The Interview Process

You can have the training, the experience, and the ability to do the job well. But in the final analysis, it is "chemistry," how you relate to the people involved and how you handle the interview, that usually determines whether you're offered the position. That's the conclusion of a major research project by the Bureau of National Affairs.

People often waste their interview time explaining "why I want this job" when they should be concentrating on "what I can do for the company." Yet most interviewers' questions do give you the opportunity to look good if you understand what the questions really mean!

The entire process of employment (application forms, resumes, interviews, references, etc.) is a lot like a sporting contest. Unfortunately, unlike football or basketball, the rules involving the "game of hiring" are unwritten. You learn them only through experience. As you know, experience can be a painful teacher. Some of the rules of hiring are subject to judgment and interpretation depending upon the situation. Others are not. Those concerning compensation fall into the latter category and should be adhered to.

Assuming the potential employer is aware of your current salary, the unwritten rule regarding compensation is "Never discuss money until the end of the interview. " Before a single word is said about it, you and your potential employer should come to an agreement that: 1) the organization can effectively profit from your services and; 2) you will find an opportunity for personal challenge and development within the organization.

If both of these conditions exist, money usually will take care of itself, frequently as an afterthought. Discussing salary requirements prematurely may create an obstacle to this objective and terminate the interview before you and the employer realize the mutual benefit of an association. What may be a reasonable salary expectation on your part may seem unrealistic to an organization until you are able to explain your experience and capabilities. You may never get this chance if you discuss compensation too early in the interview.

Addendum to the Interview Process

… THE FIRST 10 SECONDS often determine the outcome of a job interview. BEHAVIOR THAT LEADS TO REJECTION: A weak handshake. Poor eye contact. Slouching in the chair. Lack of enthusiasm. Sloppy grooming. Smoking. Hostility. Boastfulness. Condescension to the secretary or receptionist.

… ONLY ONE JOB HUNTER out of 100 bothers to research a company before a job interview. One out of 25 has prepared questions about the job or company. One out of 10 works at selling himself or herself. And only one out of 50 follow up the interview with a note to the recruiter. And, so, so important and obvious: your physical appearance. Spruce up! BOTTOM LINE: The well-prepared candidate has a major advantage.

Now, as to when you get an offer, what about counteroffers? I strongly advise against accepting a counter offer from your current employer for a number of reasons. In most cases, a person who seeks new employment does so for a variety of reasons (greater exposure, new challenges, better working conditions, more potential, etc.) aside from, or in addition to, making more money.

Even though your existing employer is willing to match your new dollar offer, nothing has changed that will affect the other fundamental reason(s) for your seeking new employment. In addition, you are at a definite psychological disadvantage in terms of future promotion and/or salary increase.

The very fact that you have sought new employment indicates a disloyalty to your present organization. The company may also feel that it can delay your next raise indefinitely since it now knows that all it has to do to retain your service is to match your next outside offer.

Finally, your present company may be playing a waiting game. Since it knows you are basically unhappy, the willingness to match your offer could be motivated by a desire to buy time in order to seek your replacement.

Good luck to you, and let's hope that the "Chemistry" is right!