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Focus on the Needs of the Decision Maker
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Pesky Interview Questions That Keep Coming Up
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Net a New Job
Focus
on the Needs of the Decision Maker
By Don Straits, CEO, Corporate Warriors
All
too often the job seeker is focused on what he or she is
looking for in a job (i.e. income, benefits, location, function,
responsibilities, title, stature, drive time, industry,
and corporate culture). On the other hand, hiring executives
have an entirely different set of standards for what they
are seeking in candidates. If you, as a job seeker, fail
to recognize the difference, you will be history in terms
of being the candidate of choice.
Let's
explore the minds of decision makers and find their hot
buttons. When you focus your search on these factors through
your resume and through your interviews, you are more likely
to be successful.
What
are employers looking for in a job candidate?
1.
Ability to do the Job.
Sounds simple enough, but you would be amazed how
many people apply for jobs for which they are not qualified.
Before the decision makers dig deep into a candidate's background,
or invite him or her in for an interview, they must first
confirm this very basic criteria. Establish your ability
through your resume or resume portfolio by placing your
emphasis on accomplishments, results performance and insights
into emerging trends, opportunities and challenges.
2.
Initiative.
Unless you are entry level, most decision makers
are looking for someone who can "hit the ground running."
They do not want a long learning curve that requires costly
training and where the new hire cannot produce quick results.
Today's decision makers have very little patience. Demonstrate
how you quickly identified a problem or need project, initiated
an action plan, and produced bottom-line results.
3.
Job Growth.
Decision makers look for people who go beyond their
defined "job description." Show that you are adaptive
and willing to take on additional responsibility and that
you will go the extra mile to achieve success. You don't
want to be perceived as someone who is stuck in the comfort
zone and always content with the status quo.
4.
Self-Confidence.
Decision makers want to know that they can totally
put their trust in you to perform the job and produce the
desired results. They develop this trust by seeing your
confidence. Confidence can be displayed in numerous ways.
Here are just a few of the things that decision makers look
for: A) Speak with authority. Use phrases like "I can,"
"I will," and "I know." Avoid phases
like "I think," "In my opinion," and
"I feel that." B) Demonstrate a commanding presence
by your appearance, posture, eye contact, and body language.
C) Show your track record of ongoing success. Decision makers
will not have confidence in you if they can only see a few
accomplishments scattered over several years.
5.
Leadership.
Leadership is not reserved for senior executives
or managers. For example, a janitor can show leadership
by finding a better way to do his/her job, by setting a
great example for his/her peers, or by finding ways to cut
costs through more effective cleaning equipment or a new
supplier for less expensive cleaning materials. Leadership
is a rare commodity. Show decision makers that you have
the courage to take a leadership role, regardless of your
level or function.
6.
Compatibility.
Much to the regret of some people, decision makers
look for a certain amount of conformity. This does not mean
you must be the quintessential "Dilbert." Rather,
organizations seek people whose personality style and behavior
match the requirements of the job and the corporate culture.
For example, we all know about the employee who is never
happy with anything, is a continual whiner, and always finds
fault with everyone else. During your interviews, avoid
criticizing your former employer or placing blame on others
for why things didn't get done. Always demonstrate your
positive mental attitude (PMA).
7.
Attitude.
OK, we wrapped up number six by mentioning your
PMA. Let's build on that. If you want to be the standard
by which all others are measured, then walk in the door
with a high energy level, tons of enthusiasm, a zest for
living, and the determination to be the very best at whatever
you do. Enthusiasm is infectious. Others feed on it. It
is motivating and drives others to higher levels of productivity
and success. Show your enthusiasm every chance you get and
you dramatically increase your chances of being hired.
8.
Social Skills/Interests/Involvement.
In today's business world, it seems that professional
courtesy and conduct are from another era. You can never
say please and thank you enough. Give credit and praise
to others. During your interview talk about the team's performance
and the contribution that everyone else brought to your
projects or your job. Show your interest in what others
were working on and how you were willing to help. Show your
involvement in organization activities-both social and professional.
9.
Integrity.
Over the past few years we have witnessed the tragic
abuse of authority and total lack of integrity by many of
our nation's top senior level executives. Many have gone
to jail and others will probably soon follow. Needless to
say, this is a powerful message to everyone. Demonstrate
your uncompromising integrity, professional ethics and personal
morals. If a decision maker wants you to "wink"
at laws or professional conduct, you don't want to work
for that company.
