Why Throwing Spaghetti at the Wall Does Not Work
The internet is seductive. It is so much easier to believe it holds the answers to life’s mysteries, than to imagine what it would be like without it. Granted, it really does hold a HUGE amount of information, but it still cannot replace our feelings, values or perceptions of what we hold dear. You might be thinking: what in the world does this have to do with business? And I would have to say: almost everything.
Whether you are looking for candidates, employers or service providers, making assumptions about their ability to fill a need can get you in hot water if those assumptions are not checked out. Trusting the words without evidence can backfire. Leveraging established relationships with trusted resources can help point a candidate to the right company, an employer to the properly skilled and personality matched candidate and a customer to the right service provider. In order for the recipe to work, each source needs to be accurate about their skills or needs and stop relying on “key words” as the answer.
Relying solely on information and processes devoid of real human connections tends to leave us at a disadvantage when we are attempting to build relationships. Although the written word can explain a great deal, proof comes from observable action. It is the evidence of consistent behavior that builds trust in relationships. Being able to thoroughly articulate skills/abilities, then substantiating them with evidence goes much further than using “key words” or SEO to get someone’s attention.
Candidates that are unclear about their direction or are unable to articulate their value accurately may end up in roles that are a complete mismatch. Likewise, employers that inaccurately or incompletely describe the roles they need to fill may end up wasting considerable time trying to identify the correct solution. A company that describes a culture that is contrary to what people actually experience is another source of potential conflict. The internet can provide a vehicle, but passively using it as the destination without digging for input from real, live people can lead to huge wastes of time and resources.
Although a profile can present descriptions of a person’s competence or skills, and a website can expound on an organization’s culture, learning about real life perceptions of a situation or actions requires a conversation. The proof of the pudding comes from people that have engaged with the person or business in question. It requires advance research over time, not a click and a quick connection. Passing on referrals or chasing job postings because “key words” sound familiar is insufficient. To thoroughly understand the needs of all parties and make real matches requires more thoughtful evaluation; otherwise it ends up the same as throwing spaghetti at the wall to see what sticks.
If you have been engaged in a passive search (mining databases for job postings), or if you are a recruiter relying on databases to solve your staffing needs, or if you have a business and are trying to find the right customers, it might be time to take a different course:
- Try asking tough questions of hiring managers, team members and customers to learn what’s really under the surface before you proceed. Find out where the real pain is generating from.
- Get out and talk to people, or should I say, listen to people. Networking is more than schmoozing. Prepare thoughtful questions to ask people at networking events.
- Show interest and concern. It isn’t all about you.
- Pay attention to what people/companies need before you ask for something or try to “sell” something.
- Help others. Find ways to pay it forward.
If you have received a job announcement from a recruiter that had nothing to do with your skill set, a resume from a candidate with few skills related to your needs, or spam from a business offering a service that you nor anyone in your network would be interested in buying in a million years, then I think you know what I am talking about.
Tell them to stop throwing spaghetti at the wall.
Tags: business development, careers, choosing a career, communications, job hunting, job search, networking, new jobs, unemployment
Does Your Brand Match the Promise?
Many people seem to believe networking is only about visibility, i.e., the more people that know of you, the more successful you are. Visibility to a targeted audience may come through a dressed up LinkedIn profile, personal website, Facebook page, resume or through conversation (blog, group post or in person), but it doesn’t automatically result in “relationship”. Nor does visibility necessarily lead to an accurate representation of a promise or the development of trust.
Effective referrals tend to be based on trust and the existence of a relationship that is deeper than a superficial social networking connection. A referral is typically most useful when the referring party can speak first hand to the skills or behavior of the referred party. The referring person needs to trust that the referred person can provide what has been promised. Additionally, there is a level of trust assumed by the 3rd party that the referring person will represent the referred person with accuracy. To develop trust of this nature, there must be evidence of consistent, repetitive behavior that is witnessed over time.
What sometimes gets overlooked by those asking for referrals is the need to model behavior that matches what has been promised. It’s been my experience that many times the words reflecting someone’s value proposition are nothing more than a hyped marketing pitch. The actual behavior exhibited by more than a few people is an extreme contrast to the promise.
