After many rounds of interviews most job seekers feel lost at how to get the target employer to make them that offer they’re seeking. They inevitably surrender to the process that is out of their control and end up fretting over what they might have done differently. The following steps may help you take control of the final steps to get what you want. This discussion also includes what you do after you accept the offer.
Multiple Targeting
Early in the planning stages, before you launch your job-search campaign, it pays to have carefully targeted companies where you hope to seek employment. By managing a campaign it is a good idea to plan the events so that many job interviews at companies that interest you run nearly concurrently. This is not as difficult as most feel. It just takes good planning skills. Once you start getting action on just a few fronts it is easy to leverage that into a full-blown campaign of interviews. Once one offer breaks lose (even though it may be an offer from a “C” company) it is easy to leverage that into getting an “A” company to make you an offer, even though it may not be quite ready to do that.
In addition to getting yourself situated for multiple offers the following items can greatly accelerate a good conclusion to your campaign.
References
A process where references are concerned can vary depending on the level of the reference. Although they all deserve to be treated with consideration and courtesy, those who offer to give you high-level reference need to be treated with special care and you should let them know that!
The following guide may help you finesse your references well:
- Identify your references early in the process. Let them know that you are planning to include them in the reference process. Remind them about the aspect of your reference you expect them to provide.
- Some companies ask for references early. You do not want to unnecessarily impose on your references, especially if you are going after a major campaign. The best strategy is to identify the references and give a list of names and titles/your connection, without contact information to the potential employer. Tell them you are doing this to protect your references and that you will give them full details at the final stage of the process.
- Some companies have a policy of not providing a reference. Many managers, however, are willing to provide a personal reference. This is why asking early in the process can help you position your references so that there are no surprises.
- Occasionally some will agree to give you a written reference. If this happens while you are in the job associated with this person it is that much more convenient. In any case if the person agrees to a written reference, write the reference letter yourself and pass it by the person. This way you can decide what is appropriate from that reference in the context of your needs. Do not assume that that person will reference you the way you need it. Usually, it is much easier to merely edit a letter and sign it than to draft it first. Use this advantage to modulate the message–within some constraints.
- Carry these letters of reference in your interview portfolio and when the time comes for the reference discussion show the person asking the question. Sometimes this may obviate the need to calling your reference and hasten the process to your advantage (see #2)
- When the potential employer is ready, call your references, even though you had put them on notice earlier. The reason is that for final referencing, you may need to remind them again, and it also gives you another chance to prepare them to respond in line with what the needs are to bolster your case. Request the reference to highlight that aspect of the discussion that you think is relevant.
- If appropriate, request that they call you upon being contacted by the potential employer. This is a courtesy to you and this helps you confirm that the process is underway. Do not expect this courtesy from all references.
- Once you know that the process is complete, either through the offer made, or rejection, or any other means, promptly call each of the references or send a note (email acceptable) of thanks. If the offer is made, going the extra distance–a Thank you! Card, flowers, or a gift as appropriate, can protect your references for your future needs.
- During the referencing process check with the contact to whom you gave the reference list to see if there are any problems contacting the references. It is appropriate for the references to call that person as well, if you so chose.
- It is not appropriate to call and ask the potential employer what the references said about you, especially if you are turned down for the job.
- If you are turned down, it is a good idea to ask for a debrief. This, again, is a courtesy that the company is extending to you. If the debrief mentions any items related to a reference that surprises you, do not probe for details unless they are volunteered as a part of the debrief.
- After you confirm that the process is completed, call all your references and inform them that the process is complete. Tell them the outcome if you already know it and thank them for being your reference. Some of them may not have been called and they should know that they are now off the hook! You must promptly communicate with all your references and thank them even if you did not get the job!
Negotiating Offers
The following is a summary of how best to navigate during this critical step:
- Do not assume that you can negotiate what is being offered. Ask.
- Always go back to the last person who made the offer and not necessarily to your hiring manager.
- If you are negotiating a “C” offer, give heads-up to an “A” company that an offer is being made and that you would appreciate some response from them as they are your “A” target. Don’t tell them that the pending offer is from a “C” company or who they are, unless they are a big name or their competitor.
- Do not assume that just because you are in negotiations that you will get what you are seeking. The offer can be withdrawn if he employer so decides. This is why having multiple offers is to your advantage at this stage.
- Tread lightly. You should decide before entering into negotiations the down side. You should be willing to walk away if the negotiations take that route.
- After you have been turned down and your offer is withdrawn, do not go back begging for the same or lesser job for a lower pay!
- Decide on which items you want to negotiate, lay them out as you enter the discussions and then stop after the process is completed. If the outcome is not favorable, do not plan to move on to other items of your offer.
- Above all be pleasant, flexible, and courteous throughout the process. Always remind them that you are excited about the job. You can always turn them down if a better offer comes along later, but before their time expires. Turn down offers by first calling on the phone and then emailing.
- You should negotiate based on the value you see creating in the new job. Having comparative information (salary.com) can help you fortify your case. Always state that you see yourself as a top performer and expect to be compensated accordingly. Let the salary figure come from the employer and not from you.
Acknowledging Help
During your job search many provide help, even unbeknown to you or some even unexpectedly and pleasantly! Keep a list of all those who have helped you, going all the way back to the original lead that got you the first interview. The following suggestions list what you can do after the process is completed:
- Depending upon the significance of the help you received from a person thank them appropriately. Those who provided help above and beyond acknowledge it commensurately: a gift, lunch, Thank you! Card can be some suggestions in this department.
- Acknowledge your gratitude in a timely way. The times following a job offer can be hectic. Within the first month of your being offered the job is a good time.
- Be specific about acknowledging the help that got you the job. Merely stating a vacant “Thanks for your help” is not as impactful and proper as saying “John your lead and the insight you gave me about where the company was and what I could present them during my interviews were instrumental in my landing this job. Thank you very much!” is far more appropriate. The person who went out of their way to help you likes to know that you acknowledged correctly what that person did to help you in the process. Do not skip this detail because you feel that the person already should know. It is not what they know it is how you acknowledge it that makes for the proper acknowledgement!
- Do not forget to thank all those with whom you came in contact during the interview process at the company where you would be working. They are now your colleagues and associates. Even the person in the lobby who greeted you on the first interview is worth sending a thank you to! If you do that it would be much easier to make them your friends once you start working there!
Starting your New Job
Starting a new job can be exciting, especially if you are coming out of being jobless. The following guidelines are offered at this stage of the process of your transition:
- On the first day show up on time. Dressed a bit more formally than you would normally at that company. You may be taken around and introduced to others that day; your photo might be taken. If you are senior staff (Director and above), you might even be introduced to important clients and dignitaries!
- During the initial stages of employment be patient with all the administrative work that has to be done properly. Do not show your impatience with those who are trying to get this done. Let them do their job!
- Express to your manager that you are glad to be on board and that you are looking forward to teaming with this person.
- Many companies have initiation traditions that can be as benign as going out to lunches or bars at the end of the day. Accommodate these rituals, even if they seem odd, and enjoy them.
- If you have some habits that define how you do your job, be open to seeing how things are done at your new place.
- Do not criticize something just because it looks odd or different to you. Wait to offer your opinion. Go with the flow, at least initially.
- Do not to gossip and talk behind someone’s back. Understand the power structure in the new place before you decide which camp you want to belong to! This can portend your future there!
- One week after you have started in your new job, visit all the job boards and Websites where you had originally posted your résumé and delete it!