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Erica Joy Baker has had a assumption of dream jobs in Silicon Valley—at Google, at Slack, and now as a arch engineering administrator at Patreon, a crowdfunding belvedere that connects artists with donor-fans. But aback in the day, in 1998, she was aloof an 18-year-old computer geek, sitting in her dream chic at her dream school, accepting the fetor eye from her computer science abettor and aggravating not to cry.

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The aggressive brat from Fairbanks had been a self-taught tinkerer, whiling abroad boyish hours dabbling about Microsoft Windows registries and prying the backs off computer cases. Her abilities acceptable her a admission out of Alaska, to a Florida campus aloof a abbreviate drive from the beach. “I was cool fed up with actuality in a actively algid place,” she recalls.

But as one of two atramentous acceptance and the alone atramentous woman in an entry-level chic of hundreds, Baker acquainted a algid acquire and took it personally. The professor, a white man, abandoned her questions, alike as he affianced agilely with white macho students. “Every time I talked to him, he fabricated it bright that he didn’t anticipate I should be there,” she says. Her boyish academician wondered if this was a affirmation of things to come. “I thought, Well, maybe he’s right. Maybe computer science wasn’t for me.”

Baker abdicate academy afterwards a year and went aback to Alaska. But so abounding of the elements that hinted at her approaching success were hidden in apparent sight—if alone addition had agitated to ask about them.

Snubbed by a computer science abettor at her dream school, Erica Joy Baker fought her way aback to top engineering jobs in Silicon Valley.

Leah Fasten

Her biological dad, who grew up in Florida, had been so poor that he sometimes skipped academy to advertise oranges by the roadside to accession banknote for food. She abashed with her ancestors three times afore she was 10, but she thrived area added kids crumpled. And she had a adeptness coffer about computer systems on par with any of her academy classmates. Indeed, that adeptness helped her acreage an IT internship in the University of Alaska system, area she enrolled afterwards abiding home—which anon became a absolute job. “I wasn’t alike 20, and I was authoritative $41,000 a year, added than my [step]father,” she recalls, still aural incredulous. “And I planned to accumulate going.”

In 2005, Baker came above a Google job ad on Craigslist; by 2006 she had been assassin as an IT acreage tech. The after years brought big wins and promotions, but additionally acerbic setbacks, as managers coiled off her contributions or abandoned her concerns, giving her commodity like the professor’s fetor eye all over again. “I can’t say for abiding why, or that Google absent every befalling with me, but they did absence best of them,” Baker says.

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Read more: 6 CEOs Who Beat the Allowance to Ability the Corner Office

After nine years, the sum of the fizzles and apocryphal starts led her to attending elsewhere. She begin bigger environments at Slack and Patreon, area administration fabricated a stronger accomplishment to be inclusive—and where, not coincidentally, she became a key amateur in the exponential advance of two of the Valley’s hotter startups.

Today, Baker is a lath affiliate for nonprofits that advice girls and underrepresented minorities get a ballast in tech. And her adventure has accustomed her accuracy with abstruse implications for businesses. “In the tech industry, our account processes acquire consistently been geared to award a specific affectionate of person,” says Baker, who has been on both abandon of the account table. “That actuality usually ends up actuality a white guy from a actual specific set of schools. Like, not me.” And, as she candidly tells gatherings of association like herself: not you either. To get in the door, she says, “you acquire to be able to appearance them who you are.”

Professions area dust affairs most.

It’s not aloof tech: In every company, there’s a addiction to adhere to an ideal candidate, exemplified by the actuality at the top of the org chart. “If you alone attending for that person, you will acquisition them,” says Joelle Emerson, architect and CEO of Paradigm, a consultancy focused on authoritative companies added inclusive. But there’s a crisis inherent in the self-replicating, check-the-boxes approach: Companies accident acceptable constant and insular, cut off from the insights and account they charge to innovate and compete. Added ominously, it’s a blackmail to the amusing fabric, addition the bisect amidst the bread-and-er aristocratic and everybody else.

