Jobseeker: 2014 Newsletter
Jobseeker: 2014 Newsletter
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02
May 2014 Newsletter
CV People Africa:
Professionals at work for you
DESK MAY
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Cathy Bhika | Recruitment Director Remember to contact our Talent Acquisition Specialists for all
BA English & Cultural History (UCT) / Grad.CE (UZ) [email protected] | [email protected] your human capital requirements.
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How to Make
A DRAMATIC
Three ways to do it fast — and right:
Career Change
and ideas for free. Once you start to build relationships,
they're more likely to offer you opportunities,” Byrne
advised.
her neighbourhood but the idea of London the most common stumbling blocks to making a dramatic career
change is a lack of experience in the new field.
winters spent outside quickly nixed those
plans. She decided on a career in technology. Gaining that experience often means taking what can feel like a
giant step backwards in your career, whether it’s by re-entering the
student world or signing on for an internship. Choices like these can
be financially draining in the short term, but the long-term hope is
that they will pay off before too long.
Relationships Matter
Back to basics
Career changers need to network with people
in the field they want to enter. Brideau needed to learn to code if she was going to launch a career
in technology. But she’d been under the impression it would take
years of schoolwork to learn what she needed to in order to make
Career Change could be a title for your resume or a commitment for a good
reference,” he said. If you don’t ask for what you want, at some
point you are going to “feel like you’re being taken advantage of.”
employers,” said Byrne.
Eventually, through the connections she made, Brideau landed a If someone in your organisation is working at a role that interests
six-month paid code-writing internship at London-based you, ask if you can shadow them for a few hours or offer to help
Enternships, which places students and recent graduates in out on a short-term project. You can also reach out to people in
positions with starts ups and small businesses. Once her internship your networks or your university alumni association for
is over, she hopes to find a position as a junior coder. recommendations of people who might be willing to have you
shadow them.
“The hardest part was taking the leap to doing something so
completely different than I have ever done previously,” said “People are generally amenable to this if they think you will help
Brideau. She likened it to the move she had made from Canada to them, rather than get in the way,” said Byrne in an email. “This
the UK. “You keep moving forward with a lot of unanswered 'informal' work shadowing is a great way to build up contacts, test
questions not knowing how it will all turn out until one day you drive a career option to see if it is right for you and start to build up
find yourself at home in your new surroundings.” some experience.”
Internships represent one of the best ways to gain experience and Another low-cost, low-time way to gain skills and experience:
get a foot in the door in today’s project-based economy, said Larry tutorial websites, both free and subscription-based, can help you
Stybel, a principal at Stybel Peabody & Associates Inc, a leadership become an “expert” in specific skills in a short time. Consider a
15
A JOB OFFER
RULES FOR
NEGOTIATING Job-offer negotiations are rarely easy. Consider
three typical scenarios:
You’re in a third-round interview for a job at a company you like, but a firm
you admire even more just invited you in. Suddenly the first hiring manager
In some industries a weak labor market
has also left candidates with fewer
options and less leverage, and
employers better positioned to dictate
terms.
cuts to the chase: “As you know, we’re considering many candidates. We like
Those who are unemployed, or whose
you, and we hope the feeling is mutual. If we make you a competitive offer,
current job seems shaky, have seen their
will you accept it?”
bargaining power further reduced.
You’ve received an offer for a job you’ll enjoy, but the salary is lower than you
But job market complexity creates
think you deserve. You ask your potential boss whether she has any
opportunities for people who can
flexibility. “We typically don’t hire people with your background, and we
skillfully negotiate the terms and
have a different culture here,” she responds. “This job isn’t just about the
conditions of employment. After all,
money. Are you saying you won’t take it unless we increase the pay?”
negotiation matters most when there is
a broad range of possible outcomes.
