RMIT - talk on job interviews

Job Interviews - The Harsh Truth
and how to get through it!

Thursday, 5 May 2011

About Me
✤ Matt Powell (31)

✤ Director, Savills Hanoi (5 yrs)
✤ 150 staff in Hanoi (700 in VN) from 25 in 2006
✤ Involved in majority of interviews
✤ RMIT Interns for 3 years
✤ UK; Professional Recruiter (5 yrs)
✤ Placed over 250 professional jobseekers
(grads to Director, $40 - $500k p.a.)
✤ Interviewed over 3,500 candidates
✤ Zoology graduate, Univ. of Liverpool


Extend this conversation
✤ Email: mattpowelluk@gmail.com

✤ Molbalpa: thu.nguyen@i-fva.com

✤ Linkedin: www.linkedin.com/in/mattpowelluk

✤ Blog: www.mattpowellvietnam.wordpress.com

✤ Twitter: @mattpowelluk

✤ Skype: mattpowelluk


Things you should get out of this

1. What is an interview

2. Understand the people and motivations in an interview

3. How to approach an interview

4. How to nail an interview

5. How to screw up an interview

6. How to close the deal


What I’m not covering

✤ Common interview questions

✤ ‘How to answer them’

✤ Application strategies (focus on a few jobs/companies IMHO, not
hundreds).


First things first
- Interviews are not that important
✤ What is important is you - BrandYou (www.tompeters.com)

✤ BrandYou’s take charge of their own lives

✤ They are self-reliant and self-possessed

✤ They know that they are:

✤ Skills dependent

✤ Distinction dependent

✤ Network dependent

✤ Project dependent

✤ Growth dependent

✤ BrandYou’s - at age 21 or age 51 - are Leaders


BrandYou
Today I’m really talking about the basics
of BrandYou
- not “how to interview well”

If you have a strong BrandYou then you do
not need any “tricks” or “tips” or “interview
role-playing” or “clever answers”


My Main
Assumption
That you are fully motivated, have fully
researched and actually really want to join
the company you are trying to get an
interview at.

Do you?


What is an interview (really)


What is an
interview
✤ Getting married after ﬁrst date

✤ Flawed selection process (for employer)

✤ Great (for employee)

✤ Nerve-wracking (for employee)

✤ Nerve-wracking (for employer = $$....)

✤ Like American Idol auditions (for employer) - waiting for ‘the one’

✤ Not like American Idol - not 3 months of solid assessment before hiring!


Why interviews are stressful for
companies.
✤ For example:

✤ A typical hire costs $800 per month just in rent, electricity, equipment (excluding salary,
insurance etc etc)

✤ So even if you work for free that is signiﬁcant over a year. Especially when the
company has 720 employees.

✤ If we hire badly that is a lost cost. Money that we have to earn by selling something

✤ Biggest concern is OPPORTUNITY COST - incalculable.

✤ And we have to make this investment decision with very limited data in 1 hour ‘sales
meeting’ - can we believe the ‘sales person’?


But really...

An interview is a
sales meeting
(even if you are not applying for a sales job)

(we’ll come back to this later)


Structure of Interview Process
✤ CV received (1 of many very similar CV’s and cover letters)

✤ Phone interviews by HR (to weed out the real non-starters)

✤ First meeting with HR (to weed out the non-starters that got missed
by the phone interview) i.e. those with terrible first impressions

✤ First meeting with Hiring Manager (first cut)

✤ Second interviews (more in depth, second cut)

✤ Final interview (final cut)

✤ Job offer

A word on cover letters

✤ Normal: 3 paragraphs, mention company name a few times, formal,
blah blah. Very boring, never get read. Doesn’t hurt but doesn’t help
much.

✤ What I like: personalize them, refer to a recent event, press article,
product launch, give a real opinion, ask an intelligent question, be
controversial. Still be polite and humble (don’t want “WTF!?”
reaction).

✤ Automatically you will be noticed.


A word on CV’s
✤ Be interesting

✤ Be well formatted (no excuse now - google!)

✤ Be in reverse chronological order

✤ Photos - use wisely - they are like chilli sauce.

