Veteran Reality Check: It’s All About ProfitWe published this on April 8, 2016,
Military Veterans transitioning to a civilian career need to get one thing straight in their minds – For civilian employers, the hiring decision is all about profit. That’s the harsh reality, and the quicker you grasp that, the quicker you will find employment.
That may sound like a broad generalization, because a hiring decision is definitely a multi-criteria decision analysis with the goal of finding the exactly correct round peg to fit in the round hole the employer needs to fill. But, while there are many factors that influence the employer’s decision, the fundamental underlying motivation is how much profit potential does each candidate represent to the organization. Think about it – why would an employer pay you $75,000 per year, plus benefits, if the work you do for them is not going to generate more than $75,000 per year?
The truth is that they can’t afford to pay you a dime if the work you do does not directly contribute to generating the money it takes to pay your salary and benefits, plus a profit for the company.
Employers don’t hire you because they like you, feel sorry for you, respect your military service, or any other lofty philanthropic ideals. They need work done to satisfy their organizational mission and that mission usually revolves around generating enough revenue and controlling costs to create profit. Money is the lifeblood of any organization, even non-profits. About the only exception I can accept to this idea is working for the government, which is typically not concerned about profit, unless the agency is supported by user fees. However, the government is certainly concerned about controlling cost, at least at the agency level, so much of the same thinking applies to you if seeking a government job.
So, what do you do with this knowledge and how does it help you get employed?
When you present yourself to an employer, remember that you represent a value package to them that should be worth more than you expect in salary and benefits. Make sure that your value package is significantly better than what any other candidate is offering. Now, you don’t know exactly who your competition is for each job, so you must make sure that you bring you’re A-game on every application, resume, networking opportunity, and interview that you engage in. You MUST quantify your value to the organization in a tangible way by having a professional resume that clearly articulates how much money you have made or saved previous employers…and yes, you did that in the military.
Don’t think for a minute that what you did in the military did not have a monetary impact. You may have been mission-focused, and not concerned or knowledgeable about where the money was coming from, but your actions had a direct impact on cash flow for your branch of service. Think about how your actions streamlined some process or prevented some mistake or cut down on the number of spare parts required – these are all examples of you controlling costs for the military, which equates in a civilian employer’s mind as saving money, which increases profit. Quantify these events on your resume and in your job interviews in dollar amounts, and it will go a long way to presenting the value employers need to hear. It may require some research, but using dollar amounts to represent your military work is far superior to documenting how many medals you received or what billets you held.
It doesn’t matter what you have done in your past; employers only care about what they believe you can do for them in the future…with profit as the key metric.
Tim Dalhouse is a project management trainer, Co-Founder and President of Vets2PM, LLC , and a retired U.S. Marine. His goal is to help Military Veterans transition to professional civilian careers, and he can be reached at Tim@Vets2PM.com or 1-888-551-4251 ext. 2 to schedule a training or speaking engagement. Please see www.vets2pm.com for details on the Vets2PM PMP® training program.