Professional Documents
Culture Documents
Terry L. Fitzwater
Terry L. Fitzwater
CREDITS:
Senior Editor: Debbie Woodbury Assistant Editor: Brenda Pittsley and Charlotte Bosarge Production Manager: Denise Powers Design: Nicole Phillips Production Artist: Zach Hooker Cartoonist: Ralph Mapson
COPYRIGHT 2001 Course Technology, a division of Thomson Learning. Thomson Learning is a trademark used herein under license. ALL RIGHTS RESERVED. No part of this work may be reproduced, transcribed, or used in any form or by any meansgraphic, electronic, or mechanical, including photocopying, recording, taping, Web distribution, or information storage and retrieval systemswithout the prior written permission of the publisher. For more information contact: Course Technology 25 Thomson Place Boston, MA 02210 Or find us on the Web at www.courseilt.com For permission to use material from this text or product, submit a request online at www.thomsonrights.com.
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Course Technology reserves the right to revise this publication and make changes from time to time in its content without notice.
ISBN 1-56052-643-2
Library of Congress Catalog Card Number 2001090684 Printed in Canada by Transcontinental Printing 2 3 4 5 PM 06 05
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Preface
Preparing for the Behavior-Based Interview is your guide to handling your job applications and interviews in ways that will increase your chances of being hired by your employer of choice. In this book, youll find a step-by-step, get-that-job plan, including the initial steps of researching a company, composing and sending a cover letter and rsum, interview preparation, and anticipating and responding to behavior-based interview questions. You'll be prepared for any interview with any organization.
Terry L. Fitzwater
He holds a bachelors degree in business administration and a masters degree in human resources and organization development. You can contact him at 916-7910692 or by email at tfitzh2o@quiknet.com.
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Contents
Introduction
The Behavior-Based Interview Process .................................................................. 3 Employer Objectives ............................................................................................... 5 What Are Behavior-Based Questions? ................................................................... 7
Phase 1: Preparation
Making a Good Initial Impression ....................................................................... 11 Researching the Company .................................................................................... 12 Understanding the Position Description .............................................................. 15 Writing Your Cover Letter ................................................................................... 17 Developing Your Rsum ..................................................................................... 23 Elements of an Effective Rsum ......................................................................... 26
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Phase 4: Following Up
Closing the Interview ............................................................................................ 71 Response Options ................................................................................................. 72 Writing a Follow-Up Letter .................................................................................. 73 Final Checklist ....................................................................................................... 76
Appendix
Internet Resources ................................................................................................ 79 Action Verb Statements ......................................................................................... 80 Questions to Ask the Interviewer ......................................................................... 82 Additional Reading ............................................................................................... 83
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I N T R O D U C T I O N
PHASE 1: Preparation PHASE 2: Polishing Your Image PHASE 3: Responding to Questions PHASE 4: Following Up
Following these steps will help you present yourself and your skills and abilities in the best possible way. This is of prime importance because your interview time is limited. How you use the time allotted to you can make the difference between an offer of employment to youor to the next interviewee. As you go through the steps, you will learn: The importance of pre-interview research. Behaviors that pay off with a successful interview. The best responses to questions. What to do after the interview to encourage your selection for the job.
Preparing for the Behavior-Based Interview
Employer Objectives
Have you ever stopped to think about what the employers are trying to achieve in a job interview with you? They are trying to: gauge your skills and abilities in relation to the essential job criteria and requirements gauge your skills and abilities in relation to everyone else competing for the same job determine your level of interest in the position determine your fit with the unique organizational culture look at your history of success and how it applies to the organization and its current and future plans look at your history of adversity and how you matured as a result
How you meet each objective determines your likelihood of success in achieving your ultimate goal: employment. And not just any employment, but a job that is satisfying with a desirable company.
Interview Grid
Every interview is fraught with the potential for mistakes. As an applicant, you must try to minimize this potential as a means of maximizing your candidacy. Here are eight common interview landmines and their respective remedies. Each will be discussed later in this book. Interview Errors Lack of preparation Failure to rehearse Not talking enough (80% rule) Nonprofessional appearance Question misinterpretation Rsum style No close to the interview Lack of post-interview response Emphasizes the value of... Research Practice Depth of response Image Recognition Formatting Expressed interest Follow up
There are standard questions that most employers ask in every interview and they are the ones you should rehearse now. You know them. Youve been asked them before. In preparation, think of some you know are likely to make the interview list and write them down here. Dont worry about your responses for now, as they may change as you learn this process and the importance of this word: M-A-T-T-E-R. Plan on revisiting this section later. 1. Where would you like to be in five years? 2. Why are you leaving your current employer?
Preparation
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Together, these elements paint a picture of the skills and qualifications an organization seeks for its vacant position. Your presentation and knowledge in each area can tip the balance between you and another applicant. Then, during the interview your job is to help the employer understand that you are exactly the person for the position.
