Job Interview Mistakes to Avoid

Recently Amy Brownstein, of Brownstein Strategic Brand Relations, was interviewing to fill an account executive position at the firm. The candidate arrived 35 minutes late, didn’t bring a printed copy of her resume, and started off the interview, after apologizing for being late, by explaining  how she “used to always be late, and not be committed to the job but she’s changed.” As you probably guessed by now, she didn’t get the job.  Even in this highly competitive job market job, otherwise qualified job candidates do things that virtually ensure that they won’t be hired. Here as some common mistakes that should be avoided.

NOT BEING PREPARED: Sharon Armstrong, author of "The Essential HR Handbook," notes that during her years as a recruiter she was constantly “amazed at how many candidates hadn't done their research on the organization...at least not in-depth research.” That is an unpardonable sin for most people who are hiring. It not only suggests a poor work ethic, but it makes it impossible for the candidate to explain why they want to work for this particular organization. Sharon adds “That mistake is easily avoided.  It's called the Internet!” 

BECOMING DEFENSIVE WHEN ASKED A DIFFICULT QUESTION: Peter Ocko, a recruiter with Major, Lindsey & Africa, a search firm specializing in the placement of attorneys, points out that: “one of the most egregious errors I see candidates make is an overreaction to the “why are you leaving” question.”  According to Peter, “candidates often defend their current employer too vigorously, which raises the “why are you here interviewing” question or they use it as an opportunity to go too negative on the current situation, painting themselves as a malcontent.” A good answer to that question provides “a balanced narrative as to why this new job is a great next step given accomplishments so far.” The key to answering tough questions, without becoming defensive, is to prepare for them.  

 

ANSWERING THE QUESTION “WHAT SALARY ARE YOU SEEKING?” According to Kathy Simmons, CEO of Netshare, an online career resource for senior executives, “you should not answer this question.”  Kathy suggests, rather than just duck the question, to respond politely by saying “you would like to decide what the position is worth before suggesting a salary figure.  Or as I often advise individuals that I am working with, simply state that you are “looking for a fair package” and ask what they have budgeted for the position. She adds that when you propose a salary, if you guess too low, you will never know. If you guess too high, you may put yourself out of the running without knowing it.”  
 

NOT PREPARING ANSWERS FOR COMMONLY ASKED QUESTIONS: Larry Chiagouris, Professor of Marketing at Pace University, notes that candidates often are not prepared when asked "do you have any questions for us?"  Job candidates need to prepare two sets of questions. The first consists of questions that have been prepared in advance of the interview. The next are the questions that emerge during the course of the interview, requiring the candidate to listen carefully throughout the process for topics in need of clarification. Like the question “Tell me about yourself,” which typically begins the interview,  “Do you have any questions for me” is a common way to conclude the interview. You would do to be prepared to respond to both, as you can expect that to be confronted with both questions when you are interviewing for a new job. 
 

BEING TOO MODEST: Interviews are a time for you to sell yourself and what you can do for the organization. It is no time to be shy. Eric Frankel, a Westwood resident, and the creator of 10 Minutes to Change, a program that offers strategies for maximizing employee effectiveness, advises that “you have to be comfortable promoting your skills and accomplishments to impress a prospective employer.” Selling yourself appropriately and professionally, according to Eric, is essential to landing the job. He advises practicing with friends and family or at business networking functions. As David Couper, author of “Outsiders on the Inside," reminds us: “don’t expect that the interviewer will be prepared. The person interviewing you is likely overworked and stressed because he needs to hire someone. He may have barely glanced at your resume and given no thought to your qualifications.”
 
Avoiding these common mistakes won’t guarantee that you will get every job that you interview for. However, learning the dos and the don’ts of effective interviewing will greatly increase the likelihood that you will get a good job that you are well suited to fill.

