How Job Seekers Can Win Their Case by Advocating Like a Trial Attorney

Job seekers and trial attorneys have a lot in common. Both try to convince a jury that they are making the best argument. The victor is often the person who can best advocate for themselves during conversations.

Heather Hansen knows this to be true, because she's been in front of real juries. She is a seasoned trial attorney, author , keynote speaker, television host and the CEO of Advocate to Win . Heather recently sat down with me for an episode of Get Hired with Andrew Seaman about how job seekers can advocate for themselves during the job search process.?

The knowledge Heather shared was so spot on and applicable to all job seekers — ranging from believing in yourself to honing your message. I think it's important to highlight some of her key pieces of advice.

Believe in Yourself

Heather emphasizes that everything starts with believing in yourself. Building this foundational belief is your first step in advocating effectively. If you don’t believe in your capabilities, why should anyone else?

“You have got to believe in yourself and your value to the people around you or the people that you’re asking something of,” she says. Before you can convince anyone of your worth, you must be convinced yourself.?

Know Your Audience

Understanding your “jury” is crucial, Heather says. In job seeking, this means knowing who is interviewing you, the company culture and what the employer values in a candidate.?

“Your jury is the people who give you your wins," she says. "It’s the people you’re interviewing with.”?

This information shapes how you present your skills and experiences. Tailor your resume, cover letter and interview responses to reflect the needs and values of the company, making it clear that you’re not only a qualified candidate but also a great fit culturally.

Craft Your Message

Heather says you need to craft a message that is about getting others to believe in you and, crucially, believe that you can help them. During your job search, this translates into demonstrating how hiring you will solve a problem or add value to the team or company.?

“They’re so focused on themselves," she says. "I have to be credible. I have to have a good resume. I have to have a good CV. But a lot of times people will ignore those things if they believe that you can help them."

Collect and Present Your Evidence

Like a good lawyer, a job seeker should collect evidence. This means documenting achievements that demonstrate your skills and ability to contribute. Heather suggests keeping an “evidence journal” to record daily successes, no matter how small. The evidence can be woven into your narrative during interviews or networking opportunities.?

“It’ll allow you to communicate those more effectively when you’re interviewing,” she says.

Genuine Engagement

Authenticity resonates, says Heather. People can sense insincerity. So, it’s important to be genuine in your interactions.?

“People feel your energy," she adds. "It’s just a real thing.”?

Show genuine interest in the role and the company, and express enthusiasm about how you can contribute. This authenticity will make you more memorable and credible.

Prepare for Interviews Like a Trial

Preparation is key to success. Heather says there is a parallel between preparing for a trial and preparing for job interviews. Understand the company’s challenges and tailor your ‘courtroom’ strategy — your interview responses — to address these challenges. Know your facts, rehearse your key points, and be ready to present yourself as the solution they need.?

“Facts aren’t evidence and stories aren’t proof,” Heather says. “An advocate’s job is to turn facts into evidence and stories into proof.”

Just as a trial attorney never enters a courtroom unprepared, a job seeker should never enter an interview without a solid strategy for self-advocacy. By adopting the mindset of a trial attorney — believing in your case, knowing your jury, and presenting compelling evidence — you can significantly enhance your ability to land your dream job.

You can listen to my full conversation with Heather wherever you get your podcasts, including Apple by clicking here . A transcript and embed of the conversation is also available by clicking here .

LinkedIn recently launched a series of games for members. You can check them out by clicking the image below or by clicking here .

You can also navigate to the games each day at the URL linkedin.com/games .

The reason I'm mentioning these games is that my colleagues on LinkedIn News worked tirelessly to get them off the ground. In fact, Paolo Pasco joined us as our games editor. You can learn more about Paolo, who recently won the American Crossword Puzzle Tournament, in his newsletter by clicking here !

(In case you're wondering, Queens and Crossclimb are my favorite games of the three. I have a love/hate relationship with Pinpoint because it's so deceptively difficult. Let me know which ones are your favorites in the comments below!)

We recently celebrated the Fourth of July here in the U.S. So, we revisited one of my favorite episodes of Get Hired with Andrew Seaman from the past year on last week's podcast. It's my conversation with 摩根士丹利 's Carla Harris . Honestly, there's no better person to kick off the second half of 2024 than Carla. She is so encouraging and draws from her own experience as an accomplished professional, author and well-known musician.

A transcript of the conversation is available by clicking here . You can listen to the episode above or on Apple Podcasts by clicking here .

• Is job hopping still worth it? (Summary by Todd Dybas ) A new report shows that job-hopping pay hikes are not what they used to be. A report from the Bank of America Institute showed that raises for job-switchers dipped to about 10% in May. That's down from 20% during the Great Reshuffle of 2021 and 2022 when quit rates were high. Workers who make $50,000 or less showed the largest median wage gains, according to the report. They reached almost a 15% pay bump. Workers making over $100,000 didn't reach 5% if they moved jobs. An expert told Business Insider that job hopping is slower now but not dead. Click here to see what others are saying about the report .
• How do you pick the right references? (Summary by Todd Dybas )Pick your references based on what hiring managers will ask them. That's the advice of leadership expert Judith Humphrey. She writes in Fast Company that trust is paramount when selecting people for references. Using a current boss is an excellent choice, if possible. No matter who you pick, understand the questions coming to them. Recruiter Amanda Luthra told Humphrey that hiring managers will ask references about interpersonal skills, how well a candidate fits the role and areas the candidate can further develop. Your reference choices must answer these questions adroitly to help you move forward. Click here to see what others are saying about the report .