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We have a singular duty: service. Our sole purpose is to serve and stay in touch with our customers.
As we enter the 21st century, our challenge is to build value while constantly improving quality and minimizing costs.
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This mission statement contains a lot of information that can benefit a job seeker. Several points deal with customers, employees, quality of goods and services, and involvement of employees and customers in decision-making. If this is an accurate assessment of what the company values, it can serve the job applicant as a roadmap to the kinds of interview questions to anticipate and rehearse. Following are some examples.
Anticipated Questions
About Customers
How would you deal with an unhappy or unsatisfied customer? How would you find out if our products are what the customer needs? What process would you use to solicit customer input concerning our products?
About Employees
We value the input of our employees. As a human resources professional, how have you demonstrated this same philosophy where you currently work? How do you foster respect among the employees of your work unit? How do you encourage employees to make their own decisions?
Preparing for the Behavior-Based Interview
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OUR MISSION
The mission of our medical center is to promote and provide high-quality, cost-effective health care for the people in the communities we serve. Through our best efforts and collaboration with our colleagues, we strive to relieve suffering, cure illness, and promote wellness.
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BASIC FUNCTION
This position provides technical support to the manufacturing division. The divisions are at three locations within the city of Sacramento. The position is matrixed and provides expertise to the research and development department to ensure proper instrument development. This tells job applicants that: The position supports two organizations, manufacturing and research and development. The position requires the ability to travel to multiple locations. The individual must have experience as a mechanical engineer. Prior experience in instrument development is a plus.
Preparing for the Behavior-Based Interview
As a result, you expect a certain line of questions. Here are just a few: Tell me about your prior experience working in an organization where manufacturing and R&D worked in conjunction with one another. Tell me about your technical background specifically as it pertains to instrumentation development.
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After reading this, can you guess what questions you might get in an interview?
___________________________________________________________________ ___________________________________________________________________
In section four of this book, youll learn methods for answering the questions you develop.
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Your goal is to produce an application that is no more than three pages: a onepage cover letter and two pages of rsum. More than that is a book and the person pre-screening rsums doesnt want to read the next great American novel in your presentation. Lets look at an ad from Sundays newspaper to decide how a cover letter might unfold.
Local healthcare manufacturing company needs a Director of Human Resources. The position requires at least 10 years of experience and a person comfortable in a high tech, fast-paced, high-growth organization. The ideal applicant is familiar with international employment law and capable of delivering a multitude of employee development programs. A masters degree in a business or human resources field is required. In very few words, the ad is full of employer requirements, and most employers will tell you they do not want to review rsums if the applicant is lacking in any of the skills they desire. To see how you measure up, it is helpful to develop a grid that translates the employers criteria into a cover letter highlighting your matching skills. Lets look at one.
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Skills Grid
Advertised Needs Healthcare experience Manufacturing experience Director level experience 10 years in human resources High tech/fast pace High growth International familiarity Delivering training programs Masters degree My Credentials 6+ years with AHS Healthcare 3 years in manufacturing Current title: Director of Human Resources 12+ years Knowledgeable about software and hardware Business exceeds 20% growth per year None (but AHS is international org.) Training and organizational development experience Masters degree in organizational development
Preparing for the Behavior-Based Interview
This comparison accomplishes two things: It demonstrates that the applicant matches eight of the nine requested skills well enough to respond to the ad and know that the rsum will get the attention it deserves. It isolates the skills that will be emphasized in the cover letter. Using this matrix, the letter practically writes itself.
Look at the following cover letter written to target the above employer-required criteria using information from the My Credentials column.
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Mark Jobsearch 100 Hill Road Sacramento, CA 95825 530-546-9876 mjobsearch@ISP.com August 6, 2002 Sandy Cheshire Smith Recruitment Manager Acme Healthcare 1000 Brosnan Street San Francisco, CA 95811 Dear Ms. Smith: I am forwarding my rsum in response to your advertisement for a Director of Human Resources. a Briefly, I have twelve years of broad human resources experience with high-tech, international healthcare organization that is listed in the Fortune 500. AHS, named one of the best companies to work for in America, has been cited on numerous occasions for its human resource practices and innovations. I currently hold the position of Director of Human Resources-West for two manufacturing divisions. A fast-paced environment coupled with double-digit growth required strategic initiatives and unique solutions to complex change. My experience is supplemented with considerable business acumen, an undergraduate degree in Business Administration and a masters in Organization Development. I have developed and delivered a number of programs that emphasize both business and employee growth and development: advanced coaching skills, performance management, positive discipline, and documentation and strategic human resource planning. If I can provide you with any additional information, please let me know. I look forward to hearing from you. My best regards, Mark Jobsearch
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Notice how the letter reflects the Skills Grid. Each item from the grid is underlined to demonstrate to you how to work the employers requirements into the text. Any employer reading the letter can easily determine that the writer matches a number of the required qualifications and will want to read the rsum as a result. Now look at another advertisement. Circle the key words you would emphasize to the employer.
