Why Job ads are only the opening gambit: how to upgrade the work, pay and flexibility

A job search can be pretty depressing. Browsing through page after page of adverts: too senior, too junior, the wrong location, the wrong skills.

It’s not surprising given this landscape that we can get into the habit of moulding ourselves to what’s out there, a disempowering approach which can seriously knock our self-esteem.

But it doesn’t need to be this way. From personal experience – as a job-seeker and an interviewer – I know that it’s possible to turn the tables, and secure work that is a much better fit than the original job ad description.

Negotiating the job terms

I helped recruit Anna to a Head of Branding role that was advertised as full-time. At interview, Anna demonstrated the most appropriate skills and experience. However she had children she wanted to be around for, so she explained that she could only work during the school term. In the holidays she would be off, although she would take important phone calls at home. Effectively the job hours would be cut by 25%.

We deliberated for some time but because we wanted her, we did meet her terms. She got the flexibility she wanted , we got a great marketeer, and the problems caused by her absences turned out to be surprisingly few.

Sideways moves: betting on your value

This is a two stage approach: taking a less-than-ideal advertised job as a route in to better things.

Before retraining as a career coach I changed professions, organisations and roles a few times over the years , trying to find work that was right for me. Because of this, I frequently had to make sideways (at best) moves. But nearly every time, someone spotted my value and I was promoted to more interesting and better paid work.

For example, after applying for and getting a job as a fundraising manager at my ideal charity (with only one report), I moved within four months to acting head of department (30 reports) and shortly thereafter to project manager for a national change initiative impacting every aspect of the organisation.

I’ve also witnessed PAs - even mail-sorters - moving to operational roles and solicitors moving to training roles: once you’re in the environment you want, more often than not a role switch is possible.

So, I encourage any job-seeker to take back control!

1. Spend a few hours reflecting on what you REALLY want. What skills and strengths would you love to bring to your work? What environments do you flourish in? What’s your true worth? We often undervalue our market worth (women especially) so ask others what they think; a former boss that you got on well with can be a good source of advice.
2. Now go back to the job ad listings with a different mindset. View the job descriptions not as set in stone but as the employer’s opening gambit. Select ads that could describe your ideal work , with a little tweaking (10% higher pay, a shift in emphasis from marketing to operations, the opportunity to work part of the week from home), or that allow you an “in” to an organisation you passionately want to work for.
3. Apply for the jobs on this shortlist. At this stage you will need to demonstrate your suitability for the role that is advertised: the initial application is not the time to rock the boat.
4. At interview, wow the employer. Make them want you! If it’s a case of job tweaking, opinions vary but I think being up front is best. Tell them the changes you would like, and why, and show that you have thought about this from the employer’s perspective. People respect people who stand up for what’s important to them.

 If you’re following the two step approach, whilst I usually advocate honesty, it is probably wise to stay quiet about your longer-term plans. You’re very much an unknown quantity at this stage. Once you’re in, people will get to know you, value you, and any decent manager will seek to support your professional development in a way that benefits both you and the organisation.

Try it – and let me know how you get on!

Sarah Cooper is a career and lifestyle coach who specialises in working with creative or socially-minded people who want to put their passions at the heart of what they do. Prior to qualifying as a coach, Sarah worked as a solicitor before moving to the voluntary sector, where she held senior marketing roles at two of the UK's leading charities.

You can sign up to Sarah's FREE 5 part e-course Finding Freedom By Doing What You Love at www.nomoredreadingmondays.com. You will also gain access to 20 expert interviews on overcoming the money fears and realities that keep us tied to unfulfilling work.

(Names have been changed).