We often hear the fateful phrase from executives, “Just get me in the door and let me talk to decision-makers.” Many self-confident types simply believe in their powers of persuasion. However, an employment interview is not a business presentation. It is typically a very specific opportunity to fail.
In fact, most executives do not really grasp the purpose of such an interview at all. They think of it as an opportunity to showcase all that they have done as well as their winning personalities. Often such overt overconfidence reaps a sad harvest of rejection.
Alternatively, some candidates are so desperate to land a job that they let this urgency show and repel their interviewers in the process.
Ideally, one needs preparation, both substantively and emotionally, for an important interview:
This is unfortunate, because, in our more than three decades worth of experience, we can almost always add $10,000, $20,000, $30,000 or more in compensation, benefits, equity, education, services, sign-on bonus, etc. In fact, there are more than 100 potential compensation items we routinely review in preparing our clients to negotiate an offer. You can get a flavor of these by reviewing The Results Don’t Lie: It’s the ROI.
“When the recruiter asked me to explain why I’d been unemployed for so long, a streak of boldness came out of me, thanks to [The Barrett Group] TBG. I told her, ‘Everyone is looking for a normal, status quo, person. That’s not me. I’m the one who will take the brand to the next level. If your company launches rockets with your satellites on them and they crash, can your other candidates handle that? If you are looking for a truly innovative communicator, I am the guy you want.’ It’s because of Clarity that I could say that,” said Paul.
Paul knew he was taking a big risk to respond that way, but he didn’t want to waste anyone’s time. And it paid off. Over the next week, with the help of career consultant, Jerry Fronczak, he participated in multiple rounds of interviews, culminating with several members of the C-suite.
“I was meeting with all these very visionary people – who all had a different view of what they wanted from the new communications director. Jerry helped me think deeply about my broader conversational architecture for those discussions.”
When the initial offer came in much lower than Paul had hoped, Jerry helped Paul outline how to negotiate a compensation that better reflected the value that Paul felt he brought to the table. The final offer was more than 30% higher than the original. [Paul Cabellon – Director of External Communications, Read more.]
Having a skilled and focused team of career-change professionals to support you as you interview and negotiate your offer(s) is probably the most effective preparation anyone could ask for.
Why would you approach something as important as your next career step inadequately prepared? Take the logical step. Call the Barrett Group.
Peter Irish, CEO
The Barrett Group