Background
Being fired is not always an indication of poor performance or incompetence. In many cases termination is the result of economic or business conditions which required cutbacks or restructuring. If your campaign is effective, you may be able to avoid addressing the question of why you left your last position directly. If you are unable to avoid the question, then special care is necessary in responding.
Redirect
A firing can be caused by several different kinds of conflicts: personality clashes, corporate power struggles, serious errors of judgment, a string of minor mistakes or overall poor performance. Personality problems and power struggles are usually seen as problems in getting along or working as a team player. Judgment errors, minor mistakes or poor performance bring up concerns about competence and reliability.
Qualifying
You should avoid relating all the bloody details of a personality conflict or power struggle. Do not purposely bring up a situation which might allow the listener to perceive areas of possible incompatibility. Learn to establish a good rapport with your interviewer and generate proper chemistry. Qualification emphasis should be on your ability to work with all kinds of people or your skills in building effective teams.
Errors and mistakes are part of everyone' s career. Try to emphasize your record of successes and direct attention to your overall record rather than specific instances of failure. If you are unable to avoid discussing specific failures, then bite the bullet and take responsibility for the results. Qualify by emphasizing what you learned from the experience and how you would address the problem now. An Accomplished based story which emphasizes a turnaround or disaster recovery can point out you ability to recover from a problem.
Character issues such as reliability or honesty can be some of the most difficult to overcome. Business and personal references can offset some problems, but you might have to deal with these concerns directly. Some of these situations can be best treated by rephrasing the circumstances in a more positive light. You might be able to point out mitigating or external factors which the interviewer can identify with. Again, you must be careful not to let the discussion dwell on the problem, but try to focus on your positive accomplishments.
Additional Concerns
The ability to learn from the past is one of the best human qualities. Be sure to emphasize that these kinds of things do not happen twice, that you have gained a little humility and that your ability to respond to adversity is strengthened. Then make sure, when you do accept a new position, that you really do learn something. Pay particular attention to developing strong working relationships with your subordinates, peers and superiors. Complete your work diligently and concentrate on making a superior contribution to the organization.
Thursday, October 30, 2008
Thursday, October 23, 2008
Common Career Liabilities - Unemployed
The discussions of common career liabilities are designed to suggest underlying realities and develop a positive “mind set” about your ability to meet the objections raised by an interviewer. Let me suggest that in the coming weeks that you review all of the liabilities, since there are comments in each which may help you in the days and weeks to come. I will start with the first one on my list.
Presently Unemployed
Background
One of the most feared comments an interviewer can make is “I see you are currently unemployed.” Even if you have just been fired, laid off or resigned there is no reason to panic. If you panic your ability to think logically and reason will become impaired, your confidence will be lost and you’ll telegraph this to your interviewer. Being unemployed in today’s market is neither a crime nor an uncommon condition. One out of every four people will successfully overcome the unemployed stigma in their lifetime.
Redirect
For many companies, a candidate being employed is a validation of their own perceptions. If another organization wants to keep you, then you must be a valuable employee. Some managers might see unemployment as an indication that you were unable to “cut it” in your previous situation-that you are not competent. Another concern might involve your work habits, your ability to commit the time and effort demanded by the position. Finally, there may be a perception that you have been “out of the loop” for too long and your knowledge and skills are no longer current.
Qualifying
Most unemployment today results from factors such as restructurings, acquisitions and mergers. If you are in this group, then the first qualifying step can be to review the business or economic situation which led to your unemployment. You must be sure that you also cover the question of competence with an Accomplishment based story which shows your skills to best advantage. If you were fired for cause, I will cover that liability in an upcoming week.
The best way to resolve questions about work habits is to maintain your discipline while you are conducting your job search. Follow a definite schedule each work day, dress as if you were going to the office, attend professional networking meetings and set up opportunities to talk with other people with specialized skills. You have to stay current in the industries that you are targeting for your search. Read the publications devoted to these industries as well as the Wall Street Journal and newspapers. You will be maintaining many of your business contacts as part of your search so invest a little bit of each contact in keeping up with your industry. Good qualifying strategies for this type of concern are situations which show your ability to get up to speed quickly or the application of state-of-the-art techniques to a problem.
Additional Concerns
Maintaining your own motivation and a positive attitude can be the worst part of being unemployed. Don’t let it give you a loser’s complex or start feeling sorry for yourself. Spend some time each day enjoying yourself with your family, your hobbies, and your friends. Remember, you’re OK. Follow your plan to find the best possible career for your self.
Presently Unemployed
Background
One of the most feared comments an interviewer can make is “I see you are currently unemployed.” Even if you have just been fired, laid off or resigned there is no reason to panic. If you panic your ability to think logically and reason will become impaired, your confidence will be lost and you’ll telegraph this to your interviewer. Being unemployed in today’s market is neither a crime nor an uncommon condition. One out of every four people will successfully overcome the unemployed stigma in their lifetime.
