CAREERS NOW 02-01-09

New Idea: Reverse Offer For Job

DEAR JOYCE: I recently read about a real estate technique that's supposed to be a new solution to a slow real estate market. It's called a "reverse offer," or "preemptive offer," or sometimes a "seller-initiated offer."

The big idea is the seller makes a reverse offer to everyone who has seriously looked at the house. After a showing, the seller's agent calls the buyer's agent and says the seller will part with the house for a discounted price - in effect, making a reverse offer. Obviously, the property price has to be high enough to maneuver. In other words, list high and call interested buyers to spark an offer.

Would this same technique work for a job seeker (the seller) to land an offer from an employer (the buyer)? - M.J.

I don't know of anyone who's tried a reverse offer in the job market. But you raise an innovative possibility that could turbo charge - or torpedo - your chances in a slow job market.

TIMING. Until now, I would have laughed out loud at such an idea as a reverse offer. I've long believed that workers should negotiate to get every dime they're worth - not offer themselves at cut-rate prices. The trouble is, in this economic mess that's widely predicted to become frighteningly uglier this year, the perception of "worth" seems to be monetarily less than it was a year earlier.

Surveys show the nation is in a survivor mode. Talking heads brand 2009 "the year of the ax." Economists compare the terrible economic picture to a "hundred-year flood" or to a "once-in-a-generation crisis." Most analysts agree that we're in uncharted waters. No one, including financial genius Warren Buffett, knows when the recession will end. Yikes!

Maybe it is time to try something new, such as making a reverse offer for your next job. Here are observations about its pros and cons.

DOWNSIDE. You'll look desperate, and employers prefer to hire on ability rather than pity. You may look like damaged goods to employers who traditionally say they don't select candidates to save a few dollars but to get the best people on board. You help set a pattern that employers can use to cut market-rate pay. Money may not be a problem for a particular employer and you may unnecessarily ask for a haircut.

UPSIDE. When you've been jobless for months, you could already be seen as damaged goods - other than a bit of money, what's to lose? Who doesn't want a bargain? You interviewed an eternity ago for a job not yet filled - why not make one last resurrection effort to restart the dialogue? You generate positive attention, especially at small establishments, by realistically recognizing the struggles many employers face to keep their doors open. You can gauge whether money is the problem in a changing market for someone with your qualifications by keeping your bottom line private until you make a reverse offer.

TIPS. Don't make a reverse offer until after a successful interview. The employer must have shown some interest; otherwise you're likely to either be ignored, or face distress-sale counteroffers. If you came into the picture through an external recruiter, discuss your reverse-offer plan with the recruiter. When you're working with a career coach who knows your specific circumstances, talk before acting on a reverse offer.

An offer in writing carries more clout and sets you apart from your competition, but you can raise the issue during a second interview and follow up later. To avoid writing an open offer, put your expiration date (acceptance window) in writing.

Don't immediately cut to your rock-bottom pay number, because there may be some negotiation involved.

WILL OFFER WORK? As I said, I have no experience with this unorthodox idea. Warren Buffett recently advised Americans to put out the economic fire now and worry about fire prevention in the future. To those slipping off a cliff in these strange times, I would recommend getting a job now and worrying about my career later.

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