You’ve been working happily at your company for three years, but a recruiter
has been calling, insisting that you could earn much more elsewhere. You
As a professor who studies and teaches
don’t want to quit, but you expect to be compensated fairly, so you’d like to
the subject, I frequently advise current
ask for a raise. Unfortunately, budgets are tight, and your boss doesn’t react
and former students on navigating this
well when people try to leverage outside offers. What do you do?
terrain. For several years I have been
offering a presentation on the topic to
Each of these situations is difficult in its own way—and emblematic of how
current students. (To see a video of this talk,
complex job negotiations can be. At many companies, compensation
go to www.NegotiateYourOffer.com.)
increasingly comes in the form of stock, options, and bonuses linked to both
personal and group performance.
Every situation is unique, but some
strategies, tactics, and principles can
In MBA recruitment, more companies are using “exploding” offers or
help you address many of the issues
sliding-scale signing bonuses based on when a candidate accepts the job,
people face in negotiating with
complicating attempts to compare offers. With executive mobility on the
employers.
rise, people vying for similar positions often have vastly different
backgrounds, strengths, and salary histories, making it hard for employers to
Here are 15 rules to guide you in
set benchmarks or create standard packages.
these discussions.
15
continued from previous page
RULES FOR
NEGOTIATING
If you have no justification for a demand, it may be 5. Understand their constraints. They may like 7. Focus on the questioner’s intent, not on
unwise to make it. Again, keep in mind the inherent you. They may think you deserve everything you want. the question. If, despite your preparation, someone
A JOB OFFER
tension between being likable and explaining why you But they still may not give it to you. Why? Because they comes at you from an angle you didn’t expect, remember
deserve more: Suggesting that you’re especially valuable may have certain ironclad constraints, such as salary caps, this simple rule: It’s not the question that matters but the
can make you sound arrogant if you haven’t thought that no amount of negotiation can loosen. Your job is to questioner’s intent. Often the question is challenging but
through how best to communicate the message. figure out where they’re flexible and where they’re not. If, the questioner’s intent is benign. An employer who asks
for example, you’re talking to a large company that’s whether you would immediately accept an offer
3. Make it clear they can get you. People won’t hiring 20 similar people at the same time, it probably tomorrow may simply be interested in knowing if you are
want to expend political or social capital to get approval can’t give you a higher salary than everyone else. genuinely excited about the job, not trying to box you
The Rules for a strong or improved offer if they suspect that at the into a corner.
end of the day, you’re still going to say, “No, thanks.” Who But it may be flexible on start dates, vacation time, and
1. Don’t underestimate the importance of wants to be the stalking horse for another company? If signing bonuses. On the other hand, if you’re negotiating A question about whether you have other offers may be
likability. This sounds basic, but it’s crucial: People are you intend to negotiate for a better package, make it with a smaller company that has never hired someone in designed not to expose your weak alternatives but simply
going to fight for you only if they like you. Anything you clear that you’re serious about working for this employer. your role, there may be room to adjust the initial salary to learn what type of job search you’re conducting and
Sometimes you get people to want you by explaining offer or job title but not other things. The better you whether this company has a chance of getting you. If you
do in a negotiation that makes you less likable reduces
that everybody wants you. But the more strongly you understand the constraints, the more likely it is that you’ll don’t like the question, don’t assume the worst. Rather,
the chances that the other side will work to get you a
play that hand, the more they may think that they’re not be able to propose options that solve both sides’ answer in a way that addresses what you think is the
better offer. This is about more than being polite; it’s
going to get you anyway, so why bother jumping through problems. intent, or ask for a clarification of the problem the
about managing some inevitable tensions in negotiation,
hoops? If you’re planning to mention all the options you interviewer is trying to solve. If you engage in a genuine
such as asking for what you deserve without seeming
have as leverage, you should balance that by saying 6. Be prepared for tough questions. Many job conversation about what he’s after, and show a
greedy, pointing out deficiencies in the offer without
why—or under what conditions—you would be happy to candidates have been hit with difficult questions they willingness to help him resolve whatever issue he has,
seeming petty, and being persistent without being a
forgo those options and accept an offer. were hoping not to face: Do you have any other offers? If both of you will be better off.
nuisance. Negotiators can typically avoid these pitfalls by
we make you an offer tomorrow, will you say yes? Are we
evaluating (for example, in practice interviews with
4. Understand the person across the table. your top choice? If you’re unprepared, you might say 8. Consider the whole deal. Sadly, to many
friends) how others are likely to perceive their approach.