Redirect
For many companies, a candidate being employed is a validation of their own perceptions. If another organization wants to keep you, then you must be a valuable employee. Some managers might see unemployment as an indication that you were unable to “cut it” in your previous situation-that you are not competent. Another concern might involve your work habits, your ability to commit the time and effort demanded by the position. Finally, there may be a perception that you have been “out of the loop” for too long and your knowledge and skills are no longer current.
Qualifying
Most unemployment today results from factors such as restructurings, acquisitions and mergers. If you are in this group, then the first qualifying step can be to review the business or economic situation which led to your unemployment. You must be sure that you also cover the question of competence with an Accomplishment based story which shows your skills to best advantage. If you were fired for cause, I will cover that liability in an upcoming week.
The best way to resolve questions about work habits is to maintain your discipline while you are conducting your job search. Follow a definite schedule each work day, dress as if you were going to the office, attend professional networking meetings and set up opportunities to talk with other people with specialized skills. You have to stay current in the industries that you are targeting for your search. Read the publications devoted to these industries as well as the Wall Street Journal and newspapers. You will be maintaining many of your business contacts as part of your search so invest a little bit of each contact in keeping up with your industry. Good qualifying strategies for this type of concern are situations which show your ability to get up to speed quickly or the application of state-of-the-art techniques to a problem.
Additional Concerns
Maintaining your own motivation and a positive attitude can be the worst part of being unemployed. Don’t let it give you a loser’s complex or start feeling sorry for yourself. Spend some time each day enjoying yourself with your family, your hobbies, and your friends. Remember, you’re OK. Follow your plan to find the best possible career for your self.
Thursday, October 16, 2008
Overcoming Career Liabilities
Last week I introduced the concept of ARQS, a subtle approach to responding to career liabilities when in an interview. This week I would like to provide you some examples in the use of the ARQS methodology.
ACKNOWLEDGE
First you have to let the interviewer know that he has communicated and that you understand why the perceived liability might be a problem. Do not argue about the validity of the point raised or contend that it is not important for the job you are seeking. This is the positive first step which sets the stage for you to turn a negative around and actually gain points for yourself:
“I appreciate your concern about my (whatever), Mr. Interviewer.”
“I can appreciate why you would say that.”
In some situations you can end the issue right then and there with a simple acknowledgement. You must differentiate a genuine concern from a passing comment. Concerns need to be addressed. Comments need to be clarified.
REDIRECT
After you have set a positive tone by acknowledging the interviewer’s concern, you must determine the underlying reason for the question. What is the job-related negative that is really being raised? Most questions about credentials, work history or past problems are directly linked to concerns about your performance on the job. Sometimes, however, they reflect the interviewer’s personal preferences or corporate culture. Before you can deal with these questions you must understand the reality that you must address.
“Many people see (problem/concern indicated) as (reality 1) or (reality 2). Is that your concern?”
“I am not certain I understand the situation. You want to be sure that the person you hire is (reality 1) or (reality 2). Is that correct?”
“Would I be correct in saying that what you are concerned about is (reality)?”
QUALIFY
Offering the interviewer a chance to confirm your understanding of the problem is really a subtle way of directing attention to areas where you can respond positively. Most interviewers will choose one of the alternatives that you present as the topic of further discussion. Even when they have other concerns, you still have an opportunity to guide the interview into an area where you can show your skill and abilities to best advantage.
“If I could show you that….”
“If I could demonstrate that I can ….”
“Would my past record help you see that….”
SATISFY
All your work thus far has been pointed to this opportunity. Now you can use an Accomplishment from your past to demonstrate how you have been effective in past situations. Your Accomplishment story should end with a recap which reinforces the reality-qualification link you established earlier.
EXAMPLE 1
Interviewer
“I see from you resume that you don’t have an MBA.” (Problem/Concern)
Your Response
“I can appreciate your concern in that area. (Acknowledgement/Redirect) Many people see an MBA as evidence of strong analytical skills and a bottom-line orientation. Is that your perception?”
Interviewer
“Yes, the job requires a lot of financial analysis.”
Your Response
“If I could demonstrate my experience in financial analysis, would that help to show you that I have the skills to be effective in this position?”
Interviewer
“I didn’t know that your background included that.”
Your Response
“Yes, when I was at (Satisfy with an Accomplishment story from your past)…”
The ARQS concept is designed to shift the point of focus and, in doing so, redirect the emphasis to skills, talents and capabilities which are unique to your “package” and give you added-value.
Bear in mind, there is nothing unethical about “de-emphasizing perceived weaknesses.” However, you must guard against any direct falsification for it will instantly destroy your credibility.
ACKNOWLEDGE
First you have to let the interviewer know that he has communicated and that you understand why the perceived liability might be a problem. Do not argue about the validity of the point raised or contend that it is not important for the job you are seeking. This is the positive first step which sets the stage for you to turn a negative around and actually gain points for yourself:
“I appreciate your concern about my (whatever), Mr. Interviewer.”
“I can appreciate why you would say that.”