The Do's for Staying in the Workforce

While I remain optimistic that the economic picture will begin to brighten soon, the economic news continues to be grim. First time jobless claims are up again, although less than last month, and the national unemployment rate is 8.5%. So if you are currently employed, it makes sense to take steps to increase the likelihood that you will continue to be employed.

During my 20-plus years as a senior human resources executive, I have been involved in numerous layoffs. The process used to determine who stays and who goes is anything but an exact science. While some choices are obvious, many are not. There are three basic criteria used to determine who is terminated: 1) the importance of the job functions an individual performs, 2) the quality of an individual's work, and 3) whether the people making the termination decisions know and like you. There are things that you can do to increase the likelihood that you will survive a downsizing.

If you want to increase the importance of the work you are doing, focus on those aspects of your job that are most important to your boss and to the organization. Volunteer to help out on key projects. Attend and actively contribute at meetings where those projects are being discussed. Anything that makes your boss look good to his or her superiors is important work in your boss' eyes. And try to find ways to make or save money. Especially in tough times, rarely do companies fire someone who is putting money in their pocket. As to the quality of your work, while it may be difficult to quickly improve your performance, you can show that you are working hard. Come to work early, stay late, demonstrate a mastery of the details of the projects you are working on, and be sure to let your boss and other decision-makers know about your successes.

Of the three criteria, however, getting the people who will decide your fate, starting with your boss, to know and like you is the one thing that many employees frequently ignore, to their detriment. According to Stephen Viscusi, author of Bulletproof Your Job, "If your boss knows you, likes you, has a good impression of you, you're much less likely to be fired than someone who doesn't enjoy that relationship with the boss." When it comes to developing that kind of connection with your boss, Viscusi offers the following admonitions:

• Be Visible: "Introduce yourself." People tend to shy away from interacting with managers outside of their immediate team. But if you look for opportunities to introduce yourself to the "big bosses" at conferences or company meetings, for example, you broaden your exposure. The more "higher ups that know you and have a favorable impression of you, the less likely you are to get fired."


• Be Easy: Don't be viewed as a high-maintenance employee. Managers use layoffs as an opportunity to get rid of the gripers and malcontents. By the same token, they look to retain employees whom they have come to depend on. Do what you say you're going to do every single time. No excuses, no buck passing, no dog ate your homework, no computer crashes. If your boss knows without a doubt that he can depend on you day to day, as well as in an emergency, you will avoid the pink slip.


• Be Useful: The more of a role you play in the important work that gets done at the company, the more indispensable you are to your boss. Show initiative and don't be afraid to volunteer for tasks that are viewed as important by your boss and the organization.


• Be Ready: Preparation is the key to success. Be prepared for whatever might happen. Building a network before you need one by helping others will ensure that help is available for you if and when you need it. Being prepared will help you project confidence in the value you bring to the organization. "Confidence is very attractive. It makes you seem more capable, more valuable and more of a keeper when layoff decisions are being made."

Hopefully the rash of layoffs we are currently experiencing will soon be a thing of the past. Knowing how to position yourself at work so that what you do is appreciated by your boss and others in positions of authority however, is a skill that will be invaluable to you throughout your career.

A veteran human resources executive, Lee E. Miller is a career coach, an author of Get More Money On Your Next Job... In Any Economy and the co-founder of YourCareerDoctors.com. Mail your questions to Lee@YourCareerDoctors.com

Contacts, Not Web, Key to Getting a Job

Sunday, January 18, 2009

After leaving her job and enduring months of chemotherapy for Hodgkin's lymphoma, Ellie Mroz of Fanwood decided to re-enter the job market. She spent countless hours at her computer, clicking from job site to job site. She felt like she was "burying herself in opportunities -- none of which seemed to want her."

Once she decided to get out from behind the keyboard, she quickly found a job. Greg Redington, her boss, had tried to recruit her husband. Although her husband declined the offer, she and Redington had an opportunity to meet and really hit it off. That chance meeting led to him offering Mroz a job.

