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Do Your Homework Before the Big Interview
Once upon a time -- three years ago -- a job seeker landed an interview,
skimmed the prospective employer's annual report, wowed the hiring
manager with a few company facts and strolled into his dream job.
That late-'90s fairy tale rarely comes true these days. With employers
controlling the labor market, candidates have to give it their all
when preparing for interviews. And that includes mounting a broad
and deep search for relevant information about the position, the company,
the industry and even the interviewer. Luckily for you, diverse resources,
many of them free or cheap and available on the Internet, enable you
to achieve that competitive edge if you're willing to put your nose
to the grindstone -- or computer monitor.
Employers' Web Sites
Your prospective employer's corporate Web site is the best place to
see the company as it wants to be seen. Do check out that annual report,
but also look for a “press room” or “company news”
page that links to recent news releases. As you mull all this information,
consider how the open position, as detailed in the job posting, relates
to the company's mission.
But don't stop there. Use the company site's search facility to query
the names of the hiring manager and any others on your interview dance
card. You may retrieve bio pages or press releases that give you insight
into their most visible activities at the company. “Learning
about the interviewer is probably the most valuable thing you can
do,” says Ron Fry, author of 101 Great Answers to the Toughest
Interview Questions.
Research Sources
Next, get some vital statistics and independent perspectives on your
prospective employer. Hoover's Online, for one, provides capsule descriptions,
financial data and a list of competitors for thousands of large corporations.
Your 401k or mutual fund account with a major broker likely provides
more detailed research on publicly traded companies and industries,
free of charge. “You may be able to go to competitors for the
prospective employer's financials,” says Joyce Lain Kennedy,
Los Angeles Times career columnist and author of Job Interviews for
Dummies .
News Sources
Now broaden your perspective and see what general-interest and business
publications and Web sites are writing about the employer and its
industry. You can find a wide range of media outlets at NewsLink,
notes Kennedy. Search national publications for news on major corporations;
use hometown newspapers to learn about small businesses and how big
businesses interact with their local communities. Refdesk and bizjournals.com
also offer gateways to journalism on companies and industries.
Trade Journals
Taking cues from your research so far, drill down into your target
company and its place in the industry by looking at trade journals
and other specialized publications. “Get a few months of the
relevant trade journal,” advises Fry. “You're going to find
out about new products and what the trade is saying about the company.”
You may find hard copies of trade journals at university or public
libraries. Some journals are available for free or by subscription
through their own Web sites; the full text of thousands more is available
through periodical databases like ProQuest and InfoTrac. You may even
be able to access InfoTrac for free via the Web, using just the membership
number on your public library card. Contact your local library for
details.
Industry Directories
By now, you've probably got some very specific issues regarding the
employer and your potential role there. Go directly to the grapevine
by making contact with other workers at your target company or elsewhere
in the industry. “If you belong to a professional organization,
go to its directory,” says Marilyn Pincus, author of Interview
Strategies that Lead to Job Offers. If you don't belong, consider
joining; check out the American Society of Association Executives'
gateway to associations.
Google
Finally, if you hope to have a company ogling you, try Googling them
first. You just might come up with a nugget you would have missed
otherwise.
While you're at it, Google yourself to make sure you and the interviewer
are on the same page. Because if he's savvy, he's doing unto you as
you've just done unto him and his company.
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Job Interview Outline
I. ESTABLISH RAPPORT
- Smile, Handshake, Eye Contact
- Be enthusiastic / energetic
- Introduce yourself
- Mention any person you have in common.
- Tell the interviewer you are excited to be there.
II. ESTABLISH YOUR ABILITY TO BE AFFECTIVE
- Answer questions in a brief and positive manner.
- Never say anything negative about yourself, a previous boss
or company.
- Pause before answering to give your brain a chance to catch
up. Then answer focusing on your skills, qualities and achievements.
- Anticipate tough questions relating to your background and memorize
positive responses.
- Do not give specific numbers when asked about current salary
or salary requirements.
III. CLOSE
- Tell the interviewer you are excited about the opportunity.
- Make a strong statement indicating the contribution you could
make.
- Ask for the next interview or job (whichever seems appropriate).
- To ask for the next interview say: “I am excited about
the opportunity that we have been discussing. I feel that
my ability to…will allow me to make a significant contribution
to your organization. I would like to move forward. What is
our next step?”
- To ask for the job say: “I am excited about the opportunity
that we have been discussing. I feel that my ability to…will
allow me to make a significant contribution to your organization.
“What questions can I answer before you can offer me
the position?”