In some situations you can end the issue right then and there with a simple acknowledgement. You must differentiate a genuine concern from a passing comment. Concerns need to be addressed. Comments need to be clarified.
REDIRECT
After you have set a positive tone by acknowledging the interviewer’s concern, you must determine the underlying reason for the question. What is the job-related negative that is really being raised? Most questions about credentials, work history or past problems are directly linked to concerns about your performance on the job. Sometimes, however, they reflect the interviewer’s personal preferences or corporate culture. Before you can deal with these questions you must understand the reality that you must address.
“Many people see (problem/concern indicated) as (reality 1) or (reality 2). Is that your concern?”
“I am not certain I understand the situation. You want to be sure that the person you hire is (reality 1) or (reality 2). Is that correct?”
“Would I be correct in saying that what you are concerned about is (reality)?”
QUALIFY
Offering the interviewer a chance to confirm your understanding of the problem is really a subtle way of directing attention to areas where you can respond positively. Most interviewers will choose one of the alternatives that you present as the topic of further discussion. Even when they have other concerns, you still have an opportunity to guide the interview into an area where you can show your skill and abilities to best advantage.
“If I could show you that….”
“If I could demonstrate that I can ….”
“Would my past record help you see that….”
SATISFY
All your work thus far has been pointed to this opportunity. Now you can use an Accomplishment from your past to demonstrate how you have been effective in past situations. Your Accomplishment story should end with a recap which reinforces the reality-qualification link you established earlier.
EXAMPLE 1
Interviewer
“I see from you resume that you don’t have an MBA.” (Problem/Concern)
Your Response
“I can appreciate your concern in that area. (Acknowledgement/Redirect) Many people see an MBA as evidence of strong analytical skills and a bottom-line orientation. Is that your perception?”
Interviewer
“Yes, the job requires a lot of financial analysis.”
Your Response
“If I could demonstrate my experience in financial analysis, would that help to show you that I have the skills to be effective in this position?”
Interviewer
“I didn’t know that your background included that.”
Your Response
“Yes, when I was at (Satisfy with an Accomplishment story from your past)…”
The ARQS concept is designed to shift the point of focus and, in doing so, redirect the emphasis to skills, talents and capabilities which are unique to your “package” and give you added-value.
Bear in mind, there is nothing unethical about “de-emphasizing perceived weaknesses.” However, you must guard against any direct falsification for it will instantly destroy your credibility.
Tuesday, October 14, 2008
Responding to Career Liabilities - A Subtle Approach
Few, if any individuals realize the importance of dealing with their career liabilities when involved in a job campaign. Remember, if some aspect of your experience, skill, or qualifications can be perceived negatively, it will be. There are some instances when problems concerning career experiences are viewed as so insignificant that they are simply ignored. In other cases, an interviewer will view the problems surrounding a career to be disqualifying for further consideration.
In today's competitive job hunting climate, it can take only one perceived negative to eliminate an individual from consideration. So, to shift the odds in your favor, you must develop strategies for handling anything which might be perceived as a weakness or liability.
Over many years, the ARQS concept has proven to be the most effective method of offsetting liabilities. ARQS is an acronym for Acknowledge, Redirect, Qualify, Satisfy; this procedure will prove to be a formidable weapon in your upcoming job campaign. Born in the courtroom, where even life sometimes hung in the balance, ARQS became a subtle way of combating negative perceptions and scoring positive points without the appearance of contention. Redirecting the focus of a question from one area to another – an area where positive points could be raised and discussed – leaves an overall impression of good will and responsiveness. A way of seeming to lose the battle but win the war.
In the following weeks I will explain the ARQS concept in more detail, provide some examples and list the most common perceived liabilities and provide suggestions for addressing them. The process of identifying your own particular negatives and devising a strategy for addressing them is a critical component to winning the career position you are seeking. You will discover that ARQS will become a powerful weapon in scoring the points which will quickly give you the advantage in what could have been a “no win” situation.
In today's competitive job hunting climate, it can take only one perceived negative to eliminate an individual from consideration. So, to shift the odds in your favor, you must develop strategies for handling anything which might be perceived as a weakness or liability.
Over many years, the ARQS concept has proven to be the most effective method of offsetting liabilities. ARQS is an acronym for Acknowledge, Redirect, Qualify, Satisfy; this procedure will prove to be a formidable weapon in your upcoming job campaign. Born in the courtroom, where even life sometimes hung in the balance, ARQS became a subtle way of combating negative perceptions and scoring positive points without the appearance of contention. Redirecting the focus of a question from one area to another – an area where positive points could be raised and discussed – leaves an overall impression of good will and responsiveness. A way of seeming to lose the battle but win the war.
In the following weeks I will explain the ARQS concept in more detail, provide some examples and list the most common perceived liabilities and provide suggestions for addressing them. The process of identifying your own particular negatives and devising a strategy for addressing them is a critical component to winning the career position you are seeking. You will discover that ARQS will become a powerful weapon in scoring the points which will quickly give you the advantage in what could have been a “no win” situation.
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