JOB OFFER NEGOTIATIONS

When you receive a job offer, you have to make a decision that will have a long-range impact on your career path. Fortunately, most companies give you a few days to make your decision. You have probably determined, before a job offer is presented to you, that the company is a good place to work and you are satisfied with the position and advancement opportunities. If you have any concerns about the company or the position, this is the time to take another look at what you may be getting into. No amount of salary or benefits will make up for a bad career choice. Assuming that you are satisfied with the company and the position, you should take a look at other aspects of the job offer.
This is an opportunity for you to define what you want and what you can get, and then negotiate an employment package acceptable to you. You can negotiate the job responsibilities, base salary, bonus, relocation package, benefits, severance terms and anything else included in the job offer.
Preparation is the key to good negotiation. You have to research, consider alternatives, plan and effectively communicate with the employer. You have to know how far you can go, and when to pull back. When the job being offered to you is hard to fill, the employer will be more accommodating. If other candidates are available to fill the position, the employer may be less inclined to negotiate the terms of the job offer. Smaller companies are more willing to negotiate than larger organizations with firm policies and procedures.
Timing is a critical factor while negotiating. The ideal time to negotiate is when you have received a verbal offer from the employer or through an executive search firm. You should prepare a logical explanation for every change you want to request. Remember that negotiating is a two-way process when both you and the employer try to reach an agreement that will be beneficial to both sides.

HOW TO GET JOB INTERVIEWS

You should apply only for those jobs for which you are qualified and then tailor your cover letter and resume to the needs of potential employers. If you do this right, there is a high probability you will be called for job interviews.
The quality of the resume and cover letter determine who gets invited for the interview. Your success in the interview process will depend largely on the level of your preparation. You should anticipate what questions are likely to be asked during the interview, and know how you are going to answer those questions. You should have a list of questions you want to ask. The interview is an opportunity for you to learn about the job and the company so that you can decide whether that is the right opportunity for you.
A person is invited for the job interview only when the employer thinks there may be a possible match with the job requirements. The interview is a two way process. It enables the employer to identify suitable candidates, and then establish the best match. On the other hand, interviews enable candidates to determine whether the job opportunities fit their qualifications and interests. A candidate, who has studied the job description and researched the employer organization, is likely to interview well. It is essential to have a successful interview in order to get a job offer.
There are many types of job interviews that you will have to handle in the job search process. These include phone interviews, face-to-face interviews, interviews at a meal, and behavioral interviews.

CONTACTING POTENTIAL EMPLOYERS

Once you have prepared a resume that shows your skills and abilities, the next step is to bring it to the attention of those who are responsible for hiring. Remember that posting your resume on one or more job-boards is not enough. You have to find and actively approach employer organizations to find a suitable job.

The major sources for locating suitable job openings include: targeting companies of special interest; networking through business and personal contacts; approaching search firms and employment agencies; replying to ads in newspapers and trade publications; finding job postings on the Internet job boards and employer websites; attending job fairs; and resume posting on the Internet. If possible, identify unique sources of job leads that other candidates may not be using. For example, venture capital firms can be an excellent source of job leads as they have in-depth knowledge of hiring needs within industries in which they invest.

Targeting companies of special interest and networking are the two most effective methods of finding suitable jobs. However, even these two methods will not always result in a successful job search. You need to use three to four sources to locate suitable job openings. The candidates who rely upon just one or two of the available sources to find job openings are likely to be disappointed. There is no one source for job openings that will always lead to a successful job search.

Your objective in contacting potential employers is to get job interviews. Therefore, you should try to determine what sources are resulting in more job interviews and give more attention to such sources. On the other hand, you should continue to use more than one source for locating job openings.

You have to find the job openings for which you are qualified and that meet your requirements. You can find such job postings on the Internet job boards and employer websites; ads in newspapers and trade journals; and websites of executive search firms. In addition, you need to look for unadvertised jobs by targeting companies of special interest and through networking.

Here is a suggestion to help you improve your effectiveness in contacting potential employers. Whenever an e-mail address is given in the job posting, send your resume by e-mail and include a cover note highlighting how you match the job requirements. In addition, follow-up the e-mailed resume by sending a hard copy of the resume and a tailor-made cover letter. This will enable you to get a well prepared and formatted resume and cover letter in the employer’s hands, and give you an edge as most other candidates will just e-mail their resumes. Another suggestion is to follow-up by phone. You should make a follow-up phone call, within a week after sending a resume, to confirm that the resume was received and to try to schedule an appointment for an interview. This is also an opportunity to get the full job description and other information about the hiring company.

