Interviews &
negotiations

(John) To be successful and get the most out of a search, exactly how many interviews should people plan on producing?

(Lydia) To answer that you need to start by recognizing how many good interviews people really expect to get on their own. Generally, a realistic answer is... very few.

With that in mind, we first develop a marketing plan that details exactly what should be done. Most of the time, the goal from all sources combined is to make your phone ring 25 to 30 times—and put you in the driver's seat. Ideally, you'd like a bidding war for your talents.

(John) Why would anyone need 25 to 30 people to call them? It seems like too many.

(Lydia) You can't fool yourself. You're not going to turn one or two interviews into the ideal job offer. That may happen... but only once in every 100 times. You have to be realistic about competition and rejection. Think of it this way, if you auctioned something off on eBay, would you rather have 25 serious bidders... or just one?

(John) Can you really help people do better in their interviews? And, what specifically do you do?

(Lydia) Interviewing is no different from any other skill. How good would you be if you played golf only once in a while? We anticipate difficult questions and suggest responses. We also help clients "read" people to find the employer's real need... and we help them build personal chemistry—quickly.

We also equip them with good questions to ask, and get them information on the employers before the interview. And, we show them how to explain their achievements through telling memorable stories.

(John) What about negotiations? Don't people know how to do this, particularly the executives?

(Lydia) John, how many people do you know who have ever negotiated a signing bonus or stock options? Very few! When it comes to negotiating, people leave a lot of money on the table.

One reason is that in today's world of complex perks, it's hard for anyone to have a handle on negotiating. Each day our staff is involved with offers from every part of the country. This knowledge base is invaluable to our clients. It's the key to negotiating what you are worth.

(John) Once they get an offer, how much room do people really have to negotiate?

(Lydia) A lot more than you might think. You have to realize that jobs don't come with a salary... they generally come with a salary range... and that's why there is always room to negotiate.

(John) Is it correct that one of your strategies is to not reveal your current income?

(Lydia) We recommend a seven step system for negotiating that is very easy to put into practice. Now one of our suggestions is to never negotiate based on where you've been. It's like a poker game... the employers sit there with their cards all cupped in their hands. But, they like to have you lay your earnings on the table face up.

Just a few of the things we cover include... how and when your present income should be revealed... what you should reasonably expect to negotiate... and strategies for getting the best financial package.

By the way, between signing bonuses and getting an offer raised, you have to realize that you can earn more from superior negotiations... than your annual raises will be worth for your first three years.