They Don't Teach Corporate in College (8 page)

Follow up with the interviewer for a status on your offer.

My first job out of college was at a sporting equipment manufacturer. That kind of place attracts a lot of “jocks” and wannabe “jocks.” I came into that environment as the smart kid from a good school, and these people felt it was their right to harass me as much as they wanted. I really couldn't relate to my coworkers because they were all married with children. Also, for them, it was just a job, and I was genuinely interested in the technology I was working with. It was a terrible fit. I didn't know until I left that job that the workplace does not have to be like that. At my new company, I found people with similar interests and was able to enjoy my work much more.

Frank, 28, Florida

Many companies have their human resources representatives conduct interviews, but you should try to meet with—or at least speak with—the person who will be your official manager. The reason behind this is pretty simple: if your personalities clash or if you have fundamental differences in the way you work, you need to know immediately so that you can determine if you want to pursue the opportunity further. I'm not saying that one conversation will accurately reflect how your boss will act on the job or that problems won't arise
later that were impossible to predict. However, if you hate the person on sight, you should consider whether it's a smart move to work for her.

While you're interviewing, you should also talk to existing employees at the company—preferably those in the department you want to work for. Tactfully learn as much as you can about the organizational culture, or the working environment and politics. Think seriously about whether you could fit in, because you won't be able to have a happy and fruitful career in a place that makes you uncomfortable or doesn't meet your individual needs. Get a sense of the overall mood and morale of the employees, and listen carefully to what they say—and what they don't say. If you think that every employee is going to sing the company's praises just because you came up from HR, you might be surprised. I interviewed at a technology company that really impressed me until two of my potential colleagues told me to leave “before I got sucked in.” I didn't take the offer, but I might have if I hadn't taken the time to get the insider's view.

A quick word about interview thank-you notes: Some people think email thank-you letters are enough, but I have to disagree. If you want the company to think you are a “go the extra mile” type of person, start by spending the extra minute it takes to snail mail actual cards.

You just had a successful interview, the employer is about to make you an offer, and then he asks for a few references to reassure himself that he wants to hire you. The operative word here is
reassure
. By the time employers get to the reference stage, their minds are usually made up, and they are just doing their due diligence. That said, you must assume that your references will be called, and, subsequently, grilled about your work experience. So, yes, your references have to be real people, and the contact information you provide for them must be accurate and up to date.

The best references are not your best friend's mother or your favorite elementary school teacher. They also do not include your current boss. I don't care how chummy the two of you are, you don't want your manager to know you're looking for another position. If you've never had a job before, you might ask an internship supervisor or a professor you've worked with to be a reference. If you have been employed, a friend you worked with in the past or a former boss from a job you left under good circumstances are good choices.

Do not give out references' names and contact information without talking to them first. Actually, you should contact potential references at the beginning of your job search and debrief each one on the types of opportunities you're looking for. If they agree to be references, speak to them again immediately after you've given their names to an employer. Let them know that the employer is going to call, and make sure to give them as many specifics about the position as you can. Is there an aspect of your personality, background, or experience that your references should emphasize in order to better your chances? If so, be sure to tell them. Providing your references with the key points you want them to mention will make it easier for them to help you.

Follow up with your references to determine if the employer called them. If they were called, get the rundown on the conversations, and then send each reference a thank-you note. If they weren't, don't freak out. I've heard of employers who ask for references just to make sure you have them—they have no intention of actually speaking with anyone. At any rate, send your references thank-you notes whether they were called or not. You never know when you might need them again.

One last point: It's not necessary to put “References Available Upon Request” on the bottom of your resume. Believe me, if an employer needs references in order to hire you, she'll ask for them.

The key to a successful salary negotiation is to avoid getting screwed, and to come out smelling like a rose in the process. You also want to make sure you get the most money possible up front, because once you are inside a company, salary increases are few and far between. In order to make this happen, you need to plan ahead. Before you go on an interview, you should have a good idea of what you—and the target job—are worth. If you've just graduated from college, you might not have much choice but to accept whatever entry-level salary the firm pays. If you're scouting for a new job, however, you should check Internet salary sites (
salary.com
,
payscale.com
, and so on) to see how much you can command given your level of expertise, your geographic location, and your years of experience. Next, call the target company's human resources department to find out the salary range of the available position. Finally, David Gordon, Director of Internship Studies at Columbia College of Chicago, suggests a few questions to ask yourself prior to discussing your salary with a prospective employer:

Are my personal salary requirements in line with the company's range for this position? If not, is there a chance to get more money?

What is the lowest salary I will consider?

What makes me worth more than what they are offering?

Gordon also notes that you should prepare for objections to your request for more money, including (1) you don't have enough experience, (2) other employees at your level aren't making that much, (3) the budget won't permit it, and (4) that's what they are paying new hires. Think about how you would respond to these objections in a way that continues the discussion on a positive note. Prepare to phrase your comments in the form of questions, keeping in mind that the end goal is to reach an agreement with which both parties are happy.

As I mentioned before, try not to be the first one to mention money in the interview, and avoid giving your salary range, if possible. When the interviewer asks you about your salary, keep your response vague, or ask what the company has budgeted for the position. If you must reveal what you're currently making, inflate the number slightly to account for bonuses, perks, or if you're due for a raise shortly. You should never lie outright about your salary, though, as this can come back to bite you.

After the employer makes an offer, remember to ask about other benefits that might add weight, such as stock options, bonuses, and vacation time. If you're happy with the total package, communicate that to the employer, and ask him if you can have 24 hours to consider it. Next, politely ask for the offer in writing. If you feel you need to negotiate for a higher salary, tread carefully. Gordon advocates the following techniques:

Reinforce how much you want to work for the company.

Put a human face on the situation.

Mention that other opportunities will pay your desired salary.