Jobseekers, is outplacement worthwhile? (An insider view)

Years ago I marketed global outplacement services. And today, I'm there with so many people in the tech industry who have been laid off this year.

If you too are now being offered outplacement services, maybe I can help. Here's a realistic view of how those services are most likely to benefit you.

To understand outplacement value, consider three things:

1. Outplacement services are designed to reduce delivery costs by leveraging online resources and automated service delivery. (If you're a senior executive, you may be offered a customized plan.)
2. The greatest value to a laid off person lies in one-to-one counseling from a human outplacement consultant. These consultants -- often people on second careers with solid business backgrounds -- are trained to discern needs and to guide their clients to the most helpful services.
3. The buyer of outplacement services is not the person receiving services. It's the company that's laying off people to cut costs. The actual recipients of services have little to no control over the value of their program. See #1.

Selling outplacement services, as I've experienced it, requires two salesforces: an enterprise account team focused on named accounts, and tele-sales associates.

• Enterprise salespeople negotiate contracts with their named accounts, outlining what services would be provided at what costs, payment terms, etc.
• The sales associates generate revenue for the company by calling those who've been impacted by the layoff and getting their agreements to receive services.

Outplacement revenue happens when a company conducts a layoff and the laid-off people agree, as individuals, to accept outplacement services.

The outplacement firm really wants you to sign up. But once you do, they'll try to contain you within a service envelope that's executed through automated emails, instructional webinars, access to databases of job listings and companies for prospecting, and a content library that includes templates of resumes, cover letters, and other content.

You will be offered a resume review and possibly one-to-one time with an outplacement counselor -- and that's where the greatest value of outplacement to you resides. (You may also be networked with groups of other job seekers who can meet and share experiences -- which is great if you're an extrovert.)

Is outplacement worth it to you?

If you’re an early career person and need help with a resume and cover letter, interview skills development, etc.; or, if you are experienced but work in a role that hasn’t give you much opportunity to develop softer communication skills like those above -- then, yes.

If you’re a seasoned businessperson, but have not been offered an executive outplacement plan with substantial one-to-one coaching – maybe. The portal and content resources won't offer much you don't already know or can't find while Googling. But the one-to-one counseling time you will receive will be worthwhile: if it's available.

Bottom line: Do all you can to maximize the time you receive from an outplacement counselor. They'll make the time spent worthwhile.

Good luck.