Do references matter in a job search?

When a company requests references on a job application, you might be tempted to skip it, thinking, "Doesn't my work history speak for itself? Won't my references just say good things about me? Do employers even call references?" However, a new CareerBuilder study finds that employers pay attention to what your references say. In fact, 69 percent of employers say they've changed their mind about a candidate after speaking with a reference.

The national study surveyed hiring managers, human-resources professionals and workers across industries and company sizes to find out what matters when it comes to references.

What hiring managers and employers know
References do matter to potential employers, and they come up earlier in the hiring process than you may think. According to the study, 80 percent of employers say they contact references when evaluating potential employees. Sixteen percent of those employers will contact references even before they call the candidate for a job interview.

What your references say about you could make or break a job offer. Sixty-nine percent of employers say they have changed their mind about a candidate after speaking with a reference. Of those employers, 47 percent had a less favorable opinion and 23 percent had a more favorable opinion.

However, not everybody is convinced references matter. Thirty-one percent of those surveyed say references haven't swayed their decisions on a candidate one way or the other.

Video: Do references really matter?

What job seekers should know
It may take extra time to gather contact information and include it in your job-application materials, but hiring managers do notice the quality of references, as well as their existence: 29 percent of employers who have contacted references report that they have caught a fake reference on a candidate's application. When a reference is contacted by a potential employer, it's not always guaranteed he will sing your praises: 62 percent of employers who contacted a reference say the reference didn't have good things to say about the candidate.

You can improve your odds of getting a great review by notifying your references and mentioning what type of job you're seeking. Don't surprise your references and risk a short, uninformative review. Fifteen percent of workers report that they have listed someone as a reference without telling that person.

How many references should you include? Seventy percent of workers report that they provide three or more references when applying to jobs. Ten percent say they typically don't provide any references, which can be a mistake. If you leave references off, a hiring manager might think it's because past employers and clients wouldn't recommend you.

Most employers notice references, so it's important to choose yours carefully. "You want to make sure you are including your biggest cheerleaders among your job references," says Rosemary Haefner, vice president of human resources at CareerBuilder. "Before choosing someone, ask yourself, 'Did this person understand my full scope of responsibilities? Can he or she vouch for my skills, accomplishments and work ethic?' You also want to make sure that you ask your former colleagues if you can list them as a reference. If someone is unwilling, it helps you to avoid a potentially awkward or damaging interaction with an employer of interest."

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Susan Ricker is a writer and blogger for CareerBuilder.com and its job blog, The Work Buzz. She researches and writes about job search strategy, career management, hiring trends and workplace issues.