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Find Yourself, Find a Paycheck

Polished Interviews



I left my last job under pretty dismal circumstances. HR had failed to settle an ongoing dispute between my boss and me, so I quit. I was so depressed and unmotivated, I thought of leaving the corporate world for good. But then I got an interview opportunity at a really prestigious company in the city, so I dusted off my resumes and went. My interviewer and I bonded immediately. We had been talking for about a half hour when she asked me why I left my last job. She was so nice and understanding that I felt perfectly comfortable telling her everything. I didn't regret it until I got the letter telling me they were hiring someone else.



Olivia, 23, Missouri

The key to stress-free interviewing is to prepare, but not too much. You want to do just enough research so that you know what to expect and can speak intelligently on the points related to your job function. It helps to jot down a few “wow ‘em” facts about the company that you would never know unless you did your homework. However, don't spend too much time on the company's Website that you end up sounding like an encyclopedia in the interview.

It's in your best interest to find out as much as you can about the person or people interviewing you so that you know who you're dealing with. A Google search will prove helpful in this regard. Determine in advance what type of interview you'll be having so that you aren't caught off guard. Will the meeting be one-on-one, or will you be sitting in front of a panel of executives? Will you be asked to consider a real-life business problem? Will any type of written or computer test be required while you're there?

I also recommend putting together an interview portfolio. A portfolio is a three-ring binder in which you can include anything that highlights your business achievements and shows your level of commitment to previous positions. For example, as a marketing communications executive, my portfolio included press releases and business plans I'd written, magazine articles I'd contributed to, and print advertising campaigns I helped develop. A neat and professional portfolio can be an excellent tool to refer to during an interview, and you of course should have an online version that potential employers can check out either before or after they meet you in person. Most people don't bother to create anything like this, but it really does speak volumes about your ability to package yourself.

While it's a good idea to be conversational during an interview, be careful how much personal information you divulge. There is never a good reason to bad-mouth your previous employer, even if everything you say is justified. While he is listening to your sob story, your prospective employer is thinking how in a year you will be sitting in front of another interviewer complaining about his company. Don't be fooled by an interviewer that seems compassionate. Remember, the two of you are not friends, and that the interviewer's first loyalty is to the company he's hiring for. If you are asked why you left a job, answer with a neutral statement, such as “The commute didn't allow me to spend enough time with my family” or “I wanted to gain experience working in a different industry.” Here are some other things to keep in mind as you undergo the interview process:

Pre-Interview

  • • Familiarize yourself with basic interview questions, such as “Tell me about yourself?” Don't forget doozy interview questions, such as “What is your worst quality?”
  • • Assess your own skills and career path in the context of the position.
  • • Brainstorm three to five of your most important business accomplishments and practice succinctly communicating the challenges and results of each one.
  • • Think of some appropriate questions of your own to ask the interviewer.
  • • Be careful not to memorize your comments so that they end up sounding scripted.

The Day of the Interview

  • • Dress in neat, formal business attire: Men should wear a dark suit, solid or pinstripe, with socks that match the pants and a belt that matches the shoes. Women should pair a dark suit with tasteful accessories and non-scuffed heels of a reasonable height.
  • • Don't arrive too early or too late.
  • • Carry a nice briefcase that looks worn, but not too worn.
  • • Begin with a strong handshake.
  • • Speak confidently, even if you feel like hurling from nervousness.
  • • Avoid talking nonstop without taking time to listen sincerely.
  • • Refrain from saying anything negative.
  • • Pay attention to nonverbal cues—yours and the interviewer's.
  • • Take a moment to think, if you don't know an answer immediately.
  • • Be prepared for standard interview add-ons such as personality and skills assessment tests and background checks.
  • • Let the interviewer bring up the topic of money first.

After the Interview

  • • Write thank-you notes to everyone you spoke to.
  • • Follow up with the interviewer for a status on your offer.

The Real Deal

My first job out of college was at a sporting equipment manufacturer. That kind of place attracts a lot of ‘jocks’ and wannabe ‘jocks.’ I came into that environment as the smart kid from a good school, and these people felt it was their right to harass me as much as they wanted. I really couldn't relate to my coworkers because they were all married with children. Also, for them, it was just a job, and I was genuinely interested in the technology I was working with. It was a terrible fit. I didn't know until I left that job that the workplace does not have to be like that. At my new company, I found people with similar interests and was able to enjoy my work much more.

Frank, 28, Florida

Many companies have their human resources representatives conduct interviews, but you should try to meet with—or at least speak with—the person who will be your official manager. The reason behind this is pretty simple: if your personalities clash or if you have fundamental differences in the way you work, you need to know immediately so that you can determine if you want to pursue the opportunity further. I'm not saying that one conversation will accurately reflect how your boss will act on the job or that problems won't arise later that were impossible to predict. However, if you hate the person on sight, you should consider if it's a smart move to work for her.

While you're interviewing, you should also talk to existing employees at the company—preferably those in the department you want to work for. Tactfully learn as much as you can about the corporate culture, or the working environment and the politics of the company. Think seriously about whether you could fit in, because you won't be able to have a happy and fruitful career in a company that makes you uncomfortable or doesn't meet your individual needs. Get a sense of the overall mood and morale of the employees, and listen carefully to what they say—and what they don't say. If you think that every employee is going to sing the company's praises just because you came up from HR, you might be surprised. I interviewed at a technology company that really impressed me until two of my potential colleagues told me to leave “before I got sucked in.” I didn't take the offer, but I might have if I hadn't taken the time to get the insider's view.