10.
Communication Skills.
We can't ever communicate too much. I admit that
companies often have too many meetings, but I don't equate
those meetings to communication. A good communicator possesses
outstanding written and oral skills and knows how to use
them effectively. Demonstrate to the decision maker how
you continually use communication skills to achieve your
goals. There is a lot of information here to absorb and
it is difficult to hit all of these hot buttons through
your resume and interviews. But by being aware of these
hot buttons you can consciously try to touch on as many
as possible. Instead of focusing on what you want, focus
on what the employer wants and you will land that next job.
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Pesky Interview Questions That Keep
Coming Up
By Carole Martin
JobDig: Weekly Employment Newspaper, Volume 2, Edition
7
Those same questions keep coming up -- in every interview.
They can be tough ones because they are about you and your
thinking process. Preparing for them ahead of time can save
you some grief during the interview.
What are your weaknesses?
The most dreaded question of all. Handle this question by
minimizing the weakness and emphasizing the strengths. Stay
away from personal qualities and concentrate on professional
traits:
"I am always working to improve my communication skills
so that I can be a more effective presenter. I recently
joined Toastmasters which I find very helpful."
Why should we hire you?
Prepare and know your product -- YOU! Summarize your experiences:
"With five years' experience working in the financial industry,
and my proven record of saving the company money, I could
make a big difference in your company. I am confident I
would be a great addition to your team."
Why do you want to work here?
The interviewer is listening for an answer that indicates
you've given this some thought, and are not sending out
resumes just because there is an opening. Doing research
should give you plenty of reasons why you want to work there.
As an example, "I've selected key companies whose mission
statements are in line with my values, where I know I could
be excited about what the company does, and this company
is very high on my list of desirable choices."
What are your goals?
Sometimes it's best to talk about short-term and intermediate
goals, and not lock yourself into the distant future. Something
like, "My immediate goal is to get a job in a growth-oriented
company. My long-term goal will depend on where the company
goes. I hope to eventually grow into a position of additional
responsibility."
Why did you leave (are you leaving) your job?
This question is almost a certainty. If you are unemployed,
put you're leaving in a positive context: "I managed to
survive two down-sizings, but the third round was a 20%
reduction in force, which included me." If you are employed,
focus on what you want in your next job: "After two years,
I made the decision to look for a company that is team-focused,
where I can add my experience."
When were you most satisfied in your job?
The interviewer wants to know what motivates you. If you
can relate an example of a job or project when you were
excited, the interviewer will get an idea of your preferences.
"I was very satisfied in my last job because I worked directly
with the customers and their problems; that is an important
part of the job for me."
What can you do for us that other candidates can't?
What makes you unique? This will take an assessment of your
experiences, skills and traits. What makes you stand out?
After your assessment, bring it all together in a concise
manner: "I have a unique combination of strong technical
skills, and the ability to build strong customer relationships.
This allows me to use my knowledge, and break down information
to be user friendly."
What are three positive things your last boss would say
about you?
It's time to pull out your old performance appraisals and
boss's quotes. This is a great way to brag about yourself
through someone else's words: "My boss has told me that
I am the best designer he has ever had. He knows he can
rely on me, and he likes my sense of humor."
What
salary are you seeking?
It is to your advantage if the employer tells you the "range"
first. Prepare by knowing the "going rate" in your area,
and your bottom line or "walk away" point. One possible
answer would be:
"I am sure when the time comes we can agree on a reasonable
amount. In what range do you typically pay someone with
my background?"
There is no way of predicting which questions will be asked
in an interview, but by reviewing some of the "most common"
questions you will begin to focus on how to present yourself
in the most positive manner.
Carole Martin is a thoroughbred interview coach. Celebrated
author, trainer, and mentor, Carole can give you interviewing
tips like no one else can. Subscribe to her free email newsletter,
"Interview Fitness Training." at www.interviewcoach.com.
Her workbook, "Interview Fitness Training - A Workout With
the Interview Coach," has sold thousands of copies world-wide
and she has just released her latest book, "Boost Your Interview
IQ," both available on Amazon.com.
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Net a New Job: Successful job searches
combine high-tech internet and old-fashioned networking
By Vicki Lawrence
Career Focus, Spring/Summer 2004.