Although Redington didn't have enough work to keep her busy full time in his construction business, having heard her talk about her recent bout with cancer, he decided that in addition to business development, she could help him do something he had always wanted to do: start a nonprofit cancer foundation. Mroz not only quickly found a job in her hometown, but also gained the satisfaction of helping launch One Year for Cancer.

With the proliferation of job boards, it is tempting to think that all you need to do to find employment is log on to your computer, click and apply. While it makes sense to spend some time applying for jobs online, most people don't find their jobs that way. According to a 2008 survey conducted by ExecuNet, only about 25 percent of jobs are found by applying online, while almost 70 percent are found through networking.

If you want to find a job quickly, reach out to the people who know you. Liz Lynch, author of "Smart Networking: Attract a Following In Person and Online" suggests "reconnecting with former bosses, co-workers and classmates, in person, as well as going to events to meet new people in the industry you want to be in."

In order to make the most of the events you attend, Lynch advises you "develop a clear job objective statement that you can use as your 'elevator pitch' when you meet people at networking events. In a couple of sentences, describe what you're good at and what type of job you are seeking."

Print up your own business cards. You need something to hand out with your contact information when you go to networking events and meetings. You can get business cards made up at any copy store or order them online.

The internet also can be used to facilitate in-person networking. Social networking sites such as Facebook.com and LinkedIn.com enable you to locate people you have lost touch with. Once you find them, pick up the phone and call. Try to get a face-to-face meeting. Offer to meet for a cup of coffee or a meal. Pick a place near where they live or work so it is convenient for them. It is hard to make a personal connection with someone if your only contact is by e-mail. People are more willing to help you if you have met with them.

You can use the internet to identify people you know who work at a company of interest or who know someone who does. Rather than applying for a job online and risking having your résumé lost among hundreds of other applications, search your online networks for a connection who works at the company. See if they can ask someone to walk your résumé down to the human resources department or, better yet, to the hiring manager directly. That will help you stand out from online applicants and ensure your application gets a thorough review.

The internet also allows you to gather information about someone you are going to meet. What you learn online will enable you to quickly build rapport when you actually meet. Understanding the background of the people you will be meeting will let you tailor your answers to what each individual cares about.

Be sure to thank everyone who helps you in any way. People appreciate being acknowledged, and they are more likely to help you in the future if you show your appreciation.

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

There's a Bright Side to Losing a Job -- Really

A few years ago, I wanted to go to a local restaurant I had never been to before that featured jazz bands. I called to make a reservation, and by chance, the person who took my reservation was the owner. I arrived at the restaurant with a woman that I had just started dating. I was greeted warmly by the owner, given a choice table and treated like I was his best customer. The owner even sent over complimentary drinks. To say the least, I was puzzled by this behavior but because I was trying to impress my date, I acted as if this type of thing happened to me all the time.

When my date excused herself to go to the lady's room, the owner came up to me and said "You don't remember me, do you?" I told him I didn't. Then he said, "You fired me. And I wanted to thank you. Although I was devastated when I was laid off, it turned out to be the best thing that ever happened to me."

He went on to explain that after he was fired, he came home and took over his family's restaurant. He had always loved jazz, so he decided to start bringing bands in on weekends. He added: "I love running the restaurant and it is a huge success. Although I didn't really like the job you fired me from, it paid well and I never would have left on my own."

On a single day this week, more than 70,000 jobs were lost when layoffs were announced at a number of major companies, including Caterpillar, Pfizer, Home Depot and Sprint Nextel. On a personal note, my future son-in-law was also laid off this month. That is lots of bad news in the job market and I expect we will see more in the coming months.

Losing your job is never easy. It is traumatic for the people losing their jobs. It causes hardship for their families. For individuals being laid off, there is a common fear, however unfounded, that they will never find jobs as good as the ones they just lost. For most people, the truth is exactly the opposite. They will not only find something, they will be happier and will ultimately be even more financially successful.

