Keppie Careers

Social media speaker, social media consultant, job search coach

How to negotiate a job offer in a recession, Part 2

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2402698820_6606b5ca8a_m1I hope you read Part 1…You need to know your value proposition, research, know what you value and have a good understanding of the organization and its needs. Now…

You have an actual offer. Now what? How can you negotiate for the best possible deal?

Instead of saying “OK” to an offer, it may be beneficial to pause and say “HMMM.” According to Jack Chapman, the well-known career consultant, telecoach, and author of Negotiating Your Salary: How to Make $1,000 a Minute, this single technique enables more people to negotiate a better salary than any other. In other words, don’t jump at the first offer. This single technique along with the following information will assist you in obtaining the most favorable compensation package.

It is very important to thank them for the offer and indicate that you are looking forward to getting it in writing so you can review it carefully. It’s ALWAYS important to negotiate. You don’t want to leave money “on the table,” so to speak. I can tell you stories of two people, equally qualified, from the same school, similar experiences, who wound up with the same job but unequal salaries because one failed to ask if it was negotiable.

It’s also a good idea in many industries to ask if there is a signing bonus! This is another example of an opportunity to leave money on the table!

What are some behaviors you’ll want to incorporate into the negotiation?
While you don’t want to jump at the offer, you do want to indicate that you are excited about the job and remind the organization of why they chose you. This is not the time to remind the organization about the tuition you need to pay for your son in college or for your penchant for designer clothing! Focus negotiations on your value. It’s a good idea to remind the decision makers of everything you bring to the table.

Keep it positive and be flexible and a team player throughout the process. Remember – you want to work with these people!

What do you want to consider regarding the offer?

Again, be prepared! What’s your “bottom” number? Is there a salary you MUST earn, no matter what? Decide if there is, and recognize that you may lose the offer if it doesn’t work out. Be ready to explain why you believe you are asking for a specific salary.

Evaluate a company’s entire benefit plan.

Sometimes, the hiring manager will not be able to negotiate the salary up. Think outside of the box and be creative in your negotiating. Look at the entire package. Think about negotiating using:

  • Vacation time, flexible hours, tuition reimbursement
  • Overtime, days off, relocation expenses, stock options
  • Company car, expense accounts, bonuses, etc.
  • Benefits (health, retirement, disability, stock options, education assistance)
  • Relocation expenses, reimbursement for commuting costs

What every negotiator needs to remember:

  • Never burn bridges – communicate in an open and thoughtful manner.
  • If you aren’t prepared to walk away, don’t offer ultimatums.
  • Look for the common points – use them to negotiate.

It’s a good idea to practice your techniques (I’m happy to help!) and prepare as you would for an interview. With the right attitude and preparation, you will be set to earn what you are worth, even in a down economy!

photo by ingorr

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How to negotiate in a recession, Part 1

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money_on_table_1The news is not good. Talk of a recession is now turning to talk of a depression. If you do land a new job, what options do you have for negotiating your salary? Can you afford to be aggressive in negotiating your salary? Do you want to risk leaving money “on the table?”

As with most career advising, there is no one “right” answer. How you proceed will depend on your industry, your level of expertise and how important your position is to the organization. I do not advise entering a negotiation thinking that you should jump at any offer you are “lucky enough” to get. Organizations still need to recruit talent. Take a good, long look in the mirror. Know what you offer and negotiate based on that value. There is a lot to keep in mind…

Research, research, research.

Before you get the point of being asked to name salary, you must do your homework! Yes, that should include online research. Alison Doyle, who writes the About.com Job Search column lists several sites to visit. (Feel free to list others in the comments section.)

In addition, you’ll want to talk to people to try to determine if you can get a sense of salary ranges. Although there’s been talk of employees sharing salary information with each other, it is not generally accepted to ask someone what he or she earns! However, it is acceptable to talk about ranges and to ask general questions. For example, “Does this company typically pay at the high or low end of the industry’s range?”

What should you list on an application that asks for salary?

Avoid listing salary. Write “negotiable.”

What should job seekers do to be prepared to actually negotiate an offer?

What to know about yourself. Make some choices about your needs: Before you begin negotiating, make a list of the things that are key factors for you:
-    What’s going to make you love your job?
-    What will make you proud to come to work every day?
-    What would keep you at a company?

What to know about the organization?

Be prepared and informed. ?How badly does the employer need to fill the position for which you are being considered? How difficult is it to find someone with your special skills?  This information lets you know what type of leverage you will have to negotiate a better offer. Most importantly though, you must have conducted comparative salary research (as described above). Determine your market value in the profession and location. Once you have all of this information, along with your own salary history, you can determine how to negotiate your offer – even in a recession!

Stay tuned tomorrow for what to do once you have an offer!

Need to get to the offer? I can help! A new resume and job search strategies can make all the difference!

photo by massdistraction

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Am I my resume?

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chorus-line294889505_5fb796bebc_mHave you ever seen the play The Chorus Line? It’s about a group of dancers trying to get jobs…

When I was graduating Michigan, and my best friend and I were busy conducting informational interviews and trying to figure out our future plans (plan A, plan B and plan C), we used to sing this song. Loudly…

Some lyrics for your review:

[TRICIA]

I really need this job.