Examples of the most notable conflicts I encounter are project managers that consistently miss deadlines or arrive late for meetings, accounting professionals that are delinquent with payments and writers that submit materials with grammatical errors and typos. Each time I observe behavior of this type (and I see this pretty frequently) I wonder what in the world they are thinking. Regardless of the verbal promise, the evidence developed through actual behavior is much more reliable. Ultimately, a person saying one thing and doing another develops a roadblock that may be impassable.
When your targeted audience observes behavior that is inconsistent with the brand that is represented through spoken words or with content in a profile or website, the seed of disbelief is planted. From that point forward, mistrust can develop quickly. In many cases, as the erosion of trust begins and mistrust grows, it may not even be articulated or acknowledged for some time. The result may be shown through passive, non action, as evidenced by reluctance to help or share information.
If you are in the market for a new or better job, or need more customers, make sure the promise offered in your branding materials is one that can be evidenced in your behavior each and every day.
The following examples are types of behaviors to be conscious of:
Project Management: Are you on time to meetings? Are you able to easily access information? Do you appear to be organized when asked for data? How well do you negotiate change? Coordinate groups?
Engineering: How well do you solve problems? Show evidence of persistence or due diligence? How well do you follow directions?
Technology: Are you able to find solutions to other’s issues quickly? Are your skills up to date? How well are you able to communicate technical concepts to nontechnical audiences?
Marketing: How clear and concise are your communications? Is your work error free? Are you able to creatively solve problems? Do you engage easily with others? Do you have a website or portfolio of written work ready when asked for samples?
Sales: Do you ask questions that will lead to further conversation when networking? Get commitments from people who promise information? Set times for following up? Deliver on promises? Find solutions for problems? Manage relationships? Are you reliable? Do you have a strong network?
Service/Support: Do you arrive to meetings or events on time? Do you look for ways to help others? Do you offer to help others or wait until asked? Are your communications on time, clear and complete?
Human Resources/Recruiting: Do you show an interest or concern for others? How well do you solve problems? Do you respond to communications from others in a timely way or with sensitivity? Do you listen for hidden meanings in conversations? Have strong relationships/networks to reply on?
If you are not “walking the talk”, it’s time to get conscious about what people see. If you have experienced a situation when the “promise didn’t match the brand”, please tell us about it and include the outcome.
Tags: communication, job hunting, managing time, networking
Came in 2nd Again?
How many times have you really knocked yourself out with extensive preparation for an interview or a proposal and learned you came in “Number 2”? It may only have been because the other candidate or company had a desired credential or specific experience you couldn’t match and the employer was forced to choose. Don’t let all your effort go to waste, especially if your research tells you that you really are a great fit for a company.
Here are some great reasons to stay in touch with interviewers/potential employers or business opportunities:
- Often times, employers believe they have made the best hiring decision, only to later learn the candidate (or supplier) exaggerated when describing their abilities or their interest in the role (or project). Typically, when there has been a misrepresentation of skill level or interest by the chosen candidate, it will be exposed pretty quickly – certainly within the first ninety days of employment. When the employer’s number one choice turns out to be a mistake, they probably won’t be looking forward to beginning their search from scratch all over again. Imagine how cool it would be for all parties if you were still in touch with them and were ready to step in!
- After grueling rounds of interviews the employer’s decision is often a tough one for them to make. They may have wanted you both but were forced to choose. In that case, you can bet if they had the opportunity to hire you for another position that was an equally good fit, they would! They won’t necessarily think of asking you about a different role if you haven’t made a point of expressing a strong interest in the company.
- All too frequently opportunities are missed because either the candidate or employer is mistakenly thinking the situation is “all or nothing” for the candidate (or supplier). If the candidate (or contractor) makes an effort to stay in touch and the need to change, add to staff, or start a new project arises again down the road, the employer is likely to be pretty excited about saving the effort of going through the entire process. If you haven’t made a point of staying in touch, an employer may not contact you because they assume you have already been snapped up by another organization. (And, maybe you have!)
The key to taking advantage of all of the effort you invested in researching and preparing is in remaining visible and being open to the conversation. You just never know.
This scenario played out many times throughout my experience as a recruiter and also with my clients in transition. It often happens with business opportunities I am presented with, as well. Please share if this has ever happened to you.
Tags: interviewing, job hunting, networking
Network Effectively to Reach Your Goals
Networking is typically the best way to learn about new opportunities, whether it is work related or otherwise. But random efforts produce random results. If you are not getting the results you had hoped for by attending events or “hanging out” with friends, then perhaps your preparation for those meetings needs a little work.
Being open and available to meet new contacts is a large part of what it takes to become aware of new opportunities, although your encounters may be unplanned or unexpected. In order to capitalize on every situation that might spring up, it is important to map out a plan, be clear about your expectations in advance and prepare questions that will actually produce helpful and appropriate information. The following steps are likely to result in more fruitful exchanges.
Have a clear goal. If you are going into conversation or meetings with people with the idea that they will “hit on” a solution for you or read your mind, you are probably not coming away with much. Setting clear goals, then identifying the objectives needed to achieve those goals, will provide you with much clearer information to help you determine what you actually need to know or learn from someone.
Prepare in advance for new connections. When using Linkedin or other social networking sites with intent beyond connecting to as many people as possible, you will be much more likely to produce favorable results. Having hundreds of new connections won’t make things happen for you unless you are clear about what you need and what you can offer. Being prepared with a specific request for information or expressing a sincere interest in meeting someone is much more likely to get a favorable response when asking for an introduction to a new contact.
Know what you don’t know. While that sounds like a contradiction, it isn’t really. If you set out to identify a solution without thinking through what it might require, then you will be all over the map. You could pot shot potential options and end up missing the mark entirely. Develop targets first (companies, customers or projects) and identify what you would need to know to be able to have a successful exchange with anyone connected with your target. By knowing what you need to learn, you are in a better position to solicit helpful inside information that can contribute to the development of a strategy to proceed on track.
Strategize. Developing a strategy and working through a carefully thought out plan typically produces a better outcome than wishing and hoping. Sure, miracles can happen. Great timing can look like a miracle. But if you haven’t had your miracle happen yet, then maybe it is time to develop a plan. Information is power, and the more you know about your target, the more you will know about how to position yourself to get where you want to be. Just ‘knowing’ someone or ‘being acquainted with’ someone isn’t enough to turn into a hot lead. Be clear about what your contacts need to know about you. Be clear about what you need to know about your contacts so your communications are appropriate and relevant.
Set the stage. Introduce yourself with a prepared statement that gives people enough information to act on your behalf without putting them to sleep. Memorize it. Know what you need to convey, in words that communicate what you would want someone to remember. Too much info will result in them forgetting most of what you said. Funny, cute and clever may get someone’s attention, but unless they have more time to learn the rest, they won’t know what they need to remember to be able to help you.
Prepare thoughtful questions. Take the time to prepare thoughtful questions of the people you encounter. Practice them enough to ensure they are on the tip of your tongue, so that you are not blurting out “do you know of any openings” or “can you refer a customer to me” before the person even knows anything about you.
Follow up. Meeting new people, but dropping the ball by failing to follow up, can end up wasting everyone’s time and energy. Make sure you take the time to follow up after every meeting or conversation in a professional and timely way, even if it was a casual or social event. Leaving a lasting impression through genuine interest and responsiveness is a good way to develop productive relationships.
Please share what you have done to prepare for networking events that has worked out well.
Tags: communication, goals, job hunting, networking
Things To Do On a Snow Day
By the time this blog is read, the Washington State “snow days” of January 2012 may be long behind us. Still, the concepts can be applied when you encounter airport closures, canceled conferences/meetings/concerts or when someone gets cold feet and pulls out of a wedding. The intent of this is not to suggest you micromanage your time to the degree of being inflexible, but to help you gain control over your time and make better choices when unplanned events create havoc.
The notion came to me when I was forced to reschedule presentations, workshops and meetings over the course of four days due to our city being almost paralyzed by snow and ice this week. (Ok, I’ll have to insert this bit of info: Seattleites are light weights. We rarely have snow or sub freezing temperatures, have lots of hills and pretty much can’t drive safely under extreme conditions. The result is that many people become housebound and services often come to a screeching halt).