Companies don’t negotiate; people do. And before you something inelegantly evasive or, worse, untrue. My people, “negotiating a job offer” and “negotiating a
can influence the person sitting opposite you, you have advice is to never lie in a negotiation. It frequently comes salary” are synonymous. But much of your satisfaction
2. Help them understand why you deserve to understand her. What are her interests and individual back to harm you, but even if it doesn’t, it’s unethical. The from the job will come from other factors you can
what you’re requesting. It’s not enough for them concerns? For example, negotiating with a prospective other risk is that, faced with a tough question, you may try negotiate—perhaps even more easily than salary. Don’t
to like you. They also have to believe you’re worth the boss is very different from negotiating with an HR too hard to please and end up losing leverage. The point get fixated on money. Focus on the value of the entire
offer you want. Never let your proposal speak for representative. You can perhaps afford to pepper the is this: You need to prepare for questions and issues that deal: responsibilities, location, travel, flexibility in work
itself—always tell the story that goes with it. Don’t just latter with questions regarding details of the offer, but would put you on the defensive, make you feel hours, opportunities for growth and promotion, perks,
state your desire (a 15% higher salary, say, or permission you don’t want to annoy someone who may become your uncomfortable, or expose your weaknesses. Your goal is support for continued education, and so forth. Think not
to work from home one day a week); explain precisely manager with seemingly petty demands. On the flip side, to answer honestly without looking like an unattractive just about how you’re willing to be rewarded but also
why it’s justified (the reasons you deserve more money HR may be responsible for hiring 10 people and therefore candidate—and without giving up too much bargaining when. You may decide to chart a course that pays less
than others they may have hired, or that your children reluctant to break precedent, whereas the boss, who will power. If you have thought in advance about how to handsomely now but will put you in a stronger position
come home from school early on Fridays). If you have no benefit more directly from your joining the company, answer difficult questions, you probably won’t forfeit one later.
may go to bat for you with a special request. of those objectives.
15
continued from previous page
RULES FOR
NEGOTIATING
more thing...,” she is unlikely to remain in a generous or problems. For example, if you want to delay an offer, you 14. Stay at the table. Remember: What’s not
understanding mood. Furthermore, if you have more might ask for a later second- or third-round interview. negotiable today may be negotiable tomorrow. Over
A JOB OFFER
than one request, don’t simply mention all the things you time, interests and constraints change. When someone
want—A, B, C, and D; also signal the relative importance 12. Avoid, ignore, or downplay ultimatums of says no, what he’s saying is “No—given how I see the
of each to you. Otherwise, she may pick the two things any kind. People don’t like being told “Do this or else.” world today.” A month later that same person may be able
you value least, because they’re pretty easy to give you, So avoid giving ultimatums. Sometimes we do so to do something he couldn’t do before, whether it’s
and feel she’s met you halfway. Then you’ll have an offer inadvertently—we’re just trying to show strength, or extending an offer deadline or increasing your salary.
that’s not much better and a negotiating partner who we’re frustrated, and it comes off the wrong way. Your Suppose a potential boss denies your request to work
thinks her job is done. counterpart may do the same. My personal approach from home on Fridays.
when at the receiving end of an ultimatum is to simply
10. Don’t negotiate just to negotiate. Resist the ignore it, because at some point the person who gave it Maybe that’s because he has no flexibility on the issue.
temptation to prove that you are a great negotiator. MBA might realize that it could scuttle the deal and will want to But it’s also possible that you haven’t yet built up the trust
students who have just taken a class on negotiation are take it back. He can do that much more easily without required to make him feel comfortable with that
plagued by this problem: They go bargaining berserk the losing face if it’s never been discussed. arrangement. Six months in, you’ll probably be in a better
first chance they get, which is with a prospective position to persuade him that you’ll work conscientiously
employer. My advice: If something is important to you, If someone tells you, “We’ll never do this,” don’t dwell on it away from the office. Be willing to continue the
absolutely negotiate. But don’t haggle over every little or make her repeat it. Instead you might say, “I can see conversation and to encourage others to revisit issues
thing. Fighting to get just a bit more can rub people the how that might be difficult, given where we are today. that were left unaddressed or unresolved.
