Author Archives: bryandilts

10 salary negotiation myths

Posted on March 19, 2013 | Leave a comment

Well, almost 10 myths.  I would say myth #5 is a myth.  See my column for today.

The others are pretty good if taken in context that some companies just do not negotiate.

Read the 10 myths here.

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Posted in Negotiating

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Can you get away without saying what you were paid?

Posted on March 19, 2013 | Leave a comment

Last week, a suspicious person wouldn’t tell me what they make.  In an unusual move, I didn’t just slam the phone down.  The job they applied for was in the offer stage to another candidate, so it wasn’t worth arguing.  Besides, they may change their mind about sharing their salary.

“No, I won’t tell you what I make.  If I do, you will base my offer on my past compensation.”

I put up with that as a beginning recruiter.  I got burned in three ways:

  1. I made offers that were offensively low.
  2. I put people in jobs they couldn’t do.
  3. I looked like an idiot when I couldn’t say what my candidates earned.

Now, I understand that the real problem is trust.

If you really think you are horribly underpaid, why should you trust me to pay you what you are worth?  If you don’t trust me, you will also be hesitant to tell me why you are underpaid.  You are sure I will use that information to underpay you again.

Coming into a new area with a lower wage scale, switching jobs to one with lesser pay, not being appreciated, or just being incompetent are all scary.  If you have been on several interviews and don’t believe they told you the truth about why you were not hired, you won’t want to tell anyone your old salary. You don’t trust them to evaluate you without worrying about your past pay rate.

If you’re afraid to let someone else see your weakness, take heart: Nobody’s perfect. Besides, your attempts to hide your flaws don’t work as well as you think they do.  (Julie Morgenstern)

Get over it.

You will be hired and paid based on your past wages and your job interview.  Those are the facts.  I helped a programmer get a 50% pay raise going to a new job.  He interviewed well and was obviously underpaid.  I helped another programmer take a 50% pay cut.  He was moving from one of the highest wage areas in the US to a modest one during a recession.  In both cases the last salary was significant, but the interview made the difference.  In both cases the hiring manager believed the candidate.  The manager didn’t want the candidates to leave for another job, so he offered the best possible wage in both cases. He offered an appropriate wage.

I will no longer put up with that lack of trust.  If I can’t get a candidate to trust me by the second time I talk to them, I give up.

Why it really keeps you from being hired

People who refuse to trust don’t interview well.  They are scared about what will happen when the question of past salary comes up.  They over-promise.  They hide other things. Interviewers feel the evasion and lack of trust. Even if they can’t name the problem, they won’t hire the person.

Get over it.  Learn to discuss your salary or you will do yourself more harm than can possibly be fixed by your new pay rate.

Something to do today

If you can’t stand talking about salary, you’d better practice.

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Later: 3 kinds of death

20 second interview prime time

Should I trust an HR recruiter?

Should I trust an agency recruiter?

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Posted in Interviews, Negotiating

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How to be ruined or win with the money question

Posted on March 18, 2013 | Leave a comment

Alice came in and told us she wanted $110,000 per year minimum or she wouldn’t even consider another job.  We tried to get her to be reasonable.  Because of her previous salary, $95,000 or less was much more reasonable. As recruiters we decided to send her anyway.  When it got to negotiations the company was not willing to go anywhere near $110,000.  We called Alice and told her to forget it.  She panicked, “What do you mean you turned them down for me?  I would gladly take $92,000.  What were you thinking?”

We were thinking exactly what she told us.  Therein lies the problem when you are looking for a job:

Ask for too little and they will pay you too little. Ask too much and they might not even make you an offer.

Alice was lucky on two counts, first that we let her interview for the job, and second that the company made any offer at all.

How to win (or not lose) on the money question

Be honest with your recruiter.  Tell him the truth so he can negotiate for you. If you change your mind up or down, tell him immediately.  Give him a chance to negotiate for you in good faith.

Give the employer a sandwich.  Soft bread slices with meat in-between.  The soft bread on each side of the meat is a compliment on their company and job.  The meat is to tell them what you have made in the past. Tell them the facts.

Try saying, “I really like this company and job.  I would love to work for you.  In my last job I earned $58,000 last year.  I certainly would not want to work for less.  What I would like is to be able to entertain your best offer.  I certainly want to work for you.” Did you notice the bread, meat, bread lines?

Then let them go back and discuss what to offer you.

Telling people the truth is the way to get the best offer.  Tell them what they need to hear, not necessarily what they ask.

Something to do today

Try to figure out what other people are making at your same job.  It can be a real eye opener.  I have seen people paid half of what they should be earning sho are happy as clams.  Others earning 20% more than anyone else in a similar job feel underpaid.

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Later:          I refuse to say what I get paid

3 kinds of death

20 second interview prime time

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Posted in Negotiating

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2 ways to exploit the good old boys network

Posted on March 15, 2013 | Leave a comment

My partner Karen was pointedly told, “We can’t use you as a recruiter.”  She went to the head of HR and said, “I was just told you can’t use me anymore.  Is that true?”  The answer was, “Of course we can still use you.  You bring us our best people.”

Karen was part of the good old boy network in several banks and other companies.  She knew who to call.  They knew they should call her when they have a particular problem.  Karen exploits them, and they exploit Karen. Actually, it is a case of mutual trust.

How to exploit the network

There are two ways to exploit the network.

1. Become part of it.

2. Get a couple of powerful players to trust you so you can use them.

By the way, number two is number one on a minor scale.

The way to exploit the network is to become part of it.  It isn’t a matter of becoming the chief string puller.  You need to discover two or three influencers and take them to lunch, help them out or get their help.  The manager 2 levels above you relies on the advice of a host of people.  Who does he rely on in cases you care about?  Which people have been able to shoot down your favorite projects?  Is there someone who always seems to be able to get a budget for little projects?  Those are people who are significant players in the good old boy network.  They can get things done. They have “juice.”

One more time: invite the folks in the network to lunch one at a time.  Do it after you have had a chance to compliment them about some project they got funded or finished on time.  Tell them you want to talk to them about how they did it.  Ask them to help you understand who influences projects like that. And if they don’t accept your invitation, be prepared to talk with them for a few more minutes about what THEY care about.  The invitation and the conversation are important, not the lunch.

Or you can help them out.  If they have a project, ask if you can help.  Volunteer to do research outside of work hours.  Do what you can. You can even ask them for help or an opinion on one of your projects.

Under capitalism, man exploits man.  Under communism it’s just the opposite. (John Kenneth Galbraith)

The way to exploit the good old boy network is to become a minor or major part of it. You can’t always do it, but it is worth trying.  Don’t worry, you don’t have to knife anyone in the back.  You have to be able to get things done.

Something to do today

Figure out who the “good old boys” are.  Ask them to help you with particular projects that will succeed.  Give them credit for their help.  Get a reputation for winning.

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Posted in Networking

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What the master of the good old boy network does

Posted on March 14, 2013 | Leave a comment

I wrote an ad for a perfect job networking guru a few years ago.

“I need to hire someone who knows how companies work.  He has to quickly figure out what really motivates people.  He has to walk into a room of executives and figure out which ones are the real decision makers, not just the ones with titles.  If he can’t figure out who the influencers and elephants are during a one hour group meeting, I don’t want him.”

That was one of the most difficult recruiting assignments I ever worked on.  That describes the perfect executive and the perfect salesperson.  The perfect team leader and assembly line worker can do the same thing. It really describes the master of the good old boy network.

The good old boy network is really a bunch of people, men and women, who have learned to trust each other.  They know what motivates the other people in the network.  They know the hidden agendas as well as the stated goals.  Some people want to be executives with a home life.  Others want to get away from their family as much as possible.  One guy wants money and another wants fame, a third just wants more people reporting to him.  Then there is the guy who wants most to be an influencer.

This ad hoc network offends many people.  It exists in most companies, even small ones. It is a major part of every industry and government. It is the groupings of people who rely on each other to really get things done.  The good old boy network is reality.

Tomorrow we’ll talk about some ways to exploit those good old boys.

Something to do today

The first step towards exploiting the good old boys is to recognize who they are. Get in the habit of asking people who put off a decision they should be able to make, “Who should we run this by before a final decision is made?”

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Later: Exploit the good old boys

The money question

3 kinds of death

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7 steps to quit your job – be paranoid

Posted on March 13, 2013 | