Executive Job Search: Action Plan for Success

Does the best team always win the important game?

No. The team that is well prepared and executes flawlessly stands a better than even chance of winning, even against a more talented opponent.

The same principle applies to career management and the interviewing process. In fact, our research shows that the best qualified candidate is hired only 45 percent of the time. The qualified candidates who are well prepared and who do a better job communicating in the interviews will usually land the job.

In this increasingly difficult job market – healthcare hiring declined in June for the second month in a row – there is no substitute for preparation and flawless execution. With some economists predicting unemployment rates of between 5 to 7.5 percent for the next seven to 10 years, the return to the go-go days of robust employment is not likely in the foreseeable future.

For candidates in the job market, this puts on more pressure to outperform the competition. Here are some tips to enhance a candidate’s performance in the interview process.

Enhance your brand. Produce a resume that effectively promotes your brand. Your resume is your first interview. It must be complete and error free as well as provide a compelling reason for the recruiter to select you for further consideration. If you are not getting interviews, then change your resume. If you are not advancing beyond the screening interview, rethink how you are answering the questions.

For a copy of my resume guide, click here.

Be prepared. The telephone interview is one of the most challenging parts of the recruitment process. Have your information immediately available including prior employments dates, beginning and ending salary, the name of your supervisor and your relevant accomplishments. Some firms insist on having a complete chronological history of employment so be prepared to explain it. Preparation breeds confidence and confidence is a key ingredient for success in the job search. Also, during the telephone interview are you monitoring your energy level? Are you standing or sitting?. Look at a mirror. Are you smiling?

Do your homework. Research the target organization. Talk to colleagues who may know people in the company. There is a wealth of information on line about the company and its leadership team. Learn as much as you can. Be prepared to demonstrate this newly acquired knowledge without being critical of operational problems or marketing challenges. Inappropriate or poorly timed use of your research can be as damning for a candidate as not being completely informed or politically insensitive. Using this knowledge in asking questions is one way to be effective. FYI, some recruiters view a candidate’s lack of questions as disinterest in the job.

Execute flawlessly. Practice answering questions, particularly those that may pose a hurdle that you must overcome – lack of relevant experience, short employment tenure, prior termination, etc. If you cannot answer those issues effectively, you greatly reduce your chances of moving to the next phase. On the positive side, be sure that your “story” – from providing insights regarding your “growing up” years to extolling your record of accomplishment is a winning summary of accomplishments, metrics and value for the organization. If you cannot tell your story in a compelling manner, you move down, not up, in the candidate evaluation rankings.

There is one positive thing to remember. If you have been selected for a site interview – with the full - court press of lunches and dinners – the company is looking for a reason to hire you. Give them one. Do not muddle the effort with a silly mistake. Be mindful of your presence and the surrounding environment. There are no time-outs in the interview process, including breaks. Lunches, dinners, and casual conversations during the commute to and from the hotel or to dinner are all on the record. Pay attention. Do not appear to ignore anyone at the table, even with a large group. Do not forget your table manners or dinning etiquette. Never let your guard down. This is one important reason not to drink at dinner. If the evening includes cocktails before dinner, sip sparingly. The same applies if wine is served with the meal.

If you are not getting interviews, if you are eliminated before you reach the finalist chair, do not blame the overcrowded competitive market. Look in the mirror.

That is the person who has to step up their performance.