Despite the din of bad economic news, there are opportunities out there. Good economic news either seems not to get reported or is dismissed as an aberration. On the same day the layoffs were announced, the National Association of Realtors reported December home sales posted the largest monthly gain in seven years. While one month does not signal a turnaround in the housing market, the sales of more homes, even at lower prices, will lead to work for mortgage brokers processing loans, contractors doing home improvements and retailers selling appliances, carpets, furniture and home furnishings, among others.

As someone who has been through major layoffs as a senior human resources executive, here is some advice for those of you who may experience a period of unemployment during the current economic downturn:

Stay positive. While there are many more people seeking work than there are available jobs at the moment, there are jobs out there. According to the most recent available statistics from the U.S. Department of Labor, there are 2.8 million job openings employers are seeking to fill.

Read the business news every day. Look for areas of growth where your skills might be needed. Identify companies that are expanding into new areas or launching new products. Determine where the government will be spending money. Be willing to take temporary work for companies that are experiencing sudden growth. Alternatively, offer to consult for a company that may not be doing so well but where your skills can add demonstrable value. If you can get your foot in the door and show what you can do, it will often lead to a full-time position.

New opportunities open up everyday. You need to be alert for them. Our new president has barely unpacked and the IRS has already announced it is seeking to hire hundreds of new tax collectors and auditors. If you had been vigilantly reading the news, you would already be aware of that; if you were interested, you might already have an interview lined up.

Lee E. Miller is a career coach and the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want." Mail questions to Lee@YourCareerDoctors.com.

In a Bleak Market, Bright Spots Loom

Sunday, November 16, 2008

According to the United States Department of Labor the unemployment rate rose to 6.5 percent, from 6.1 percent in October -- a 14-year high.

Since the beginning of the year, employment has fallen by 1.2 million nationally, with more than half of the decrease occurring in the past three months. New Jersey was not immune to this national trend, shedding thousands of jobs over the past year with further job losses anticipated.
The employment picture is not all bad news however. For people with a college degree, although unemployment is rising, it remains at a relatively low 3.1 percent. There are jobs to be had for people who know where to look and how to sell themselves.

If you are looking to move, consider Texas, because more than 50 percent of the new jobs this year were created there. While overall, New Jersey shed jobs, there were some bright spots locally. Jobs grew in the areas of transportation and warehousing, information and technology, professional services, education and health care, according to the state's Department of Labor.
According to Rob McGovern, chief executive of Jobfox.com, a next-generation career website that matches users to appropriate job openings, here are a few of the jobs that top their internet hiring list for New Jersey and New York:

• Sales representative/business development
• Market research
• Administrative assistant
• Accounting staff
• Medical administrative services
• Software design/development
• Networking/system administration

When you are looking for a job, don't limit yourself to looking for a job exactly like the one you just left. Examine your skills and see how they might be valuable in the industries that are going to grow over the next several years. Here are the top five areas where experts expect job growth:

The federal government The Office of Personnel Management is hiring, and anticipates filling 100,000 new jobs next year. That estimate was made before the election and will likely prove to be low. If you are an unemployed mortgage lender or have just been laid off from Wall Street, for example, keep your eye on opportunities that will arise as a result of the Troubled Assets Relief Program. (That is the $700 billion bailout program that is using our taxes rescue the financial services sector.)

Clean and green technology President-elect Obama has said his No. 1 priority is to create a new energy economy. He has promised $150 billion for a green energy program. Lots of engineers, scientist, technicians and researchers are going to be needed for the development and manufacturing of renewal energy.

But you don't have to be an engineer to go green. Project managers and construction workers are also going to be needed. After all, somebody has to build those wind turbines. There will also be a need for marketers and salespeople to sell all that green technology.

Health care We are all getting older. The one area that grew in almost every state this year was health care. Nurses, physician's assistants, home health care workers and information technology workers of all types to modernize heath care systems are, and will continue to be, in demand.