✤ Don’t add your parents life history & Don’t sign it like a legal declaration

✤ Make it relevant. Tailor for each job

✤ If not much work exp (that’s ok) expand on extra-curricular activities, sports, interests,
achievements, travel, strange obsessions whatever - make it interesting. “Likes
swimming, TV and football” Yawn...


A word on HR
(use at your own risk!)

✤ Gatekeeper (remember sales)

✤ Imagine their task!

✤ Imagine their motivations!

✤ Can be your best supporter or worst
enemy

✤ Go direct to decision-maker at same
time. Refer to your formal application.
[caution]

✤ “He who dares, wins, Rodney”


OMG! -you have an interview
Now what?!


Before the Interview
Do your research - or don’t turn up and save everyone some time

Research
✤ The job role
✤ The company (not just the website)
✤ Recent press
✤ Key people in company
✤ Speak to other employees
✤ Research services / products
✤ Competitors
✤ Their market place
✤ The hiring manager (google is your friend!)
✤ You wouldn’t take an exam without doing at least some revision!


Hiring managers don’t expect you
to be an expert but they expect
you to have made the effort and
to have an opinion.


First
Impressions
✤ SO IMPORTANT!!!

✤ SO Hard to recover from
screwing this up

✤ SO Easy! Do the basics!!

✤ Dress well, be conﬁdent (i.e.
normal), smile, eye contact,
good handshake, be polite, be
on time
“Yawn...I know all this rubbish...”
✤ That’s it!


This applies to you, RMIT students!
Many of your predecessors have screwed this up!
(many of them haven’t as well)

All the time, effort, money, revision, exams, late
nights, great lectures, boring lectures, hot drives,
early starts - could be a waste of time!


My pet peeve
(applies to ladies too!)
✤ Bad Handshakes:

✤ wet fish, sweaty, limp, too strong, too
‘dominant’, just coughed/wiped
nose, too long, seated, no eye contact,
too weird, double-handed, too close,
funny moves.

✤ Not big thing culturally in Asia, but
for most Westerners this is a massive
part of our first impressions.

✤ I will make big judgment calls about Take this seriously. This can
your character in the first two seconds screw your career (at an MNC).
- Not fair I know! but thats life! No joke.
Practice!

Easy; practice it!
✤ Firm

✤ Fully engage hand

✤ Eye contact

✤ Smile

✤ Dry

✤ 2 seconds, couple of pumps


Personal
Presentation
My second pet peeve!


General Comments
✤ This is not uni, school, your parents house, a Tet visit, or anything else. This is a job
interview. Companies expect you to look professional

✤ Remember the company has to decide whether to invest a lot of money in you based on
interview. If you look like crap that’s an easy decision to make!

✤ Personally, I feel insulted if a candidate turns up without making an effort. Interview
over immediately. Bye bye. [happens more often that you think; intl grads, RMIT incl]

✤ No excuse for not knowing how to dress properly. [Research]

✤ Overdress - dress code at the company may be more relaxed but not for your interview.

✤ I want you to have a personality; but ﬁrst I want to see you are taking this seriously and
can act professionally.


For the guys - some quick basics
✤ Get a suit. Dark: dark navy, black, dark grey, pinstripe, whatever. Make it nice. Make it
fit and make it not shiny please. No safari suits please
✤ Get at least one decent white shirt [that fits] . Use it. (www.ctshirts.co.uk)
✤ Get trousers that fit - I don’t need (or want!) a lesson in male anatomy
✤ Don’t wear white socks
✤ Get some decent black lace-up shoes.
✤ Shave. (you may be proud of your moustache doesn’t do much for people in biz)
✤ Interviewers are not impressed by the height or complexity of your hair.
✤ Your suit comes with a jacket, wear it. Yes I know its hot, but offices have A/C!
✤ Learn how to tie a tie. Wear one. A nice one. http://www.tie-a-tie.net/
✤ The button at the top of your shirt has a purpose. Use it. Or get a shirt that fits.
✤ Extra points for interviews at European & Aus companies: double cuff with cufflinks.