Please God, I need this job.

I’ve got to get this job.

….

[A FEW VOICES]

My unemployment is gone.

[ALL]

Please, God, I need this job.

…

[ALL]

I’ve got to get this show.

[PAUL]

Who am I anyway?

Am I my resume?

That is a picture of a person I don’t know.

What does he want from me?

What should I try to be?

So many faces all around, and here we go.

I need this job, oh God, I need this show.

Is your resume a picture of a person you don’t know? I can help! Contact me so we can put together a resume that represents you!

photo by phrenologist

How to convert your resume to a text only file

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blue-arrows374707207_612c8c49d2_mThanks to Laura Smith-Proulx for a reminder that resume databases may still require job seekers to convert their resumes to plain text to apply for positions. These are the steps that Laura suggests to convert from Microsoft Word to ASCII text form:

1 – First, ensure that you have saved your new resume document in Microsoft Word format in at least TWO places on your hard drive.

HINT:  For backup purposes, you may also want to email it to a friend or family member in case your hard drive fails.

2 – Next, save your resume document by choosing Save As from the File menu, then using the pull-down menu for Save as Type (under the File Name box) to select Plain Text INSTEAD of Microsoft Word Document.

IMPORTANT: Give your new text file a different name, such as “Resume Text File,” so that you do not confuse it with your original Word document.

3 – A File Conversion window will appear. Check the button for MS-DOS Conversion and the box under it labeled Allow Character Substitution. Click OK.

4 – Now, close the document and go to the Start menu. (When you close the document, you may receive a message stating that the document contains changes not compatible with Word. Click OK to proceed.)

From the Start menu, click Run, and then type in NOTEPAD inside the Open window. Click OK.

5 – A Notepad window will open. Go to File and find the Text File you just created. Click on it to open the File.

6 – You will see your resume shown with some lines put together. This is perfectly normal.

IMPORTANT:  Many lines will scroll entirely across the page, ALL the way to the right. This is perfectly normal and expected. Do NOT change these lines.

Start by adding extra line spaces between lines that seem to run together. Your goal is to add white space in this file so that it is readable.

Separate out your phone number, street address and email address onto different lines.

Do the same with your resume headings, titles and any keyword tables.

Add extra lines in between each resume Section and job. Remember that a human MUST be able to READ this file.

7 – Finally, go to File and then Save to save your changes.

8 – To test and find out how your ASCII Text File will look when viewed in a text box, open it back up in Notepad.

Select Edit, then Select All, then Copy, and then paste the text into an email to yourself. This is EXACTLY how your text resume will look to the reader. If any changes are needed, open the file back up in Notepad, and add white space or remove tabs.

9 – Now, you are ready to use the ASCII Text File to apply for jobs online. When you view a job application that states “Paste Resume Here,” open your text file in Notepad, select Edit, choose Select All, then Copy, and paste all of the contents into the online text box.

Need help writing your resume? Contact me! I will make sure that your materials are targeted and focused on skills and accomplishments.

How to stay upbeat for your job hunt, Part 2

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sun299143323_9471124ba0_mYou’ve already heard – having a positive attitude is important for your job search.  We all know it is not easy to keep a cheery disposition when the news around every corner doesn’t look so good. But the disgruntled job seeker is less likely to land a job. Who wants to hire Bitter Bob, Sarcastic Sue or Desperate Derrick?

Susan Strayer reminds us that it isn’t easy to keep your spirits up. She offers “10 tips for handling a job search during a tough time.” Read the first 5 tips HERE. Now for tips 6 through 10. (Commentary is my own.)

6) Gimme a break. Yep, a real break!

Even if you were a workaholic at your job, it does not mean that you should be a jobseeker-aholic! Plan in some down time. Watch a movie. Go for a walk or to the park. Take the weekend off. You’ll be more refreshed and less likely to burn out if you give yourself some down time.

7) Patience is a virtue
Don’t be a toe-tapper.

I once received an email from a client who was anxiously waiting to hear back from a very large employer. They told her that she was under consideration for a position. That was two weeks ago. Her question: Does this employer typically take so long?

My response: When you are waiting for an employer to get back to you about a job (especially a large employer with an HR department and a lot of hiring layers), think in terms of months, not days.

Her reply was very smart: “I guess I should stop toe-tapping.”

8) Lean on friends and family
If they want to help, let them! Don’t be a hero.

9) Admit when you need help
Consider hiring a career coach, which could propel your search.  Your career is one of your most crucial financial investments. Whether you are actively engaged in a search, underemployed or unhappily employed, it makes sense to consult an expert as you embark on your search for a new job.

10) Be realistic. Really.
Clarify expectations for your search. Unless you have already optimized your materials and have a well-developed network, you probably aren’t going to find a job in a few weeks. However, as Susan points out, “If your search isn’t working something is wrong.” There ARE jobs – you just need to be sure you are making yourself competitive for them. Don’t blame the economy or your age if you don’t land interviews. Review and revise your materials and your networking techniques.

You do control how you approach your hunt…Take the wheel and drive your own career bus! Let me know if you need help!

photo by feuillu