Education There is a teacher shortage with waves of teacher retirements on the horizon. Some states offer alternative certification programs that will allow you to become a teacher even if your college degree is not in education.

Compliance Government regulation is only going to grow over the next few years. There is already a shortage of accountants. We are going to continue to see growth in the demand for accounting services, bookkeepers and compliance specialists.

Times are tough. Lots of people have lost their jobs and there are more layoffs to come. But there is also potential opportunity for those who look at their skills broadly, have confidence and know how sell themselves. Your job may have gone away, but your skills, talent and positive attitude remain.

But don't expect jobs to come to you. Good jobs are out there waiting for people to fill them; however, you will have to go out and find them. If you do, you'll not only survive these challenging times, but you can grow and prosper.

A veteran human resources executive, Lee E. Miller is a career coach, the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Career Gifts for the Holidays

Sunday, November 30, 2008

The holiday season is here, and it's time to start thinking about gifts. Consumers are being careful about how they spend their money this year. Gifts that help with careers are likely to be appreciated. With that in mind, I asked for suggestions on the "must have" career gifts for this season. Here are some of the best ideas I received:

The Long and Shirt of It For the man or woman on the go, Jeff Blee of Glen Ridge, a divisional merchandise manager for Brooks Brothers, recommends the retailer's slim-fitting non-iron shirts. Brooks Brothers offers them in a variety colors and patterns (starting at $79.50 for men and $89.50 for women). In addition to looking crisp, the fact that the shirts don't need ironing will save money on dry cleaning.

Pair the shirt with a stain-resistant tie ($75) and you have the perfect gift to ensure a professional makes the right impression. Blee adds that a classic burgundy tie is a perfect complement for the shirt.

That's a Stretch Nancy Cook, an instructor at the New York Sports Club in Parsippany, suggests yoga classes to improve physical and mental health, essential in today's stressful business climate. Yoga "not only builds strength, stamina and flexibility but also reduces stress, increases energy and improves sleep.

You will likely find that you concentrate better and are better able to cope at work as well, according to Nancy. Yoga classes are free with a membership at the New York Sports Club.
A Sports Club membership starts at $44 per month, or you can purchase a gift certificate for classes at a local yoga center, which will set you back around $80 for five classes.

The Perfect 'Storm' Mark Asnes, chief operating officer of the Wireless Zone, a nationwide chain with stores in Clifton, Hamilton and Madison, calls the new Verizon BlackBerry Storm the businessperson's "must have." Among the features the first touch screen BlackBerry offers is the fastest available broadband, long battery life and a keyboard that automatically switches from a phone keyboard to a computer keyboard simply by turning it on its side. (Cost: $199 with two-year contract.)

Mark suggests purchasing a "tether" for $29, which connects your BlackBerry, iPhone or other PDA to your computer, so you can get wireless internet access on your computer through your PDA. Although a small additional monthly fee is involved -- about $15 per month -- using a tether will allow unlimited downloads and save you fees of $39 or more a month, which normally comes with having a separate wireless internet card for your computer.

You're Speaking My Language Professional development courses are another great gift. With the increase of globalization, a second language can be a great skill. Rosetta Stone offers an interactive computer learning system that helps you learn another language. It connects words and grammar with images and uses speech recognition technology to perfect pronunciation. Prices start at $199 for a six-month online subscription.

Or, use online learning to enhance your computer skills or master new technology through companies such as Makaucorp.com. The company offers online training for computer programs such as Adobe InDesign, Photoshop and Microsoft Excel. Makaucorp.com also offers professional development courses in a variety of topics. (Full disclosure: the company offers some of my courses, including "Interviewing Skills: Landing the Job You Want.) Courses start at $99.

Shelf Life No shopping list would be complete without mentioning some of the best new career books:

Every working professional can benefit from Steve Viscusi's "Bulletproof Your Job: 4 Simple Strategies to Ride Out the Rough Times and Come Out On Top at Work," which offers 50 tactics to bulletproof your job, suggesting ways to stand out as a valuable employee.

