Never underestimate the importance of building strong professional references, both formal and informal. You'd like to assume that if you do a good job, good references will follow. However, obtaining a good reference is much more complex than you might think. References are critical when you are looking for or considering a new position; nonetheless, they must be identified and nurtured over time. You could lose a position due to negative, weak or poorly informed references.

Formal references should be people who know you and your accomplishments well. Ideally, your pool of references should include superiors, peers and employees; a good balance is important to give a well-rounded picture of yourself. Depending on the type of position, you may need to include clients and/or customers.

Note, too, informal references can be equally important in securing a new position. Informal references are not on your professional reference list; they may have worked with you, been your vendor or consultant, or know you through associations. You cannot control what these people may say or do informally, but good relationships are the key to networking.

When considering potential references, select those who fit the other criteria and are also articulate, positive and enthusiastic. Someone may think highly of you, but if she can't articulate the positive thoughts, you have a problem

Building References

As a starting point, ask yourself these questions: Do you stand out as a performer and team player? Did you leave your previous position in a positive manner? Do you stay in touch with former bosses and personnel? Did you maintain a trail of good partnerships with vendors and consultants, develop successors, and continue to coach them as you prepared to change jobs?

Next, think in terms of developing one or two strong references from each organization where you have been employed. Typically, references from your current and most recent organizations are the most important, but you may identify exceptions based on your desired position and type of organization.

Working With References

When you identify a solid reference, be sure to maintain a current record of his/her information, including company and position, address, phone numbers and e-mail address. Routinely touch base with your references and ask them to let you know if anything changes for them.

Keep in mind you should protect your strong references from overuse. Busy people should not be asked to commit the time required to provide comprehensive references unless you are seriously interested in a particular position. When asked to provide reference names, provide those individuals who will be able to best relate to the position that you are considering. It is not necessary to give a list of 20 references; usually four or five references are appropriate.

Additional Considerations

Generally, letters of reference are not worthwhile. Most employers have specific questions they want answered and want to see or hear the responses for themselves. In addition to having your references in order and managing them well, you should be certain the prospective employer can easily verify your degree(s). Some employers may also request a copy of your recent W2 form and may conduct criminal background checks. Remember the importance of references to your career. Manage them well and reciprocate whenever possible, as long as you can honestly be a positive, enthusiastic reference.

Betsy S. Hersher is founder and president of Hersher Associates Ltd., a health care consulting and executive search firm located in Northbrook, IL. Linda B. Hodges is executive vice president of Hersher Associates Ltd.