TLF, a Fortune 100 company with an international presence, seeks a Vice President of Sales. The person must have at least 12 years of sales experience, with five years in senior management. Experience in France and the Benelux countries is a plus. This position reports directly to the President and is responsible for the management of more than 400 sales representatives.
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Now, use your skills list to make a Skills Grid for the ad you found earlier. Draft a practice cover letter on a separate sheet of paper. When youre finished, move on to next section where youll take a look at your rsum.
Skills Grid
Advertised Needs My Credentials
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Are any of these more important than another? Not really. But the Skills Grid combined with your preparation and research might lead you to emphasize particular attributes. For example, if an advertisement begins with Ph.D. required, its an obvious hint to highlight that accomplishment. Likewise, if your research leads you to the conclusion that experience in a specific area will be highly valued, e.g., high tech, you will want to highlight it in both your rsum and your cover letter. As a career-minded professional who is job searching, you probably have a rsum on file. But is it up to date? Do you evaluate it occasionally to see if it can be improved to increase its effectiveness? Do you have different versions that give a higher profile to specific skills? Do you tailor it every time you send it to an employer? Taking these steps will ensure a rsum that is more likely to get you in the door for an interview. At minimum, a professional-looking rsum must: be clean and crisp with proper spacing and margins be grammatically correct detail your skills and accomplishments be to the point and kept to a maximum of two pages
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Rsum Elements
Review the following sample rsum. The key elements are discussed in more detail in the pages to follow.
916-291-7903 HM 916-231-0713 WK
To continue career progression and personal development through growth opportunities with innovative organizations.
Employment History: 1996 to Present FLC-The Performance Management Company Senior Human Resource Consultant
Provide consulting services with a focus on organizational change and strategic human resource planning, including mergers, acquisitions, divestiture due diligence, and organization development with an emphasis on restructuring, team formation, and core competency development. Focus on employee relations programs such as coaching, non-punitive discipline, conflict and complaint resolution, opinion surveys, 360-degree feedback, performance management, harassment prevention and investigation, and other employmentrelated issues. Key Accomplishments: Developed and installed a non-punitive discipline system/program for a 3000employee division of a Fortune 200 organization. Developed a harassment prevention program and delivered the product to all employees of a large, networked organization. Factor, Inc. Vice President of Human Resources
1979 to 1996
Executive leadership team member responsible for formulating strategy and directing global human resource activities for three divisions and managing employee relations for global business operations. Sites were fully integrated and included sales, marketing, distribution, customer service, finance, quality assurance, research and development, software and hardware engineering and design, and information technology.
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Key Accomplishments: Restructured the domestic and international businesses to align synergies. Redesigned the management development process for strategic human resource planning. Managed due diligence for the acquisition and divestiture process relating to policies, practices, procedures, compensation and benefits and employee relations. Blueprinted the management process for strategic reengineering. Managed all employee relations and employment law issues including union avoidance, harassment prevention and all matters pertaining to charges of discrimination and/or wrongful discharge issues.
Cola Inc. Personnel Manager Human resource generalist responsibility for corporate research and development, engineering, and three pilot manufacturing plants. Food Co. Human Resources Manager Human resource generalist responsibility for two food processing plants with a total employee population of 1500. Education: University of South Florida College of Business Administration Major: Management University of San Francisco College of Professional Studies Major: Human Resources and Organization
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Career Objective
A career objective is a succinct statement positioned at the top of your rsum. Any statement of more than two sentences is too long. To be effective, the career objective must: catch the readers attention suggest why you are applying for the position
Basically, it clarifies why you are a good fit for the job opening at their company. You may wish to create a general objective, then tailor it to individual employers every time you submit an application. Lets take a look at two distinct career objectives: Objective: To apply my existing human resources skills working for a company known for innovative human resources policies, and to continue my personal development by reaching for new responsibilities in the areas of employee training and retention. Objective: To combine my fluency in written and verbal Japanese with my background in technical manufacturing, providing translation and quality control for an international company known for its breakthrough designs and programming.
Reread the advertisement you used to write a practice cover letter. Use the following space to develop a career objective for the rsum you would submit to that employer. Objective: _________________________________________________ __________________________________________________________ __________________________________________________________
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Statement of Qualifications
As an alternative to a Career Objective, you can begin a rsum with a Statement of Qualifications. This is a brief summary of the skills you would bring to the hiring organization. Lets look at an example for clarification. Statement of Qualifications: Fluency in written and verbal Japanese combined with a bachelors degree in business and four years experience in technical manufacturing. Background includes technical writing for international clients.