As I was playing chess with my events and coordinating with the several groups of people involved regarding the rescheduling, I discovered some very interesting dynamics. None bad, just interesting. Many of the people I tried to reach by email did not respond at all. Now, it was possible their power could be out, so I decided to try calling. As it turns out, since many people’s employers were not requiring them to come in, they took the day off (literally) and were not checking email at all. Their having a day off from work turned into being “off” from everything for them.
Taking time off from everything can be a reasonable choice, if your goal is to achieve work/life balance. I am all for that. An interesting coincidence I found however was that many of the people who had taken time off from everything, were also folks that have regularly complained about never having time to network or pursue their career goals. They had been given “free” days; days without commitments and no expectations. Yet several chose to use the time to “disconnect” and “disengage” rather than “connect” and “engage” in activities that could have easily moved them closer to their goals. For others, the time was a great opportunity to connect with people electronically. I was pleased to learn that just as many people I reached were taking advantage of the free time to catch up. The contrast prompted me to consider the dynamics of each approach.
It struck me that many people get so caught up in feeling “out of control” they completely throw in the towel when free time is offered and don’t consider the choices they have. Unfortunately, without “contingency plans” for free time, it’s much easier to fall back on old habits or simply take a vacation. (If a vacation is needed, excellent!) But if the drudgery of a painful workplace or an unfulfilling career is still waiting to be faced when someone returns to a normal schedule, then it’s probably reasonable to say the unexpected “vacation” could have been better used.
You might be thinking: “If I don’t know when these events happen, how can I plan for them?” My answer is: It isn’t as important to know exactly when something will happen as it is to develop a plan for how you will react when it does. It’s kind of like earthquake preparedness. If we wait for catastrophic events to occur to move us to action, we will operate as victims, not as owners of our situations. If we prepare in advance by thinking out potential courses of action, we simply give ourselves more choices and have more power in moving ourselves in the direction we want to go.
Here are some ways to make your unexpected free time serve you better:
- Clearly define your goals.
- Set time frames for accomplishing your goals to build your accountability.
- Break all of your goals into measurable objectives.
- List all of the tasks required to achieve your objectives and goals.
- Be prepared to tackle your list of tasks ahead of schedule when free time is an option.
If getting your office cleaned out is a goal, then taking free time to tackle one small area at a time could help you build momentum. If losing weight is a goal, then using unexpected free time to exercise could help you lose more weight, sooner. (Shoveling snow is a great calorie burner!)
If finding a new employer, changing careers or building a business is included in your goals, then networking will be an important key to your success. Being prepared with a list of whom you need to contact and scripts for what you need to ask/say will allow you to jump on free time and make it work for you. (Look for more information on networking to achieve your goals in other posts).
These gifts of minutes, hours and days are exactly what could make the difference between moving forward and staying stuck where you are. The choice is yours.
What did you do on your last snow day?
Tags: choosing a career, goals, managing time, networking
Make Time for What You Want in The New Year
Most people in today’s working world are feeling the pressures of having too much to do and too little time to do it. The stress of trying to do more with less is beginning to take its toll on my productivity and of most of the people I know. The illnesses, mistakes and even accidents resulting from lack of sleep and extreme stress cost us more than what we are attempting to gain by doing too much. The realization that both time and energy are finite has prompted me to take a deeper look. This year, the buck stops here.
Over the past several years I have been on track with goals of improving my health and quality of life. It wasn’t one big thing; it was all the small adjustments to absolutely everything I do that has freed up minutes each day. That extra time has allowed me to dedicate time for activities that keep me physically fit and well (i.e., working out, sleeping and eating properly), which altogether have contributed to an improved quality of life. But it is still not enough.
Each day I become increasingly aware of the nagging feeling of moving too fast and missing something. I have missed friend’s birthdays, their children’s weddings and an elderly neighbor’s moving away party and remained unaware of some challenges close friends were facing, to name a few things I wish I had been present for. There have been far too many important occasions or life events that can’t be replicated. It’s time to take a closer look at where my time goes.