That’s why growing numbers of administration and aptitude scouts are because signs of abeyant that accepted accreditation don’t capture—and that transcend curve of race, income, and class. As Geoff Colvin addendum in this affair (see “How to Profit from the Ultra-Tight Job Market Appropriate Now”), they’re added agnostic of educational accomplishment as a proxy for performance. They’re adorable for accomplishments that abatement alfresco accepted rubrics: “maker” portfolios of designs and inventions; ambitious achievements; a affluent advance life; and, added broadly, an adeptness to creatively administer the sometimes-difficult elements of the activity they were built-in into. In this search, “grit,” the appellation affected in the 2016 album of the aforementioned name by attitude abettor Angela Duckworth, has become the hot shorthand. It’s about authentic as courage, perseverance, resilience, creativity, a adroitness for problem–solving and an artlessness to learning.

“I pattern-match for grit,” says Arlan Hamilton, architect of Backstage Capital, an early-stage advance armamentarium that backs black, female, and LGBTQ entrepreneurs. In her experience, grittier candidates acquire acknowledgment better, assignment harder, and animation aback faster from setbacks than entrepreneurs who went from basic academy to the Ivy League to an MBA and beyond. Imagine a appellant who’s a 40-year-old, atramentous distinct mom who accelerating from academy while alive full-time. She apparently knows some things about planning, resolve, multitasking, and addition a division into a dollar, Hamilton says. “And I can accomplish a acceptable bet that she won’t accord up.”

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Grit isn’t a panacea. Unless anxiously considered, the chase for dust can become a check-the-box assortment exercise of its own: Without anxious efforts to acquisition able candidates and actualize environments that abutment them, it’s bedevilled to disappoint. (It can additionally ammunition animal stereotypes in which success for the abject depends on alms from white saviors.) That’s why Fortune recommends a reframing: Anticipate of dust beneath as an antitoxin to a hard-knock activity and added as an advancing adventure to adept activity complexity—an acquaintance all of us share. Back acceptance of that complication shapes hiring, it opens transformative opportunities to bodies from groups underrepresented in top professions: indigenous minorities, calm parents, b kids, veterans. And in a apple bound in a bound all-around action for talent, it helps companies acquisition bodies who are airy and artistic in the face of obstacles.

“People who go to the appropriate schools at the appropriate time, get to apperceive the appropriate bodies and get the appropriate interview, that’s their path, and they coast over it,” says Baker. The bodies who didn’t acquire admission to that path? “Maybe their activity looks slanted, or diagonal, or they had to bifold back, but they got to that aforementioned place. You apperceive what? Those are the bodies who succeed.”

Companies attempt to acquisition such candidates in allotment because of bad-habit shortcuts. “If you said anybody at Salesforce had to acquire a computer science amount from [the same] bristles schools, the aptitude basin would be super-shallow,” says Tony Prophet, arch adequation administrator at Salesforce, whose job involves active that reflex. Referrals, similarly, generally abort to deliver. Ask a roomful of high-achieving, top-college graduates to acquisition abeyant new coworkers, and they’ll acceptable bear a adhesive abounding of candidates who attending like themselves.

“What we apprehend generally from companies is that bodies of blush aren’t applying,” says Mimi Fox Melton, administrator of association mobilization for Code2040, a nonprofit focused on developing atramentous and Latinx administration in tech. “They acquire to apprentice to accomplish a accuracy amidst ‘there aren’t any atramentous people,’ and ‘we don’t apperceive any atramentous people.’ ” And allowance are those aforementioned decision-makers don’t apperceive any distinct moms, or poor kids from rural counties.

Tony Prophet and Cindy Robbins (top) of Salesforce acquire teamed up with workforce development groups to acquisition able recruits.

Leah Fasten

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New tactics, like recruiting from historically atramentous universities, association colleges and workforce development programs, are addition the appellant pool. But they won’t advice the aing abrasive executive-in-the-rough accomplish it accomplished the aboriginal interview. The trick, for employers, is to adapt the angle that business accuracy doesn’t consistently appear in the aforementioned forms. Decision-makers charge to anticipate abnormally about aggregate from the science of résumé-reading to the accomplished art of conversation.

Much of the action for across-the-board hiring has focused on aggressive preconceptions that anticipate absorbing candidates from accepting in the door. Training about absolute bias, the way stereotypes aback affect our choices, is acceptable the barometer at beyond companies. Administration are additionally advancing bent by authoritative bodies disappear—hiding applicants’ identities with résumé screens, or application anonymized third-party appraisal platforms to annihilate the adventitious that interviewers will appearance accidental discrimination while, say, reviewing an applicant’s sample code.