A quick word about interview thank-you notes: Some people think e-mail thank-you letters are enough, but I have to disagree. If you want the company to think you are a “go the extra mile” type of person, start by spending the extra minute it takes to snail mail actual cards.

Airtight References

You just had a successful interview, the employer is about to make you an offer, and then he asks for a few references to reassure himself that he wants to hire you. The operative word here is reassure. By the time employers get to the reference stage, their minds are usually made up, and they are just doing their due diligence. That said, you must assume that your references will be called and, subsequently, grilled about your work experience. So, yes, your references have to be real people, and the contact information you provide for them must be accurate and up-to-date.

The best references are not your best friend's mother or your favorite elementary school teacher. They also do not include your current boss. I don't care how chummy the two of you are—you don't want your manager to know you're looking for another position. If you've never had a job before, you might ask an internship supervisor or a professor you've worked with to be a reference. If you have been employed, a friend you worked with in the past or a former boss from a job you left under good circumstances are good choices.

Do not give out references’ names and contact information without talking to them first. Actually, you should contact potential references at the beginning of your job search and debrief each one on the types of opportunities you're looking for. If they agree to be references, speak to them again immediately after you've given their names to an employer. Let them know that the employer is going to call, and make sure to give them as many specifics about the position as you can. Is there an aspect of your personality, background, or experience that your references should emphasize in order to better your chances? If so, be sure to tell them. Providing your references with the key points you want them to mention will make it easier for them to help you.

Follow up with your references to determine if the employer called them. If they were called, get the 411 on the conversations, and then send each reference a thank-you note. If they weren't, don't freak out. I've heard of employers who ask for references just to make sure you have them—they have no intention of actually speaking with anyone. At any rate, send your references thank-you notes whether they were called or not. You never know when you might need them again.

One last point: It's not necessary to put “References Available Upon Request” on the bottom of your resume. Believe me, if an employer needs references in order to hire you, she'll ask for them.

Negotiation Prowess

The key to a successful salary negotiation is to avoid getting screwed, and to come out smelling like a rose in the process. You also want to make sure you get the most money possible up front, because once you are inside a company, increases are few and far between. In order to make this happen, you need to plan ahead. Before you go on an interview, you should have a good idea of what you—and the target job—are worth. If you've just graduated from college, you might not have much choice but to accept whatever entry-level salary the firm pays. If you're scouting for a new job, however, you should check Internet salary sites (www.salary.com, www.payscale.com, etc.) to see how much you can command given your level of expertise, your geographic location, and your years of experience. Next, call the target company's human resources department to find out the salary range of the available position. Finally, David Gordon, Internship Director of the Marketing Communications Department at Columbia College of Chicago, suggests a few questions to ask yourself prior to discussing your salary with a prospective employer:

  • • Are my personal salary requirements in line with the company's range for this position? If not, is there a chance to get more money?
  • • What is the lowest salary I will consider?
  • • What makes me worth more than what they are offering?

Gordon also notes that you should prepare for objections to your request for more money, including 1) you don't have enough experience, 2) other employees at your level aren't making that much, 3) the budget won't permit it, and 4) that's what they are paying new hires. Think about how you would respond to these objections in a way that continues the discussion on a positive note. Prepare to phrase your comments in the form of questions, keeping in mind that the end goal is to reach an agreement that both parties are happy with.

As I mentioned before, try not to be the first one to mention money in the interview, and avoid giving your salary range, if possible. When the interviewer asks you about your salary, keep your response vague, or ask what the company has budgeted for the position. If you must reveal what you're currently making, inflate the number slightly to account for bonuses, perks, or if you're due for a raise shortly. You should never lie outright about your salary, though, as some companies may require a job applicant to submit a pay stub.

After the employer makes an offer, remember to ask about other benefits that might add weight, such as stock options, bonuses, and vacation time. If you're happy with the total package, communicate that to the employer, and ask him if you can have 24 hours to consider it. Next, politely ask for the offer in writing. If you feel you need to negotiate for a higher salary, tread carefully. Gordon advocates the following techniques:

  • • Reinforce how much you want to work for the company.
  • • Put a human face on the situation.
  • • Mention that other opportunities will pay your desired salary.

For example, you might say, “I'm really excited about this position and I think I'm a great fit for the company, but I don't think I could afford to take less than my minimum of $45,000. I have several other opportunities that are in my range, but I'd really prefer to work for you. Is there any way we could work this out?”

Remember that salary ranges are rarely fixed, and once the interviewer has decided she wants to hire you, she will usually meet your request for more money. However, occasionally you might find that great career moves come with a lower price tag. You might be wise to accept an offer that is less money initially, yet pays greater dividends in terms of growth and experience.

Chapter 1 Take Home Points

  • Explore your career options. Before putting yourself on the job market, take the time to fully investigate career options that will utilize your skills, interests, and personal mission.
  • Promote yourself.Think of yourself as a publicist with the task of promoting you. Learn to capitalize on your skills and succinctly assert your achievements.
  • Learn to network.Don't base your job search solely on advertised openings. Increase your chances of landing interviews by personally connecting with individuals within your target companies.
  • Create a corporate persona. Project a corporate persona (your most mature, professional, and competent face) throughout the job search, application, interview, and negotiation processes.

They Don

Additional topics

Job Descriptions and Careers, Career and Job Opportunities, Career Search, and Career Choices and ProfilesCareer Advice: Career 101 for Recent Graduates, New Hires, and Would-be Corporate ClimbersFind Yourself, Find a Paycheck - The Panic Button, The Self-assessment Journey, Your Corporate Persona, Scoping The Field