When it comes to my The Art of Finding Work columns, none of what I write is theoretical for me. It took me about 20 years into my career to grasp the importance employers place on value-add. Before this realization, I intellectualized my experience, which was of no value to an employer.
I believe two main factors significantly contribute to why job seekers struggle in a job market that, although highly competitive, is still hiring, though not as easily or quickly as they feel entitled to.
Having grown up overprotected and overindulged, with parents and teachers constantly telling them, "everyone wins," many job seekers never had to fight for anything and therefore aren't mentally prepared to compete for a job.
Intellectualizing their experience.
Many job seekers hold the naive belief that their “experience” and “credentials” should be enough to get them hired; in their minds, they don't have to prove how they contributed to their former employers' profitability. Ultimately, much of the disconnect between job seekers and employers stems from job seekers failing to articulate how they'll contribute to an employer's bottom line—not framing their value.
When job searching, your worth needs permission. You don’t decide your worth; employers do, which they determine based on how they perceive what your value or potential value to their business is. Your worth to an employer isn’t a given, nor is it a matter of self-opinion. Proving your worth is your responsibility.
An employer assessing a candidate’s worth is no different from making a large purchase or investment. If an employer sees value, which, as I mentioned and is worth repeating, is the jobseeker’s responsibility to demonstrate, in hiring a candidate (an ongoing expense), such as they’ll generate revenue, save money, or remove risks, they’re more likely to hire that candidate, provided they feel the candidate will mesh with their company culture, the team they’ll be working with, and will be manageable.
Understandably, employers look to hire low-risk candidates, defined by:
Having a track record of delivering measurable outcomes.
Coming across as someone who won’t be a disruptor (you’ll make things easier, not harder).
Employers aren’t interested in your experience per se; they’re interested in the value you added to your previous employer’s profitability, which you ideally will add to their business. Approaching your job search with “Here’s what I do” triggers the question, “So what?”
- "I'm fluent in Tagalog."
- "I'm proficient in Excel."
- "I managed a help desk."
- "I'm creative."
- "Results-driven leader with a proven track record."
Due to their intangibility, employers no longer take self-promotion statements, which are usually grandiose, or opinions about oneself, seriously. I’ve lost count of how many candidates talk a good game about themselves, but upon further due diligence (an assessment test, completing an assignment, asking ‘Tell me a time when’ questions), it became clear that talking a good game was their primary skill.
Recruiters and hiring managers scan resumes and LinkedIn profiles for numbers and context, not soft skills or empty phrases. Results outweigh opinions. Employers are only interested in hiring candidates who can deliver results. When was the last time you made a purchase—remember, hiring is equivalent to making a purchase—without considering the expected result(s)?
In 2025, secured $1.5M in new business contracts by targeting businesses that serve Toronto’s Filipino community.
Created a custom automated Excel template that cuts the time to generate weekly sales analysis reports by 80%.
Implemented Zendesk AI Agents, reducing IT support’s average daily call volume from 850 to 680, a 20% decrease.
Launched Wayne Enterprise’s new anti-frizz shampoo by producing and posting 20 engaging 30-second videos on its social media channels, resulting in a 28% increase in conversion rate over the previous launch, a colour-enhancing shampoo.
Managed a $10M annual capital expenditure budget spanning 4 divisions. Achieved 15% savings in 2025 through vendor renegotiations.
Shifting from “What do I want to say about myself?” to “What evidence can I provide that I’m the solution to this employer’s problems?” will create “connects” between you and employers rather than disconnects. Reflect on how your skills have led to measurable outcomes.
The candidates who are getting hired aren’t the ones who are shouting the loudest or checking off all the proverbial boxes. The candidates employers are having conversations with are those they believe can effectively solve the problems the role is meant to address.
For an employer to view you as a solution worth paying for, they need to see evidence that you have solved problems for your previous employers. Position yourself around the employer’s problems and needs—What employer wouldn’t want to increase their profitability?—not your resume.
Every day, job seekers tell me or post on LinkedIn, complaining about how employers hire, as if that’s a smart job-search strategy (it isn’t), that they have years of experience and expertise, yet their applications go unnoticed. No acknowledgments. No conversations. It’s their ego talking. Job seekers expecting employers to merely value their “experience” and “expertise” without providing evidence of how they impacted their previous employer’s bottom line are the ones creating much of the disconnect between job seekers and employers, and then ironically complain about “the disconnect.”
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Nick Kossovan, a well-seasoned corporate veteran, offers “unsweetened” job search advice. Send Nick your job search questions to artoffindingwork@gmail.com.