Going into the New Year, I have planned more changes that will impact my business and my daily life with the goal of improving my overall quality of life in several areas. To get started, my approach was to create a list of all of my activities and all of the people I am involved with on a daily or weekly basis. I then identified those activities that left me feeling tired or unproductive. Next, I started to identify the relationships (not done with this yet) that resulted in interactions that either left me feeling drained or cost me time with no pay back. The activities were easy enough to cease. The people side is a little tougher.
In order to make some serious changes, it takes some hard thinking (I am not done with this yet, either) and then creating a plan for changing or ending some relationships. With the first go around, I came away with a very full list of activities that still energize me, and coincidently, a long list of people whose involvement in my life consistently is a positive or productive experience. Seeing what I want to keep in my life makes it somewhat easier to remove what I don’t want.
The tough part will be putting in place new behavior that over time, will make more room for all that I want in my life. As I have learned through taking steps to improve my health, it will take small, consistent behavior changes over a period of time to reach some bigger goals for my quality of life. And, as in years past, rather than wait for the New Year to start making changes, I began the moment the thought crossed my mind.
Going forward, I will review each day to determine what could have been left out or added to improve my quality of life. Yesterday I came up with three changes and have immediately taken action on all of them. That’s a good start.
What do you want to find time and energy for in this coming year?
Tags: email, goals, job hunting, managing time
Dispelling the Myth About Resumes: It is Not Just to Get Your Foot in the Door
Years ago, we created “catchy” resumes, using sophisticated language, printing them on colored paper or even having them delivered by singing messengers to get the attention of the decision maker. Life, work and the pursuit of employment have changed since then. When sent in response to a job announcement, the chance of a resume directly reaching the decision maker without going through a screening process is slim to none. “Catchy” has been replaced with “targeted” and “to the point”. People spend many hours trying to break the recruiter’s or human resource specialist’s code to determine what will catch their eye. It seems the real value a resume offers to a candidate may get overlooked in the process of becoming “catchy” or “cute” or packed with “key words”.
An article on resumes recently hit my inbox. It started with “The purpose of a resume is to land an interview. Nothing more, nothing less.” I couldn’t disagree more. Resumes serve a greater purpose than “getting your foot in the door”. A carefully composed resume will not only nail each requirement stated in the job announcement, it will encompass the unpublished information learned through networking or conducting informational interviews. The process of researching and collecting the appropriate data for your resume does more than catch someone’s eye. It is one of the most important steps in preparing you for an interview. After all, getting in the door is not your final goal. Getting the offer is.
It has been said that a crafty, eye-catching resume is all that is needed to get your foot in the door for an interview. That may be so. Then what? How many times have you heard of a person having interview after interview, but never receives any offers? There is likely to be a good reason for that, and there is a good chance it can be tracked all the way back to their resume.
Candidates have learned how to effectively include the correct key words to catch an electronic or human eye. It is a very likely reality that whether it is a machine or a person hired to screen resumes, the screener may not know or understand the intent of the words or their relevance to the person’s experience and abilities. In an age where technology often does the selection process, it is quite likely that key words identified in a resume draw a candidate into the screening process, and in fact, may propel them all the way to a face-to-face interview. It is at that point their bluff is called, and the momentum dies. What is missing in this scenario is the ability for those candidates to apply the key words in any meaningful way once they have actually begun the interview.
One of the greater purposes of a well-crafted resume is more for the benefit of the candidate, rather than the employer. If a candidate has selected language that is used by the employer, and included specific examples of accomplishments that are relevant to the employer’s needs, there is a far greater chance the candidate will be able to use this information to their advantage during an interview. If the candidate has thoughtfully considered each piece of information included in the resume, and qualified and quantified their examples, then they most certainly have done the hardest part of the preparation required to succeed in the interview. Without completing the connections between their experiences and the employer’s needs long in advance of the interview, their ability to present that information in a meaningful way and effectively lead the employer directly to those same conclusions during an interview is vastly limited. By using only relevant examples of experience, being very clear about why they have been selected for inclusion in the resume, a candidate has built the framework for the impending conversation. The candidate, not the employer, in essence, can control the conversation. The resume is used as the “agenda” or a “cheat sheet’ for the candidate.