wrong way—and can limit your ability to negotiate with Perhaps we can talk about X, Y, and Z.” Pretend the
the company later in your career, when it may matter ultimatum was never given and keep her from becoming 15. Maintain a sense of perspective. This is the
more. wedded to it. If it’s real, she’ll make that clear over time. final and most important point. You can negotiate like a
pro and still lose out if the negotiation you’re in is the
11. Think through the timing of offers. At the 13. Remember, they’re not out to get you. wrong one. Ultimately, your satisfaction hinges less on
beginning of a job hunt, you often want to get at least Tough salary negotiations or long delays in the getting the negotiation right and more on getting the job
one offer in order to feel secure. This is especially true for confirmation of a formal offer can make it seem that right. Experience and research demonstrate that the
people finishing a degree program, when everyone is potential employers have it in for you. But if you’re far industry and function in which you choose to work, your
interviewing and some are celebrating early victories. enough along in the process, these people like you and career trajectory, and the day-to-day influences on you
9. Negotiate multiple issues simultaneously, Ironically, getting an early offer can be problematic: Once want to continue liking you. Unwillingness to move on a (such as bosses and coworkers) can be vastly more
not serially. If someone makes you an offer and you’re a company has made an offer, it will expect an answer particular issue may simply reflect constraints that you important to satisfaction than the particulars of an offer.
legitimately concerned about parts of it, you’re usually reasonably soon. If you want to consider multiple jobs, it’s don’t fully appreciate. A delay in getting an offer letter These guidelines should help you negotiate effectively
better off proposing all your changes at once. Don’t say, useful to have all your offers arrive close together. So may just mean that you’re not the only concern the hiring and get the offer you deserve, but they should come into
“The salary is a bit low. Could you do something about it?” don’t be afraid to slow down the process with one manager has in life. Stay in touch, but be patient. play only after a thoughtful, holistic job hunt designed to
and then, once she’s worked on it, come back with potential employer or to speed it up with another, in ensure that the path you’re choosing will lead you where
“Thanks. Now here are two other things I’d like…” If you order to have all your options laid out at one time. This, And if you can’t be patient, don’t call up in frustration or you want to go.
ask for only one thing initially, she may assume that too, is a balancing act: If you pull back too much—or push anger; better to start by asking for a clarification on
getting it will make you ready to accept the offer (or at too hard—a company may lose interest and hire timing and whether there’s anything you can do to help
least to make a decision). If you keep saying “and one someone else. But there are subtle ways to solve such move things along.
You might have shelves lined with books explaining how to get ahead at work or how to answer tricky interview
questions to land your dream job. But what about the things you shouldn’t do? There might not be a shelf full on the
etiquette of shaking hands, or what you should never say in a job interview, or how to stop whining and rise up the
corporate ladder, but several LinkedIn Influencers weighed in this week on exactly those things — what not to do if you
want to get ahead. Here’s what some of them had to say.
HOW TO
MAKE OUR 1 | Keep updating your
CV People Africa profile
SHORT LIST
regularly
Organisations expect a rapid response from CV People Africa and an out-of-date CV or database profile, or
missing remuneration data creates delays, which in turn, significantly reduces your chances of making the
shortlist! On receiving a job vacancy, details are processed and flighted to the CV People Africa Website.
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Thereafter, the consultant searches the database for potential candidates. However, many candidates disqualify
themselves because their :
• Database profiles are out of date or incomplete • CVs have not been uploaded
• Remuneration details are missing • CV and profile details do not match
So keep your information up to date and check your profile regularly while following our tips on ‘How to Make
Our Shortlist’ to ensure that you do not miss your opportunity of a lifetime!