6, we’re also providing you with the Table of Contents which will give you a clear idea of all of the tools that we describe and talk about in the book. I think you’ll agree that we’ve pretty much left no stoned unturned, but have presented it in such a way that it is an easy read and not overbearing.

We’d love to hear your comments regarding the chapter in the comment section below. We will continue to update the book, and your input will be greatly valued.

What’s more, if  you like what you see in Chapter 6, we’ve made the book available for sale on our website, so you don’t have to wait for it to “leave Poughkeepsie!”.