A well-constructed resume will include qualified and quantified information spoken in plain language that is relevant to the industry, and easy enough to understand by the lowest level screener. You must pass “go” before you move to the next level. Beyond being clear, the information provided is also an opportunity to begin building your value. Never assume that past titles or general statements will imply value, or secure a whopping salary.
Concrete, relevant examples of your work will help lay the groundwork for more extensive conversations in the interview. It will also serve as reference for the human resource representative, recruiter or decision maker at a later date when they are tasked with presenting you with an offer. Beyond using a resume as a focus point for an interview, it is also the first documentation required in establishing a candidate’s worth to the employer, and a key ingredient in an effective negotiation. Many companies have steps or grades in their salary ranges, and the human resource department determines the actual level a candidate is hired in at rather than the hiring manager. A carefully designed resume establishes proof for requesting a higher level when it is time to negotiate salary. By responding to each point identified in a detailed job announcement created by the employer, the candidate is able to clearly identify examples of their experience that support a higher level in the pay scale. By outlining clear, specific information that is directly relevant to their needs, you have begun the groundwork for a negotiation for compensation that is in the top of their pay range, or even beyond.
It is with careful planning and listening, that a candidate can parlay the information presented in the resume into answers to tough interview questions, and ultimately into evidence of why they should be at the high end of a pay scale. Without proof, reassurance, and facts, a request for negotiating more compensation is a long shot. By providing evidence from start to finish, a candidate is far more likely to negotiate a greater offer. Your request will be based on the market conditions, the company’s needs and how well you fit them, supported by factual evidence. In this market, high salaries are not effectively negotiated just because a candidate “looks good” or was able to “schmooze” his/her way through an interview. Employers rely on evidence that you will be worth what you are asking. That value begins to build the moment they read your resume.
How well is your resume working for you?
Tags: interviewing, job hunting, networking, resumes
Does Your Walk Match Your Talk?
Much of my work involves helping people become more effective at work, and if they are not working, more productive in their job searches. It is necessary for me to observe behavior and identify the ways people may be setting themselves up for disappointments or mis-communications so I can help them avoid them in the future.
Over the years I have observed and interacted with people from all professions (healthcare, IT, engineering, manufacturing, finance, marketing, sales) and have found some interesting behaviors often shared by people within specific occupations. Some behaviors are often overwhelmingly consistent. You most certainly could accuse me of stereotyping in my thinking and you would be accurate.
An example of what I see within some occupations is what most people might think when they visit a hair salon and the stylists are all having “bad hair” days. That image doesn’t really make one feel comfortable getting help with a new style, does it? Or, when we drive by a mechanic’s personal residence and see six broken down cars. I think you can catch my drift here. Regardless of the labels, my point in sharing my observations is to remind people that anyone’s behavior off the job is often seen as a reflection of what their behavior would be on the job.
That said, my intent is for readers to consider the impressions they create when interacting with others outside of the context of their “jobs”. In order for anyone to feel comfortable enough to refer you, there must be trust in the fact that you will perform well and as promised. If you exhibit any of the following behavior, please consider how that behavior impacts others’ impressions and their ability to refer you.
- If you are a Project Manager, how organized do you appear? How often do you find yourself over booking or forgetting appointments? How reliable are you? How often do you lose information or records of conversations or events? How well do you manage your time? Do you show others that you typically exercise good judgment?
- If you make a living by writing, are you proofing materials before you submit for job applications to ensure there is not one typo? How well do you communicate with others?
- If you are presenting yourself as an expert in technology, how many times do you use your “malfunctioning technology” as a reason for not completing a task or communicating in a timely way?
- If you are in science, how much effort do you put into research before you ask others for information that could be easily found on the web or through other simple research? How often do you lose important emails or important reference material?
- If you are a project coordinator or provide administrative support to others, how well do you adhere to deadlines? How often do you allow procrastination to get in the way of your accomplishing more? How well do you adapt to competing interests? Are you on time for meetings?
- If you work in a creative field, how well do you solve problems? How often do you allow outside influences to control what you do, perhaps preventing you from following through with commitments? How good are you at crafting creative solutions to obstacles that allow you to stay on task?