RESUME AND COVER LETTERS

A resume is a statement of what you have achieved in the past and your capability for future accomplishments. Every person is unique, and a resume must demonstrate the unique capabilities you possess.
The purpose of a resume is to get invited for job interviews. It is a marketing communication designed to win interviews. Your resume should demonstrate how you will be able to benefit your future employer. What you have done in the past is a good guide as to what you will do in the future. Your experience level and the type of job you are seeking will determine the type of resume you need. Someone who is just entering the workforce should focus more on educational background as compared to another candidate who has substantial work experience, and therefore, should focus on work accomplishments.
A well prepared and tailor-made cover letter is a tool to draw attention to the most relevant information in the resume. Think of it as a requirement when you send a resume. Many recruiters do not even read a resume that comes without a cover letter. A cover letter confirms that you have read the job posting, understand the requirements, and are really interested. It is an opportunity for you to link your experience with the advertised job, and to provide any information specifically requested in the job posting that might not be included in your resume such as, job location preferences and availability date.
You must have a copy of the job description or a summary of the qualifications required before you can draft a targeted cover letter. This is usually included in the job posting and the newspaper ads. You should read this a couple of times to be sure that your own skills and qualifications match what the job requires. It is a good sign when you find that your qualifications match most of the requirements because it means you are a strong candidate for the position. Next, you should underline the primary responsibilities indicated in the job posting, and write down the strongest qualifications you possess to match what the job requires.
Some job postings instruct candidates to apply via e-mail. The strategy for preparing an electronic cover letter is the same as for preparing a cover letter to be sent by regular mail. You need to demonstrate how your qualifications meet each requirement listed in the job posting. There are some elements that differentiate e-mail cover letters. The e-mail cover letters should be very concise. While you need to provide all the information you would include in a printed cover letter, you have to do that in fewer words and less space in the e-mail. Make sure to list only those qualifications and experiences that match the job requirements. Your e-mail is a selling document, and you have to make it highly effective. You should state the purpose of your e-mail in the subject line. This subject line should be attractive enough to cause the recipient to open your e-mail message. Remember to include your resume as an attachment with the e-mail message.

IDENTIFY YOUR SKILLS AND JOB INTERESTS

To focus on the right opportunities, you need to identify your skills and talents and determine which career opportunities are suitable for you. Self-knowledge is an essential step in job search. It helps you to define the job you want. When you know exactly what you are looking for, you are more likely to find a job close to your ideal.

People who can find the right fit are always successful. They are doing what they enjoy and what they are good at. All of us have enormous potential as long as we can channel our energies in the area of our strengths. You need to put yourself in a career that will pull you in the direction of the greatest personal fit. No two individuals are identical; every person has a different set of skills and talents. It is extremely important to identify your specific strengths and how these match the available career options. Your performance will be superior as long as you are in an occupation you enjoy. Financial rewards and job satisfaction will follow as long as you are doing what you enjoy.

You need to make a written inventory of your transferable skills – the skills you can take from one job to another. For instance, if you have management skills, they can be applied to a position in any industry. The same is true for many other skills. You have to evaluate your skills to see how they match the requirements for a job.

You have to develop a clear vision of what you want. You should think of what you want to become, the job you want, the industry in which you want to work, the kind of co-workers you want to have, the place where you want to live, and the kind of life style you want. You can refine this profile by going through various aspects of your current and previous jobs that you liked or disliked, and how your performance was rated by your supervisors.

You have to make an inventory of your accomplishments, projects and activities that really inspired you, and write down the compliments received for your work. As you prepare the inventory of your achievements, you will find a pattern emerging to show what type of activities you are good at. This analysis will point to skills and talents in you that will be good assets in your career planning.

Before beginning your job search, you need to define what you have to offer to prospective employers and where you want to use your skills.

FIVE STEPS IN JOB SEARCH

Success in job search is a matter of choice. It does not happen by chance. One has to establish career goals, and then proceed in a systematic manner to accomplish those goals. Those who approach job search in a systematic manner are always able to accomplish their objectives.

Let me share with you a framework for achieving success in job search. It is based on many years of experience in selecting employees during my business career as well as my experience as an executive recruiter responsible for attracting management talent for client companies. The steps I am going to describe are inter-related, and one must follow all steps to achieve success.

Here are the five essential steps in the job search process:

1.       First and foremost, you need to identify your skills and job interests and then determine the career you want to pursue.

2.       Second, you need a resume and cover letters that highlight your special skills and value to potential employers so that you will get invited for job interviews.

3.       Third, you need to identify and contact a large number of potential employers who may have job openings that match your skills and interests.

4.       The fourth essential step is to get job interviews, prepare for those interviews, and perform so well in those interviews, that you will be judged as the best candidate for the position.

5.       The fifth step in the job search process is the evaluation of job offers. You need to learn to evaluate each job offer to make sure you are being offered a compensation package suitable to your skills and qualifications.

I plan to cover each of the essential steps in the job search process in the future blog posts.

Foreword

Are you looking for a job?  Do you want some tried and true tips on achieving long-term career success?  If so, I suggest you skip what I have to say and dive into this book.  This book is a must read for anyone interested in securing a good job and achieving long-term career success.  It is a book you should not refer to just once, but time and time again.  It is packed with inspiration and information that will help you to position yourself for your best career future.  It is inspiring and well-written. 

I am a professor who has studied the topic of job search and unemployment for nearly 20 years.  I have interacted with many job search counselors and looked at many job search books.  I feel well-suited to say that this book will be helpful to you!  The author of this book speaks straight from the heart.  He shares many lessons he has learned in his impressive career.  These lessons will be of enormous value to you in building a framework for success for your life-long career.  The book will also help you to:

• Assess your skills and interests, and determine what kind of job you want.
• Prepare a good resume and targeted cover letters.
• Develop an understanding of what employers want in candidates, and how to position yourself for a successful job search.
• Understand the questions likely to come up in job interviews, and how to prepare for interviews.
• Learn how to review a job offer, and negotiate for what is important.
• Build your knowledge of job-related information available on the Internet.

The book is based on the author’s personal experiences as a successful job-hunter, as a business manager responsible for hiring employees for large companies, and as an executive recruiter who interacted with hiring managers of a variety of companies. Take this to your favorite coffee shop, or sit outside if the weather is good, and enjoy, think, and plan!  You must take control over your career to get where you want to go. 

Connie Wanberg, Ph.D., Professor and Industrial Relations Faculty Excellence Chair, Center for Human Resources and Labor Studies, University of Minnesota