Please SHARE THIS POST with your network.

Thursday, May 8th, we will focus on Interview TACTICS, including MoneySpeak and interviewing–including a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!e meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.  Come prepared to work on YOUR most difficult or challenging interview issues.

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered…

A famous coach, of Green Bay Packer fame, spoke frankly when he said, “Perfect practice makes perfect.”  Mr. Lombardi’s intent was CLEAR.  He wanted his players to concentrate on PRACTICE, drilling on the “little things”, the basics, so that they became instinct during the heat of real life. Such is productive mindset during any career transition, specifically related to your ability to relate your well positioned “story” to others, answer questions effectively, conduct productive negotiations, and, in general, fine tune your personal salesmanship skills.  So what are those basics that will allow you to effectively “close the deal?”

1. Practice your two minute drill every chance you get…. it’s the fundamental building material of your communication strategy–your verbal collaterals!
2. Practice your exit and qualification statements… most all potential employers and networking contacts will want to know your current situation and why you are available.
3. Practice answering both common and tough questions… including pre-offer negotiation tactics.

TOP TEN NEGOTIATION THOUGHTS…

Knowing salary administration strategy from the Corporate view, The Careerpilot is not surprised by the actual marketplace performance of today’s professionals in career transition. Even in the current “soft market” conditions, Candidates have been seeing 15% increases to be commonplace… even higher with some highly marketable Candidates or from within high demand industries and companies. You can negotiate anything. Here are my “TOP TEN TIPS” for negotiating a new salary.

1. Research your profession’s salary range… Check with recruiters in your field, the U.S. Department of Labor’s Occupational Outlook Handbook, competitors, trade publications, your local chamber of commerce and the Internet: “salaryexpert.com” and “salary.com” are two of my favorites.
2. Select a target salary… You may not get what you want, but having a specific objective can help you get close. Keep total “position worth” and your value proposition in mind.
3. Prove your value with examples from actual experience.
4. Don’t initiate salary discussions…Wait for the interviewer to bring the subject up, even if it’s postponed to a second interview. There are at least three tactical “scripts” to help you: BLOCKING, TURNAROUND and FORCING FEEDBACK.
5. Move from “past salary history” to discussion of your “salary requirements”, they’re “negotiable.” … Do the same on applications by writing “negotiable” in any box asking about salary details. If the form asks you to provide current salary, write, “to be discussed.” Your advantage is to attach salary to specific JOB, not YOU.
6. Be prepared to state actual past salary in terms of current market conditions… but only when pressed.
7. Discuss benefits and other negotiable items separately from salary… Your list of benefits and other negotiable items generate your total position worth or value. Your advantage is to attach salary to the specifics of the JOB, not YOU and your skills and experience.
8. Analyze all benefit packages… with an insurance, investment or bank professional, even a trusted HR professional. They can help you understand benefit language and may look at the offer more objectively.
9. ALWAYS consider the cost of living when relocating… If it’s higher, suggest some form of balancing compensation or other offset.
10. Always assume a firm’s first offer is negotiable, never accepting the initial offer…Rather, express your strong interest, but state you always discuss decisions of this magnitude with advisers whose judgment you have relied upon for years. Tell your interviewer when you’ll contact him or her with your decision.

By following the tips above, you’ll increase your chances of receiving a pay increase or other significant improvement to your total position worth or value. Your mindset is directed toward a “total value” increase… practice tactics to develop that confidence and “poker face.”

Remember, “He who mentions money first, usually loses.”

Thursday, May 8th, we will focus on Interview TACTICS, including MoneySpeak and interviewing–including a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

Please SHARE THIS POST with your network.

Please SHARE THIS POST with your network.

Thursday, February 27th, we will focus on Interview TACTICS, including MoneySpeak and interviewing–including a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

Understanding Interview Process

Every step in the job search process is aimed at obtaining interviews.  It is at that point, a potential hiring manager decides if you are right for the job, and, just as important, it is your time to evaluate whether the job is right for you.  Most interviews follow a predictable format, with steps that both the interviewer and applicant follow to decide if both will benefit from working together.  The ‘flow’ will generally move from discussing you and your background (meeting requirements) to discussion of the job (meeting real expectations), and finally on to how well you FIT into their future plans (goals).

The best interviews are ones in which both participants are equal and have a mutually beneficial, interactive conversation regarding the opportunity at hand.  Think of an interview as the natural extension, the successful result of your effective networking.

Many networking conversations actually become screening interviews, where influential contacts are assessing your qualifications, skill sets and experience relative to an opportunity at hand.  “Perfect practice” of the basics builds the confidence necessary to perform well in formal job interviews.  Let’s break down the basics into four areas…

1. pre-contact preparation/ research,
2. greeting and rapport,
3. questions/answers, and …
4. meeting closure.

All four stages are equally important and deserve your consideration and preparation.

***

This is a great session for new comers… bring your friends… and, as always… SHARE This Post!

Please SHARE THIS POST with your network.  Thursday, February 27th, we will focus on Interview TACTICS, including MoneySpeak and interviewing–including a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

As it is important to be prepared for pre-mature discussion of salary…

“He who mentions money FIRST, loses!”

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

Please SHARE THIS POST with your network.

Based on some awkward Egg and I logistics we will be returning to our regular time slot of THURSDAY MORNINGS and slightly changing our start time to 8:45 AM.  So, this coming week… Thursday, February 20th, we will focus on Interview concepts and strategies, including MoneySpeak and interviewing–including a PRE-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

As it is important to be prepared for pre-mature discussion of salary…

“He who mentions money FIRST, loses!”