These examples are intended to prompt some thought, not create debates. Beyond that, I hope at least one person is compelled to work on their “professional image” before asking for their next referral.
Negotiating: Making the Interview Process Work for You
A candidate’s ultimate goal from an interview is to receive an offer of employment. The employer’s goal is to select the right candidate. Contrary to how candidates have approached interviews in the past, waiting for the interview to learn what you need to know to determine if this is the right decision, is much too late. Many employers have figured that out, too, and that is why they research candidates’ backgrounds in advance of the interview, or prefer to work with candidates referred by a trusted source. The employer will typically know what they need (not always) and what they are willing to pay (a range) in advance of an interview. If they truly don’t have a range, then it could be red flag. It may mean they haven’t researched to know what is reasonable, or worse, don’t have a budget, which means they may not be fiscally prepared to add to staff.
Regardless of how prepared or ill-prepared either party might be, every interview potentially ends with an offer and subsequently a negotiation. To retain a position of power throughout the process, the candidate’s negotiating strategy begins with their advance preparation, the resume they send and the first conversation. Contrary to popular belief, a strategy cannot begin after the offer is made. Any attempt to negotiate without a strategy is only a reaction or response. The person without a strategy is in a less powerful position than the one with a strategy.
The following examples illustrate how easy it is to lose your power prior to or during an interview, when there has been little preparation and no strategy developed prior to the first conversation. Immediately following are recommended actions to help a person maintain a position of power and to reinforce the ability to get what they want.
Ways to Lose Your Power:
1. Reacting to an opportunity without goals and a strategy. If you are unclear about what it is you really want, why and how you are going to accomplish it, it is impossible to present a compelling case for why you are a fit for the role or the company.
2. Not preparing for the call before you speak with them. Without preparation, it is too easy to get side tracked with tough questions. People say things they shouldn’t say, and say things in ways that can be easily misinterpreted.
3. Talking about money before an interviewer knows anything about you (other than what’s in you your resume). Until you have presented a case for why you are worth anything, suggesting you should have more than what they might be offering will typically close the door on the opportunity. Yes, recruiters ask what you want. Just because they ask, doesn’t mean you need to tell them. (I’d like a home in Mexico. Anybody going to pony up?)
4. Disclosing current or previous compensation. Don’t compare apples and oranges. The employer wants to know they are not wasting their time. If you are changing roles or moving from an area with a different cost of living, this information is irrelevant. There are many ways to assure them you are fine with what they may offer.
5. Making demands or setting boundaries about what you will consider before a formal offer has been presented. If they haven’t decided they really want you and absolutely have to have you, then it is premature to discuss what you want. It can tip the cart and actually prevent an offer from coming forth.
6. Assuming who the decision maker is. Don’t take any conversations lightly. A receptionist or support person may not be listed as a participant, but they certainly may be in on the hiring decision. At the very least, information they pass on about you could make a difference in the outcome later.
7. Not knowing what the interviewer’s needs are. If you over speak when talking with any interviewer (trying to sell yourself by addressing issues that are not of interest to the person in front of you), you may completely miss the opportunity to move forward.
8. Making assumptions about the interviewer’s viewpoint or company’s position on key points without clarifying their needs. Expanding on your opinion about something without being absolutely certain it is in line with their thinking leaves too much to be wrongly interpreted.
9. Emailing communication that can be interpreted badly or will lose translation. Conversation about any conflict, money or a concern of any kind should not have a permanent trail.
10. Asking questions about “what they can do for you” before you have presented value to them. Don’t imply you will have special requests before they are clear about “what you can do for them”.
11. Talking beyond the business at hand before it is a done deal. If an offer hasn’t been presented for the role that is in front of you, then changing direction midstream without fulfilling their initial need can take you completely out of the game. Discussion about future options can be interpreted as if you are not interested in the original position or are overqualified. Even though the conversation seems pleasant enough, the reality of what is still left unfilled may resurface after you have left, and you could be dropped like a hot potato.
12. Assuming any discussion is a formal offer when none has been made. You can’t assume that because one person loves you, and says everything is a go, that it is a done deal. Talk is cheap.