For the girls
✤ Disclaimer: not my area of expertise! My observations:
✤ Makeup: less is more
✤ Hair: think professional not Dragonfly Bar
✤ There are some very nice women’s suit designs. I think a nice trouser
suit with heels is sharp.
✤ Please no frilly shirts, massive shoulder pads, bunny rabbits etc.
✤ Don’t dress like its Saturday night or like my grandmother.
✤ Keep the outfit neutral but show personality with accessories or top.
✤ Remember its just an outfit, most important thing is you. So it
shouldn’t overshadow you.


Body language

✤ Don’t underrate the importance of this. Non-verbal communication is vital to nailing
an interview.
✤ Act natural, don’t stage it (looks a bit weird)
✤ Use good eye-contact (not a staring contest though)
✤ Good posture - don’t flop back like you’re watching TV.
✤ Research ‘mirroring’. Makes people feel more comfortable
✤ Be attentive, alert, confident and comfortable.
✤ Read this book; Influence: The Science of Persuasion by Robert Cialdini


Manners maketh the man
(& woman)
✤ Remember the hiring manager is making an investment decision.
✤ Good manners show good ethics, diligence, respect, consideration, empathy and
intelligence. All things you want to demonstrate.
✤ The interviewer is not your buddy, not someone you met in a bar, not on your football
team, not a family member and not your teacher.
✤ Vietnam is not the only place where people show respect to elders and especially hiring
managers.
✤ Western business has a reputation for informality but there is an undercurrent of very
complex cultural considerations. Its not that simple!
✤ Like your dress; if in doubt (which you will be) be over-polite rather than under-polite.
✤ Stand up when greeted / Mrs. Smith, Mr. Smith, should be used. / Please & Thank-you
✤ We can be friends after you get the job but until then mind your manners.


....and be on time....


The Good News

✤ These topics are learnt skills. You can practice them and get them right.

✤ The key is to let your natural personality come through and shine
without any of these basic issues making life difﬁcult for you.

✤ Its a pity if a great candidate gets rejected because of something like
this. But it will happen - fact of life.


How to Stand
Out from
Crowd
My sure-ﬁre tips to make you shine and
nail your interview!


Remember an interview is a sales
meeting? How do you sell?

There are 3 main parts to a sale. This is technique, anyone can do it.

1. Understand your interviewer’s Needs & Requirements (N&R)

2. Highlight your Features & Beneﬁts (F&B)

3. CLOSE THE DEAL


N&R
✤ These will be qualifications, experience, character, work ethic, personality, suitability.

✤ You can get a lot of these from the Job Description.

✤ But what are they really looking for? You need to ask!

✤ You will surprise and impress interviewers by asking these questions.

✤ At the appropriate time go ahead:

✤ What will the successful candidate have to demonstrate to you?

✤ What type of person does well at this company?

✤ Assuming most candidates have similar backgrounds and qualifications, what will the
deciding factor for you?

✤ How important are qualifications vs extra-curricular activities for you?


Responding to Questions
✤ Relax, Smile, Breathe

✤ Qualify their question if necessary

✤ “Tell me about yourself”

✤ “Sure, where would you like me to start”

✤ This helps you tailor your answers to what the interviewer is most keen on
hearing.

✤ Don’t script and rehearse your answers too much - do your research, know
your CV backwards, know your motivations - relax, smile, break and go ahead!

✤ A good interview is like a conversation


Open Questions

✤ Understanding how to use these will make you successful. I can’t
make it any plainer.

✤ Open questions illicit information, help you build relationships,
understand situations clearly and general mark you as a smart cookie.

✤ Use wisely, not every time you open your mouth. Think of them like
ﬁsh sauce. Nice with rice but not to drink a glass!

✤ They are: Who..? What...? Where...? How...? When...? Why...?

✤ Practice and research this topic.


F&B’s
✤ Demonstrate your experience, qualities, hobbies, sports, activities etc and find the benefit to
the interviewer.

✤ For example:

✤ Feature: I play on the RMIT football team

✤ Benefit: I’m self-motivated, dedicated, can work in a team, competitive spirit.

✤ F: I worked in my parents shop at weekends

✤ B: I am committed, I think of others, I can deal with other people well, I am motivated

✤ F: I was top of my class

✤ B: I am intelligent, I am competitive, I can put my mind to a task.

✤ Analyse yourself: what are your Features and Benefits?


Build a relationship
Smile / Relax / Be conﬁdent / Ask smart questions / Be polite and friendly


Close the deal
✤ Reality is - you are not going to
close the deal straightaway.

✤ BUT make the effort, it will
make things clearer and
demonstrate your aptitude.


The Close

✤ Thank them for their time and express a strong interest in the position

✤ What will the next stage in the interview process be?

✤ Who else, if anyone, will be involved in the interviews?

✤ How did I do? What could I have done better?

✤ When could you let me know about the next interview stage?

✤ When can I start ;) ?

✤ Be a bit persistent.


Go the extra mile

✤ Surprise them & show initiative ✤ Bring extra CV’s
(r.a.r.e!!!)
✤ Attend one of the company’s
✤ Demonstrate your knowledge events

✤ Ask intelligent questions about ✤ Visit their sites - make some
the company, clients, recent notes and comments. Surprise
events or product launches. them!

✤ Ask questions about the
interviewer

✤ Take notes.


Relationship / Info gathering qu’s
Don’t ask things that are on the job description or website. It looks lazy. “What are your products?”
“Next!”

✤ What has been the main factor in the company’s success last year?

✤ What is the main strategy for this year?

✤ Who is your biggest competitor? What sets you apart?

✤ How long have you been with the company? Aside from the obvious, what is it you like so much
about the company?

✤ What is the company culture? What type of people tend to do well at the company?

✤ How long has the position been vacant? What is the reason for the recruitment?

✤ What difﬁculties does the company face in Vietnam?

✤ Etc etc. Make intelligent conversation. Do your research, it will generate questions.


“After Sales
Service”

✤ Send a handwritten note or a
personal email thanking each
participant for their time and
the interview; express your
interest in the position; say you
hope to have the opportunity
to progress to the next round.

✤ “Go the extra mile” +
“Manners maketh the man”


The “Fine Lines”....your judgment and experience
Turn ons Turn offs
Conﬁdence Arrogance
Friendliness Overfamiliarity
Manners Ass-kissing
Well-researched Creepy internet stalker
Strong character Psycho
Ambition Entitlement
Humility Weakness
Nervous Scared
Keen Insincere
Good grades Boring
Lots of interests Bad grades
Dynamic Crazy
Well-presented (guys) More time preparing hair than for int.
Well-presented (ladies) Clown-face, pole-dancer, grandma

What I look for
✤ Honesty

✤ Intelligence

✤ Conﬁdence

✤ Character

✤ Humility

✤ Competitiveness

✤ Normal people

✤ Ambition

✤ X-factor (sorry!) = combination of
everything I’ve been talking about


My advice. Seriously
✤ Take personal development seriously - BrandYou, sales (everyone has to sell), management, time
skills, organisation. You’ve done the theory now you need the practical skills.

✤ Read. A lot. Seriously. http://www.delicious.com/mattpowell/personalmba . Read everything
ever written by Tom Peters.

✤ Learn about sales. Its important for everyone. You have to sell yourself all the time. Everything has
to be sold by someone to somebody. Don’t kid yourself that you don’t have to.

✤ Take your internship seriously. You could toss around for a few weeks, take it easy and get
through. Or it could be a useful life-changing experience where you make great contacts and learn
some useful skills. Its no skin off my nose, its your life!

✤ You will get low-level tasks in your internship. Great - make the best damn pile of photocopies
anyone has ever done. Put your hand up for the next crap task. And the next. And the next. View
each project as an opportunity to shine. [Did you think you were getting the best projects on the ﬁrst
day?] We’ve all been there. Think of a successful organisation like a ﬁne restaurant’s kitchen - you
have to know how to wash up before we let you near the food. Read ‘Linchpin’ by Seth Godin for
more on this.


Finally, a word on rejection

✤ Embrace it, learn from it - its a learning opportunity.

✤ Get used to it. All successful people have been rejected over and over
again.

✤ If you don’t make it through - thank them for the opportunity; you
are trying to improve so would appreciate some candid feedback; say
you hope to have to opportunity to try again in the future.


Relax, Smile, Breathe

You’ll do great!


RMIT - talk on job interviews

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