IDEA 5

You can strengthen most of the questions you want to ask by using your research. If, for example, you've read the recent press about the company you can ask the competition question much better. I understand your main competitor is X. Is that right and who do you feel are the main players making progress in the industry?'
MORE ABOUT THE INDUSTRY AND THEIR POSITION IN IT
Start by illustrating your preparation. Use something as up to date as possible. 'I'd like to hear a bit more about the industry and your position in it. There was an interesting piece in The Times about this Christmas being the worst for the retail industry for ten years, despite the fact that overall sales increased by 2.5%. Can you explain that and how do you see the next few years for retail generally?' You may think that question a bit too specific if, for example, you think they might struggle with the first bit. So go even more open. 'This industry has been very successful for a while now. How do you see it maintaining that progress?' This should get one or two of them going and you will listen and show that you're learning.

Another good area to probe around at this time is their competition. It's good to join an organisation that recognises it's in competition and that most companies in their industry have strengths and weaknesses. (Be careful here. Don't let yourself down by looking as though you know nothing about their industry. If you've prepared this question, don't ask it if the ground has already been covered.)

'Who do you regard as your main competition and who do you see becoming a bigger threat in the future?' It's a great idea to ask a question that's broader than the job itself. For example, if the job's in Europe, ask something about the worldwide performance or strategy. The point is to show your interest in the future as well as the present.
Try another idea...
IDEA 14, Why do you want to work for this company? talks about the research you need to do before attending an interview.

AND SPECIFICALLY
Be careful. Silly as it may seem, this simple question has sunk more strong interviews than many more sinister-sounding salvoes. Don't focus too much on salary reviews, promotion prospects, type of car you get, parking spaces and so on. If there are important questions you want answers to, by all means ask them. Make sure, however, that you don't look as though these things are all that's important to you: ask some softer questions about the environment in which you'll be working. 'If you had to sum up in a few words the type of person who likes working here and the type of person who gets on well, what would they be?'

You can always turn a dual question back on them: 'What would you say are the main benefits of working for your organisation and the main frustrations?' 'Can I ask you if you have any reservations about my suitability for the job which we could discuss at this stage?' 'I am applying for other positions; but I'm particularly keen on this one. Is it possible to tell me when you'll make a decision?' Final note: don't look as though your one and only reason for wanting to join them is to make money!
Defining idea...
"Holding hands at midnight 'Neath a starry sky, Nice work if you can get it, And you can get it if you try." IRA GERSHWIN, US songwriter
How did it go?
Q This chapter emboldened me. It made me feel that in previous interviews I'd been too meek in questioning them about why I should go and work for them. So when they asked this question I simply said, 'Why should I come and work for you?' One person spluttered a bit and then went over some ground that we'd already covered. The other one said, 'Isn't that a bit of an arrogant question?' I backpedalled madly, saying that I hadn't meant to be arrogant and that maybe I'd phrased the question a bit wrongly. It was OK in the end, but I felt I'd given way when perhaps I shouldn't have. Anyway I got the job. What do you make of all that?
A You probably overstepped the line a touch by asking the question so brusquely. Always remember that they are in the driving seat because they're doing the hiring. Ask the same question with a softer touch: 'What would you say are the main reasons why people like working for your organisation?'

Q Listen, with the best will in the world I'm not going to read the Financial Times every day on the off-chance there will be something useful in it. What can I do instead?
A You can search the website of a financial newspaper or any investment website that tracks the performance of the company you're interested

Interview Tips


How will you know when you've found the right job?
This is a useful question for both sides. Preparing for it gives you a huge insight into what you're really looking for. The interviewers may see a deal breaker in your criteria; or they may give them clues how to present the job to its best advantage.
The work you do in this area will pay off, not only in answering this question, but also in weighing the merits of any offer that may come along later.

You need a comprehensive set of criteria for your decision as to which job you want to take. You can really impress an interviewer when you answer this question if you demonstrate that you've used a logical system to come up with the criteria. You should also show that you've talked to everyone useful in deciding on the importance of each criterion.

WHAT ARE YOU GOING TO MEASURE?

First of all impress them with your organisation and preparation: 'I've taken four headings as my criteria: the type of organisation I want to work for, logistics such as remuneration, the impact of my job on my family and last but certainly not least the job satisfaction I think the role offers me.'

'OK, what type of organisation are you looking for?' Because you've come this far, it's likely that the one you're talking to has a lot of the attributes you've identified. Keep to the criteria for the moment and fill in the details when they ask the supplementary questions that are bound to arise. So, don't offer a heading if you can't substantiate it. Here's an outline of a possible response: 'I have to easily identify with the objectives of the organisation and the sector they operate in. I believe very much in ìcultural fitî. I've found that there are some organisations that I can easily operate with and others that are more difficult. I also want to go where there is success. I also need to feel that I can make the sort of contribution to that success that will stand out in the crowd.'

'So how do we measure up against those criteria?' You might answer,'Very well. I like your long-term strategy of collaborative projects with other European companies and the fact that you're a leading light in theaerospace sector. From what I've gathered you operate a pretty free and easy, open and consultative culture. That suits my enjoyment of finding innovative solutions to problems. So, if I've read you right I think we could get on well and that I could really help the company to meet its financial and other goals.'

Now move on to the other three. Keep the logistics bit short at this time. Unless they want to go into detail, it's better to impress them with the other bits of your research:

'As for logistics, I do want to use this change of job to improve my remuneration. I want to do my share of the travelling your people have to do; but I want to be home most weekends, and I'd like to be based in an office within, say, a half-hour's journey from home. In terms of job satisfaction, I want a stretching challenge and to work in a team that's enthusiastic about getting the job done. I want to use my project management skills as well as my engineering training and experience.'

HOW WILL YOU MEASURE THEM?

Now compile your list in a table under the four categories. Measure the importance of each on a scale of 1-10.Only use 10 for real deal breakers. You should have about four criteria in each area marked as particularly important. However, try not to put everything down as high priority. Most jobs will require some sort of compromise on some criteria.