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Effective
Interviewing Strategies
- An
interview is never an informal “heart to heart” conversation.
An interview is always a formal sales meeting.
- The
candidate is selling his or her skill sets and experience to the
interviewer who is the client.
- The
candidate must always prepare for an interview/sales call just
as the candidate would prepare for a sales meeting with a new
prospective client.
- The
candidate must organize/structure/control the interview just as
the candidate organizes/structures/controls his or hers sales
meetings.
Suggestions for organizing/structuring/controlling the interview
“BREAKING
THE ICE”
“ Look, act and speak professionally”
The “beautiful baby” syndrome- (When you go to someone’s
home and tell them they have a beautiful baby-they love you for it.)
Think of the interviewer’s company as his or her “BABY”.
Say why you like it!
THE 80/20 RULE
-
The candidate could spend 20% of the interview time asking due
diligence questions. The issues are how many questions, what type
of questions and why you must ask questions. (do not talk compensation
prematurely)
-
80% of the interview time should be spent selling your skill sets
and experience to the interviewer/client
Steps
in selling Your skill sets and experience to the interviewer /client
continued:
- “Bright
Eyed and Bushy Tailed”
- What
do you want, I got it and here are specific examples.
- Do
you have any concerns?
- What
and when is the next step?
- If
possible, ask for the interviewer’s business card. This will
provide the correct spelling of his/her name, correct title and
complete address. This information will be required for your follow-up
letter.
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Interview Essentials
Companies want to hire competent, successful, articulate executives,
yet the very first encounter between the candidate and company often
places the candidate in a particularly stressful and uncomfortable
situation: The interview.
The reality is you must deal with the hiring process as it exists.
To accomplish that, you must learn how to comfortably manage and control
your interviews. Here are five key strategies to help ensure interview
success:
Sell It to Me, Don't Tell It to Me
Interviews are the time to sell what you have accomplished, not simply
to tell what you've done. For example, if you're asked how many people
you managed in your last position, it's tempting to quickly respond,
"I had a team of 35." However, a much stronger response
is, "My staff at IBM included 35 professionals and support personnel.
Not only was I responsible for managing those individuals, but I also
directed all recruitment and hiring activities, set salaries, designed
bonus plans, facilitated the annual performance review process and
projected long-term staffing requirements. What's more, my team increased
annual sales by more than 35 percent within just one year."
Turn Every Negative into a Positive
What do you do if your interviewer asks about your experience working
with Excel spreadsheets and you have none? Don't simply say you don't
know Excel. Instead, use related experiences to illustrate you have
some relevant knowledge. For example, you could answer, "I have
extensive experience designing Lotus spreadsheets, so I'm sure getting
a handle on Excel won't take any time at all." Then, even though
you've been honest, you've positively positioned yourself and your
knowledge.
Big to Little
When someone asks you about your experience with mergers and acquisitions,
use the big-to- little strategy to organize your thoughts, respond
seamlessly and make it easy for your interviewer to understand your
specific experience. Start big, with an overview of your experience
in M&A transactions -- just a short description of your overall
scope and depth of experience. Then, follow up with smaller details
-- two to four specific achievements, projects or highlights that
are directly related. You might talk about your involvement in due
diligence, negotiations, transactions or acquisition integration.
In essence, you're communicating, "This is what I know, and this
is how well I've done it."
Remember, You've Already Passed the First Test
You're nervous. You're sitting in the executive conference room with
the president, CFO and two executive VPs. Take a deep breath and remember
you've already passed the first test, generally a phone screening.
And if it's a job at the level where your first interview is with
the company's top executives, you know they're interested or they
wouldn't be taking the time to interview you. Therefore, go into the
interview knowing you've already got them on the hook. Be confident,
yet not boastful.
Take
the Initiative
You're nearing the interview's close, and you had wanted to share
your experience in supply chain management. However, the topic was
never brought up. It is your responsibility to introduce it into
the conversation. You might comment, "Before we end, I'd like
to share one more thing with you that I think is important to the
position and my fit within your organization." Then proceed
with sharing the information. You must take the initiative during
an interview to be sure you have communicated all that is of value.
There is no doubt interviewing is a stressful and often difficult
situation. However, it's your professional life on the line. Walk
into each interview knowing what information you want to communicate.
Quietly control the interview to be sure you paint a picture of
knowledge and success as you position yourself for an offer.
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How to Ace Your Interview
The interview is the most important aspect of any job hunt. The
impression you make on an employer will likely be the reason you
do or do not get a job offer. Preparing in advance can help lower
your stress level and help you perform better during the process.