Over four million people go online every day looking for job
information, according to a recent Pew Internet and American
Life study. Many of them are using the huge national job boards,
such as Monster, Career-Builder, and HotJobs. At such locations
they can see job postings in a wide range of occupations from
around the country. Users can apply for individual job openings
and post their resumes online, where they can be viewed by
recruiters after being sorted by relevant keywords.
In fact, the national job boards have become so popular in
the last couple of years that they are becoming victims of
their own success. Monster has boasted of 15 million resumes
in its active database, but what is any individual's chance
of being the one discovered in that ocean of applicants? Not
surprisingly, job seekers are reporting growing frustration
and decreasing results from the large boards, as documented
in the annual reports on the state of Internet job-hunting
conducted by the online service Quintessential Careers.
Quintessential Careers reports that the career sites created
and contained by individual companies - usually large national
corporations - are now the "hot spots for Internet job-hunting."
The pharmaceutical giant, Pfizer, Inc., for example, strongly
encourages all applicants to submit their resumes electronically.
"The days of dropping off a cold resume have passed away,"
says Richard T. Chambers, a Pfizer spokesperson. "The online
resume is the most effective way to apply. If you're interested
in Pfizer, get into our database."
So is this the way to find the job of your dreams? Well, maybe.
Better to target than to broadcast
Using the Net to research careers and opportunities makes
sense. It's a great way to get information. And if you're
interested in working for a large corporation or in a distant
location, posting your resume on a job board, either national
or corporate, is a quick and simple way to apply for many
positions and to make your resume available to recruiters
even before a position is posted.
But there are pitfalls. On the big national boards, according
to Quintessential Careers, some jobs might be bogus or misrepresented,
listed by companies or employment agencies eager to see who's
out there but without much to offer. Advertisers and spammers
are another hazard. To counter a flood of e-mails offering
get-rich-quick schemes, some applicants recommend listing
a separate e-mail address for online applications. More serious
privacy concerns have also arisen, including identity theft.
The corporate boards seem to be a better choice for many people.
But even so, some boards have rigid formats that may not do
a good job of reflecting your actual experience or abilities.
If the site will not allow you to post your resume substantially
intact, you might want to see if you can post a link to your
own Web site, where you can display your version of your resume,
along with any other relevant information.
If that option isn't available, and you feel that you cannot
present yourself will in the format you have to use, it might
be wise to evaluate how important that company is to you.
There are a lot of sites out there, and there should be a
limit to how much time put in at a place that won't let you
give it your best shot.
Choose your words carefully
In any case, be sure to pack your resume with the keywords
that signify your level of education, experience, and achievement.
Remember, a machine will be deciding which stack your resume
goes into. Don't expect it to read between the lines. Use
action words and list concrete accomplishments that will be
meaningful to employers in your field.
Another potential problem can be the need to update. Resumes
are usually sorted in reverse chronological order - the most
recent submitted is the first one pulled up. Some experts
recommend updating your file once a week, just so that it
will appear near the top of the stack. But Chambers disagrees.
"It's more important to update when the resume needs updating
-a new degree, new duties or accomplishments. It behooves
the recruiter to look through the stack at who's available.
You want to hire the best person for the job." He's right,
but at the very least, check in often enough to keep your
resume in the active database.
If you know what part of the country you want to be in, you
should check out a local online board in that area. Another
good source that is often overlooked are sites listing jobs
in a particular field or profession.
From Net to network
But remember to watch how much time you spend at the keyboard.
Job boards are one tool, not the only tool. Eighty percent
of Americans work for companies with fewer than 100 employees,
and those companies are unlikely to have a large Internet
presence. In fact, according to studies reported in Quintessential
Careers, online applications account for only 21 percent of
company hires, while over 50 percent of hires come from some
form of networking.
Networking is still the most effective way by far to land
a job, and it is all the more important now that the online
process is making applying for a job ever more impersonal.
Don't just post your resume, use the Internet to research
that company or to track down names and contact information.
Then get up from your desk and go out and meet people.
Along with advising you to get your resume into the system,
Chambers urges job hunters not to underestimate the power
of networking. "Even students - especially students - should
get involved with professional organizations in their fields,"
he says. "Even local professional groups are good. Or service
groups. Get involved with the Rotary. The knowledge of who's
doing what and where there's an opening is always important."
-CF
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