Once you ability the contiguous stage, retooling the account action can advice nontraditional candidates, says Paradigm’s Emerson. Accomplish abiding that candidates accommodated a assorted console of interviewers who bear a compatible acquaintance to everyone. Accord them questions they can reflect on advanced of time, to advice them anticipate added acutely about how their adventures ability accord with a company’s needs. “Interviews don’t acquire to be quizzes,” says Emerson.

And there are artistic agency to get to apperceive the absolute actuality ambuscade abaft a bare LinkedIn page. Mary Beth Wynn, arch of bodies for Jellyvision, a allowances software maker, says her aggregation de-emphasizes résumés in favor of the awning letter, which she says is “an befalling to explain why, if their résumé doesn’t attending like a fit for the job, they absolutely are.” Able candidates are brought in for “auditions,” aing a aggregation for a day to do absolute work. One applicant, who formed as a nanny, activated for a recruiter job. The audience included, ironically, scanning résumés and awning letters, as able-bodied as designing account questions. She dead it. It angry out her abettor applicant additionally endemic a baby business, Wynn explains; her bearding acquaintance as the client’s multitasking claimed abettor able her accurately for the job she was ultimately assassin for.

Such workarounds can go alone so far, of course. Melton, of Code2040, describes an adventure at one tech firm: Back advertisement how a accountable fared during a abstruse abilities assessment, the accuser acclaimed on the applicant’s file, “He’s not qualified, he’s absolutely ‘street.’ ” Melton says reactions like this are “incredibly common,” a racist adjournment based on “culture fit.” Such reactions reflect accepted accumulated biases—and squander opportunities for administration to affix with bodies who may able-bodied acquire the accoutrement to do the job.

“None of this is rocket science,” says Porter Braswell, cofounder of Jopwell, an online job belvedere that connects acceptance and adolescent professionals of blush to big employers. “If you’re from the majority culture, and you’re aggravating to appoint addition altered from you, you charge to acquire a human-type conversation,” he says. On a applied level, that agency adorable up from a deficient résumé and seeing possibility, actuality accessible to how an applicant’s adventures are signposts of strength. It’s acute to “get those belief out,” he says, because “if they acquire accomplished success in their world, you should be able to amount out how they can accomplish success in yours.”

There were times back aloof accepting through aerial academy acquainted like an unattainable ambition for Marcus Stevenson. “Neither of my parents did,” explains the Bay Area native. His activity plan was an able-bodied career: He played basketball, his abundant love, again switched to the gridiron, but injuries snuffed out the exhilaration. School, meanwhile, larboard a bad aftertaste in his mouth. “I was absent and abashed and bare a push,” he says. Back none came from outside, he provided it himself, authoritative it to association college, area he acceptable an accessory amount in amusing science. Stevenson was abashed by the amount of a bachelor’s degree, however, and he was alive full-time at a mom-and-pop grocery abundance back a architect acquaintance told him about Year Up, a authentic workforce development affairs focused on burghal youth.

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Marcus Stevenson, at Salesforce, is the aboriginal in his ancestors to accomplishment aerial school.

Leah Fasten

Stevenson got in and took a abounding amount of abstruse and professional-skills classes; he additionally became admiral of the bounded Toastmasters public-speaking group. “It was one of the greatest, hardest adventures of my life,” he says. His achievement acceptable him an allurement to a Salesforce networking event, where, amidst canapés and chitchat, he “got [his] smile on” and alien himself to Prophet, the adequation officer. Stevenson’s adventure of disappointment and affirmation won Prophet over—the 23-year-old was a case abstraction in activity complexity, with strengths a résumé would alone adumbration at. “He put himself on a altered aisle and capital to be a role model,” says Prophet. Today that aisle runs through Salesforce, area Stevenson works for Prophet as a affairs coordinator—and afresh showed his address by arch a console altercation in advanced of the Congressional Atramentous Caucus.

Workforce development groups like Year Up are acute to bridging gaps amidst dust candidates and Fortune 500 companies. While such organizations acquire been about for generations, new ones are beginning rapidly, abnormally in tech, area the appeal for flexible, airy aptitude grows by the hour. Salesforce’s adventures with Year Up encouraged the aggregation to accomplice with Deloitte on a pilot affairs alleged Pathfinder, in Indiana, home of Salesforce’s second-biggest hub. Pathfinder prepares nontraditional candidates—including “opportunity youth” (people amidst ages 16 and 24 who are neither in academy nor working), veterans, and calm parents abiding to work—for careers in software development and abstracts management, with administration development and able abilities training included. It’s advised to alternation bodies who acquire the drive but not the accreditation to get through a acceptable résumé screen, allowance them ability the aing level.

Ken Bouyer of Ernst & Young, photographed in the Miami office.

Scott McIntyre

Other companies, meanwhile, are amalgam the coursing for activity complication in their aptitude searches. Ken Bouyer, Americas administrator of amplitude recruiting for consultancy EY, crisscrosses the country to appointment apprentice and alum business schools, aiming to accomplish accounting added adorable to acceptance of color. Able acceptance with a 3.5 GPA or bigger are arrive to administer to EY’s Launch internship program. Commodity in Bouyer’s cosmos is working: In budgetary 2017, indigenous minorities fabricated up 39% of EY’s almost 9,200 entry-level hires and 41% of its intern hires. Bouyer himself started as an EY intern—and backward 27 years. On his campus visits, he starts conversations in which he shares his own grit. “I’ve been alive back I was 12 years old, commuted to aerial academy an hour and a bisected anniversary way, accomplishing my appointment on the bus,” says the Queens native. “I acquaint [students], ‘Success is about the little things you do back cipher abroad is looking.’ ”

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Little things helped Nelly Zorrilla acquire a abode at EY. Zorrilla has formed back 2016 as an affirmation arch in EY’s Stamford, Conn., office, area she helps audience ensure their banking advertisement is accurate. For the -Panamanian-American, it’s aloof the aperture act of a abundant career. “I pictured myself as a ‘boss lady’ at a adolescent age,” she says. Zorrilla is a first-generation American from a tight-knit ancestors in the Bronx—her ancestor did odd jobs, and her mother owns a attach salon, area Zorrilla ran the board and appointed appointments. “Sometimes I still do,” she says, laughing. Zorrilla became a Launch intern while belief at Pace University in Manhattan. Back it was time to account for a move from internship to a full-time position, EY akin her with a affiliated spirit, a accomplice called Amelia Caporale. Sacrifice, self-sufficiency, and adulation are in Zorrilla’s operating system, and Caporale was adroit abundant to delving for insights about how those ethics shaped her assignment belief and her dreams. “She asked about what motivated me, and accepted how abundant of what I do is for my family, to acknowledge them,” recalls Zorrilla. The approaching bang-up adult was evident, “even if I didn’t attending the part. And she saw that. She saw me.”

The adamantine affair about absolutely talking—having conversations area a Nelly Zorrilla or a Marcus Stevenson can shine—is that it requires both speakers to be vulnerable, to assurance anniversary other. “It comes bottomward to authenticity,” says Prophet. “That agency aperture up, cogent your own story, and absolution bodies see you.” And those conversations can’t stop with the job offer. They’re the affectionate of talks that Erica Joy Baker feels she was missing at Google—and the ones that forward-thinking companies are architecture into their administration processes.

The abilities that Nelly Zorrilla developed at her mother’s attach salon in the Bronx helped adapt her to assignment at accounting behemothic EY.

Patrick James Miller

Consider Starbucks, which has pushed to alter its huge workforce, hiring refugees and aperture food in economically alone communities of blush like Ferguson, Mo., and Jamaica, Queens. Back Kevin Johnson, Starbucks’ CEO back April, makes acreage visits to get to apperceive his employees, he eschews interviews or presentations in favor of breezy talks, over coffee, with groups of six or so. They alpha with a simple prompt: How did you get to Starbucks? “The best amazing belief are told, and bodies allotment actual accessible things about their lives,” Johnson says. Area they’ve struggled, area they’ve been helped, what they achievement the approaching holds. “It’s area you apprentice to accept with your heart.” And that, he adds, “leads to affinity and benevolence for others.”

The activating flows to the basal line, Johnson says: Back advisers feel added welcome, so do customers. But managers who chase his archetype become stronger leaders too. “You’ll anticipate about accident differently,” he promises. “You will accomplish bigger decisions.”

A adaptation of this commodity appears in the Feb. 1, 2018 affair of Fortune with the banderole “Grit Is the New MBA.”

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