PREPARE
• Research the company to learn as much as you can. Use the
information to demonstrate your knowledge and interest during the
interview.
• Rehearse. Practice your facial expression, eye contact, handshake
and body language. Review likely interview questions and practice
answering them.
• Catalog your skills. Bring a list with you, as necessary,
and make sure you're ready to tell the interviewer what you have
done, and what you can do for him.
• Allow at least two hours for the interview. Some employers
want to spend the best part of a day with you, have you meet a number
of people, tour the facility, take preemployment screening tests
and so forth. It's a mistake to feel rushed, or to leave the impression
you have more important things to do than participate in the interview.
• Dress as though you're ready and enthusiastic to go to work.
Professionals tend to dress professionally: Men usually wear ties,
dress shoes and often a sportscoat. Women always wear hosiery and
dress shoes. Go easy on the trendy; avoid displaying anything --
tattoos, nose rings, makeup, etc. -- that may take attention away
from your skills and qualifications, unless you are interviewing
at a place where everyone -- managers, employees and customers alike
-- dresses in that style.
• Go alone. Don't bring a friend or relative. If someone takes
you to the interview, leave him outside the waiting room or store.
Arrange to meet after the interview.
• Arrive a few minutes early. Always make sure you allow extra
time if you are unfamiliar with the location.
AT THE INTERVIEW
• Be polite. Show respect to everyone you meet, whether it's
the boss, the secretary or a prospective coworker.
• Focus on what you can offer the interviewer to address his
problems. Don't talk about how the job or company can help you solve
your problems.
• Bring a fact sheet or resume with you. Even if the interviewer
has a copy, another can be useful for you to refer to as you answer
questions.
• Think about what the interviewer really wants to know. Think
of yourself as a retail product with features and benefits you want
to sell, and gear your answers accordingly.
• What are your features? For example, you offer excellent
interpersonal skills, loyalty, enthusiasm and a passion for helping
people.
• How will your features benefit the employer? For example,
you will do whatever it takes to satisfy your customers, work cooperatively
with others and help the company triumph over its competitors.
• Prepare a few questions to ask -- three to five is a good
number. Asking well-thought-out questions lifts you above the rest
of the pack of applicants. Questions demonstrate that you've done
your homework about the company, and that you're as interested in
finding out how you'll fit in and achieve your career goals as they
are in learning if you're the right person for the job. You may
not have as much time as you'd like to ask all your questions, so
plan to ask the most important questions first, in case the interviewer
closes the interview before you've had time to ask them all.
• Never, ever ask about salary, vacation or other benefits
during a job interview. Doing so communicates that you are only
interested in what you are going to get out of the job. Remember,
the point of the interview is to communicate what you have to offer
the employer, not the other way around. The time to talk about money
and other goodies is after the employer has offered you the job.
• Make hiring you the easiest decision an employer can make.
Follow up with a thank-you letter to the interviewer or a phone
call to let him or her know you are interested.
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Salary
Questions
It is usually best to have the recruiter negotiate the salary. So
when compensation comes up in the interview, defer to the recruiter.
However, there will be times when you will be in a position where
you must answer the following:
1. How much are you looking for?
Answer with a question, e.g., "What is the salary range for
similar jobs in your company?" If the interviewer doesn't answer,
then give a range of what you understand you are worth in the marketplace.
2. How much do you expect if we offer this position to you?
Be careful; the market value of the job may be the key answer, e.g.,
"My understanding is that a job like the one you're describing
may be in the range of $______."
3.What kind of salary are you worth?
Have a specific figure in mind…don't be hesitant.
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FAS
Search Follow-Up Letter Template
We suggest that you use the following FAS Management Search follow-up
letter template as an inspiration. However, please note that this
specific sample follow-up letter has been used as a guide by many
candidates with our clients in the past. Thus, please use this sample
letter solely as an inspiration in writing your own follow-up letter.
Dear
Mr. Smith:
I would like to thank you for your time and consideration during
my interview last week.
I am very interested in pursuing this Dallas based Senior Systems
opportunity. I believe that my experience and skill sets match your
selection criteria. I have:
• Worked extensively with relational database technology and
4 GL tools
• 5 years of pre-sales and product presentation experience.
• 8 years of consulting experience interfacing with many clients
in diverse industries.
• A well-developed ability to identify problems and implement
fast and reliable solutions.
I will continue this interview process with Mr. Smith early next
week in your Dallas office.
I look forward to becoming a strong contributing ABC Company team
member in the future.
Sincerely,
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