How to Maintain or Build Your Power:
1. Be clear about your goals and how a particular role or company will contribute to your being able to achieve them.
2. Know what you need to know about an industry to be competitive before you begin any conversation.
3. Research a company and be as aware of important information about it before you have a conversation with a recruiter or hiring manager.
4. Set the stage that money is not your highest priority, but the fit and contribution to the company’s needs are.
5. Deflect questions about current earnings. Don’t be pushed into comparing apples and oranges. Research the current market range and suggest it. Certainly finding out from inside sources prior to an interview is optimal if the range isn’t posted.
6. Find out who the real decision maker is.
7. Make sure you know what is important to every person you interview with.
8. Don’t take a stand about anything. Rather than discussing your “opinion”, tell them what you have done in the past so they don’t need to guess what actions you might take when given a tough scenario to maneuver through.
9. Ask open-ended questions to learn more about the role, department and company. Let them talk! Ask open ended-questions to build your awareness of their motivation before coming to any conclusions.
10. Discuss complex issues in person (or by phone if that is the only option other than email).Create a positive impression with all communications.
11. Save discussions about “future advancement” until they have confirmed their immediate need has been met.
12. Ask for a formal offer. Get it in writing.
Negotiating what you want after you understand their position, you are clear of what you need and an offer has been presented is much more likely to end in a win-win.
Tags: communication, compensation, interviewing
Networking: Have you made it part of your job?
An interesting point was made during my networking group’s recent discussion about how to stay in touch with people in our network. As I was offering some techniques I personally use to stay in touch with my network, someone blurted out: “But that’s your job!” Her point was that as a coach, it was my job to keep in touch with people that could assist my clients, it was my job to stay in touch with people that could provide industry insight, and it was my job to stay connected. I think you can catch the drift here. Others in the room began to giggle a bit and someone else retorted: “Networking is a part of all of our jobs!”
To many, networking has been viewed as a mandatory activity for sales people but perhaps as an extracurricular option for others, or an activity only to be pursued when a person is in between jobs. Somewhere the paradigm has shifted and many people now recognize it has become a mandatory part of everyday life for anyone in the workplace. Others have jumped on the social media bandwagon believing that “exposure” is the answer to unemployment or career development. Exposure isn’t the entire answer. Networking for effective results is really not that simple.
Social networking has prompted the medium for getting connected, but there is still a need for coaching around the concepts of why we need to be connected and how to develop or nurture new or existing relationships. Using social media to build exposure is one approach. But simple exposure does not develop relationships and does not develop trust. Relationships develop over time, not with a click and a connection. Developing relationships requires an awareness of a purpose and having an objective, followed by thoughtful communications that will support that objective.
It seems many jobseekers are under the impression that having mass visibility will not only get them a job, but that they will also automatically be happy with it. My assessment is that much like the rush to use career databases to post resumes years ago, the mad rush to use social networking sites to build visibility with the assumption that a passive approach leads to “happy ever after”, is just as unrealistic. Vast exposure with no plan or strategy is no more effective in developing rewarding results than the popular method of shot-gunning 500 resumes to random businesses was in the ‘70’s and ‘80’s.
The belief that visibility is the answer is misguided, as it is only a piece of the puzzle. Visibility means others can find you. It doesn’t mean that you will be prepared for the conversation when it is initiated, or that you will have the faintest idea of what you might be getting into when invited to interview with a company you may not have heard of an hour before the contact. Social networking can be a recruiter’s dream; easy access to more and more candidates. Conversely, the candidates that are contacted are at the mercy of the person reaching them. They are more likely to be caught off guard, unaware, unprepared and put in a position to act on something they had not enough time or information about to consider a reasonable approach. Flattering? Perhaps. Productive? Not necessarily. Certainly not as much as one would hope for.
There is a connection between the “job” of staying in touch with your network and making yourself visible through social networks. It is important to ensure your visibility creates the kinds of opportunities that are consistent with your goals. And, that your visibility is supported by the strength of your trusted relationships. By staying in touch with people that are able to share insight about your areas of interest, you are much more likely to have some semblance of composure or clear context the next time you are randomly contacted by an unknown recruiter.
Tags: communication, job hunting, networking
