Recently, I had a candidate who was going to get an offer–it was all over but the references. And that’s where it all went wrong. We began calling to check (yes, we really do that) and two days later, only one was done. It wasn’t even a matter of them trashing my candidate…they just wouldn’t return our calls.

If your references don’t even think enough of you to call back, it doesn’t reflect well on you. It cost my candidate a job.

Choose your references wisely. The best references are past managers. Not necessarily the one you’re just now leaving, but previous ones. Hopefully, when you left those jobs, you asked if you could use them for a reference should it become necessary, and told them that you would be happy to help them in any way you were able. Just ask, ”Can I count on you for a reference?” Then keep in touch with them. Knowing their personal e-mail addresses will make this easier.

Know what your references will say about you. You need to be in control of the information that will be provided to your future employer. It’s not acceptable to wonder if they’ll give you a good reference. Your job search is too important.

When you are applying for a job, call your references to give them a heads up. Don’t let them be caught off guard. You can use this opportunity to coach them on what to say for the best impact. The qualities that will make the best impression will vary slightly depending on which company and which particular job you’re applying for in medical sales, clinical diagnostics sales, laboratory sales, pathology sales, imaging sales, molecular products sales, cellular products sales, biotech sales, or pharmaceutical sales.

See 10 Tips for Top Notch References for more information.