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

Please SHARE THIS POST with your network.  Thursday, November 7th, we will focus on Interview strategies, including MoneySpeak and interviewing–including a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

As it is important to be prepared for pre-mature discussion of salary…

“He who mentions money FIRST, loses!”

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

Please SHARE THIS POST with your network.  Thursday, October 31st, we will focus on Interview concepts and strategies, including MoneySpeak and interviewing–including a PRE-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

As it is important to be prepared for pre-mature discussion of salary…

“He who mentions money FIRST, loses!”

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

Please SHARE THIS POST with your network.  Thursday, August 29th, we will focus on Interview concepts and strategies, including MoneySpeak and interviewing–including a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.

Come prepared to work on YOUR most difficult or challenging interview issues.

As it is important to be prepared for pre-mature discussion of salary…

“He who mentions money FIRST, loses!”

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

Please SHARE THIS POST with your network.

This coming Thursday, May 2nd, we will focus on MoneySpeak and interviewing-including POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

We meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.  Come prepared to work on YOUR most difficult or challenging questions that you’re asked either on the phone or within actual interviews.

As it is important to be prepared for pre-mature discussion of salary…

“He who mentions money FIRST, loses!”

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered.

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!

This Thursday, March 7th, we will focus on interviewing and POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

Let’s separate two definitive forms of negotiation.  First, and most frequent, that which occurs during networking and interviewing, PRIOR TO any offer of employment.  Your mission is to treat the issue of money as just another bit of information.  However, in this case, remember,

“He who mentions money first, often loses in salary negotiation.” 

Second, negotiation often occurs as a result of an offer of employment. Your mission, of course, is to maximize the actual offer.  At the very least you will want to maintain and enhance current value of your employment.  Base salary is simply a part of the “position WORTH” package.

These two forms of negotiation call for very different skills.   Staying with our context of effective PRE-OFFER Negotiation tactics, let’s utilize the basic guidelines for answering questions effectively, this time relative to the discussion of money…

1. ANSWER THE QUESTION… The implication, here, is that you have heard and fully understand the nature of the question.  If this is true, simply answer the question in a straight forward, brief manner… and then stop talking!  Often the challenges come in knowing when to stop talking. For example, Q: What was your base salary last year? A: I am quite surprised that you’re ready to talk money so soon.. How can we possibly discuss the right money for the job before we discuss the job requirements?  Could you tell me about… (a context issue)? 
2. LISTEN FOR OPPORTUNITIES TO INTEGRATE AND CONFIRM YOUR STRENGTHS… Your purpose is to drive home your communication strategy–that set of key words and strengths that define your “message.”  So, when a question is asked that relative to a job related strength, answer the question and confirm the strength by stating a behavioral example.  For example, Q: We need to discuss salary… could you tell me what you were making last year? A: Yes, of course (the answer…now confirms a strength), you
   must like my proven ability to conduct needs analysis looking at least one year forward in the operational plans.  As you recall, I was able to develop and implement recruitment strategies, unique for each of our operational centers… resulting in 80% cost-per-hire savings. for Johnson Controls… what sort of pay could I expect here at the ABC Company?  Whenever possible, state actions and results as a value add to your purpose.
3. AT LEAST ADDRESS THE ISSUE OF A QUESTION Before blocking, turning around, or in any other way changing the subject… Salary negotiation, illegal questions and other non-standard questions often call for extraordinary responses.  Stay focused, get results… but never manipulate or deceive with your answer.  Q: How much did you make in base salary last year?  A: Last year?  My former position was worth $ X, but the responsibilities we have discussed seem to be worth a base salary much closer to $ X+… don’t you agree?

What is a position WORTH?

While most any working condition of employment and relocation is often negotiable, it is to your advantage to negotiate utilizing the total monetary value of an employed position.

1. Base Salary… That structured part of total value that is paid to you on a regular and frequent basis.  This is usually the most visible, and emotional, component of the value package, your position worth.
2. Structured additions to salary, or other actual monies… also paid on a regular and frequent basis.  For example, sales commission or project completion bonuses.  Once paid, it is your to keep.  These first two items are regulated to factor in to 401K Plans, and often drive pension formulae…

And now “the rules” shift…

1. Unstructured additions to salary, or any discretionary monies… these payments can be huge or insignificant (a holiday turkey), taxable or not, and come in a wide range of creative descriptions.  They are typically not used in retirement or pension equations– but can be.  Discretionary is the keyword, here.
2. Benefits… For budget purposes, standard benefits are usually calculated at a fixed percentage of structured salary monies.  Health care, sick pay, short term disability, etc can represent 20-50% or more of structured monies within a position’s worth.
3. Perks… Payments made on behalf of an employee, before or after taxes.  These are usually non-standard things relative to certain positions, like company cars, country club memberships, special equipment allowances, expense money, etc.
4. First Year Vacation… While most companies pay vacation money on a very standard timetable, it is paid out of existing budget–usually your structured salary monies.  This makes vacation monies essentially a negotiation giveaway for those who ask.  Using the fairly standard two weeks, that’s roughly 4% of position worth.
5. Start Date… Yes, start date.  For employed professionals making a career transition, even start date may influence their total value package.  Once again, the drivers are structured monies paid to the employee.

So, Come prepared to work on YOUR most difficult or challenging questions, including discussion of salary, that you’re asked either on the phone or within actual interviews.

Please SHARE THIS POST with your network…

Who should attend?

1. Those who want to perform more effectively in actual interviews–get to the offer!
2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
3. “Regulars” who need a ‘booster shot.’… and bring a guest;
4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!