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Outline of Accomplishments
Each of the jobs listed in your Work History should be accompanied by a short paragraph that gives a broad-brush description of your essential job duties for the positions held. This is the time to blow your own horn. Think of times when you saved your employer money, developed new or improved procedures, trained others, proposed new or improved products, brought in a new technology, trained workers independently or as part of a team, and so on.
Broad-Brush Description
Here is an example of a broad-brush description for an editor who worked at Acme Publications for five years:
1997-Present Associate Editor for Extra! Magazine Acme Publications Primary liaison with all contributing writers and photographers for weekly magazine covering breaking political news. Administer contracts and licensing agreements, coordinate with section editors, and schedule production work. Conduct fact checking and supplementary writing in a high-paced, quality-driven environment. In addition to the broad-brush description, bullet points are a smart way to emphasize major accomplishments. A key to writing effective bullet points is to begin each sentence with an action verb. Action verbs command attention and add instant credibility to your skills portfolio.
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Restructured editorial calendar to provide additional proofreading time and reduced incidence of errors by 50%. Expanded stable of writers to acquire regular contributions from experts in key subject areas.
Take a look at your rsum and rewrite your broad-brush descriptions and bullet points as necessary using action verbs.
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Educational Background
Your rsum should conclude with a section on your educational background. It is a good practice to mention the schools attended, your major, and any degrees conferred. There is no need to mention grade point averages or school activities. Most employers only want to know if you have the requisite degree. If they require additional information they will probe for it in a telephone pre-screening or during the interview. Heres one way to display and describe educational background:
EDUCATION:
University of South Florida BSCollege of Business Administration Major: Management University of San Francisco MSCollege of Professional Studies Major: Human Resources and Organization Development Your final producta job application that gets noticedshould be a cover letter and rsum, together no more than three pages. If developed properly, your presentation will encourage the hiring authority to move on to the next step: inviting you to an interview.
Preparing for the Behavior-Based Interview
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Appearance
If the interviewer is introduced to someone with an unkempt appearance wrinkled clothes, unruly hair, scruffy shoesor to someone dressed inappropriately for the positiontrendy street clothes in a conservative corporate environmentthe candidates true talents may be overlooked. People do judge books by their covers. The way to get the full benefit from an interview is to show the interviewer you are prepared on the outside as well as the inside. Always dress for the occasion. A suit or dress is usually in order, even at a company that promotes casual dress. Your company research can help you know what to wear. If possible, get advice from someone who works there. In addition to a professional appearance, two other factors help garner a favorable first impression: poise and rapport. Here is a good way to remember all three. Think of the word P-A-R.
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Poise
Poise is important, but what is it? Heres the definition from Merriam-Websters dictionary: Poise easy self-possessed assurance of manner : gracious tact in coping or handling, also : the pleasantly tranquil interaction between persons of poise b : a particular way of carrying oneself. In the initial meeting, expect the interviewer to break the ice prior to beginning the formal interview. This may include an exchange of pleasantries, an offer of a cup of coffee or a soft drink, questions about your trip to the facility, etc. Why? To give you time to adjust to the environment and to give you an opportunity to calm down. If you are like most people, you will be a little nervous. This is natural. Dont expect to be Mr. or Ms. Cool. This is your time to display poise under pressure and it gives you the opportunity to collect yourself. Take advantage of the time and keep in mind Websters definition. What should you do during this period? Here is a checklist. Remember it as you prepare for any interview. Calm down. Gain control of your emotions or nervousness. Introduce yourself with confidence born from your experience. Reach out first for a firm (not Herculean) handshake. Take a seat when it is offered. Answer the ice-breaker questions thoroughly. It will help to ease anxiety and get you ready for the interviewers job-related questions.
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Rapport
If you have used the poise checklist, you are well on your way to making a good first impression. But here is something important to remember: Job offers are sometimes won or lost because of inadequate relationship skills. This is especially true if the position requires interaction with a variety of individuals, departments, and organizational levels. Good relationship skills can be demonstrated by establishing a positive rapport with the interviewer. To meet this goal, you should: Make regular eye contact Show a friendly and cordial demeanor Express thanks for being invited to an interview Expand on areas of mutual interest introduced by the interviewer, such as sports, books, and so on.
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Poise Appearance R apport Thoroughness of response Note your surroundings Express yourself clearly R eflect on the good and the not so good
Thoroughness of Response
This involves letting your stream of consciousness bring you to your answer naturally. Never sell yourself short with too short answers. Interviewers want to hear responses that answer every aspect of a question. Image is built through communication and a complete, concise, well thought-out answer will put you in a more favorable light. Think before you respond Respond in detail
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