"The Confident Leader: How the Most Successful People Go From Effective to Exceptional," by Larine Kane. The book suggests strategies to help professionals make positive decisions that will elevate them to success.

If you or someone you know is looking for a job, buy Richard Bolles' "What Color is Your Parachute 2009: A Practical Manual for Job-Hunters and Career-Changers."

Just In Time Samantha Ettus' book "The Expert's Guide to Doing Things Faster: 100 Ways to Make Life More Efficient," can help you free up more time, to work more or do other things.

Psychic Friends Justine Kenzer, a "professional psychic," suggests a gift certificate for a psychic reading ($100 for 15 minutes by phone or internet). Being able to predict the future: now that would give you a real career advantage.

A veteran human resources executive, Lee E. Miller is a career coach, the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a Web site devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Tips To Help You Deal With the Unexpected

Tuesday, November 04, 2008

You have probably heard of Murphy's Law: "Whatever Can Go Wrong, Will." My corollary to Murphy's Law is: "Expect the unexpected, and be prepared for it." In these uncertain economic times, planning for the unexpected is all the more important.

As a frequent traveler, I am plagued by problems, mostly minor, which are both beyond my control and often unexpected. On a recent trip, for example, I was scheduled to give a telephone interview on drive-time radio. I was staying with a friend, and gave his telephone number to the show's producer. I also gave the producer my cell phone number as a back up.

About five minutes after the interview was supposed to begin, I received a call on my cell phone from the producer saying they had to cancel my spot. The producer told me he had tried several times to call the telephone number I had given him, but each time a woman answered claiming not to know who I was.

Why the producer did not call my cell phone is beyond me. However, when I called my friend's number using my cell phone, sure enough, the phone sitting in front of me did not ring and instead a woman answered. When my friend called the telephone company to find out what was going on, he was told the wires were somehow crossed.

The moral of that story is that I should have called ahead of time to make sure my friend's phone was working properly. Perhaps anticipating that problem might be too much, even for me, to anticipate, so what I really should have done, in addition to giving the producer a back-up number, was to get his direct number, so I could have called when his call failed to come through at the scheduled time. That way I would have been in control of the situation.

What does this have to do with careers? While you cannot know with certainty if, or when, certain challenges will arise during the course of your career, experience suggests certain events are likely to occur at some time during your working life.

Those challenges can have a major effect on your career. You may be laid off. Your company may be taken over. You may find yourself with a new boss. You may unfairly be blamed for something that has gone wrong, through no fault of yours. The key to survive the unexpected is to plan for it. Along with every unexpected challenge that arises, there is opportunity, but only if you are prepared

If you have a critical meeting that you absolutely have to be at on time, drive the route before hand, so you can anticipate and avoid any problems; then leave early anyway.

More important, at some point in your career, you will probably be terminated from a job. Ask "Harry Potter" author J.K. Rowling or New York City Mayor Michael Bloomberg. Both were fired from their jobs before they went on to become enormously successful.

Prepare now for those unexpected events you can anticipate. While you may not know when they will occur you can be fairly certain that they will. Here are some tips to help you plan ahead in case you lose your job:

• Keep your résumé current.
  
• Have copies of important documents and contact lists stored someplace other than on your office computer or BlackBerry.
  
• Keep up with trends in your industry.
  
• Become active in professional associations.
  
• Attend conferences and take courses to keep your skills, particularly technology, current.
  
• Continuously build and stay in contact with your network.
  
• Create an online presence.
  
• Create a specific job search plan and have it ready.
  
• Identify people who can serve as references.
  
• Review your finances.
• Put money away to have in reserve.

Take actions now that will enable you to quickly recover from a potential job loss. If you ever need to put that that job search plan into effect, you will be glad you chose to expect the unexpected and were prepared for it.

A veteran human resources executive, Lee E. Miller is a career coach and the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want." He is also the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.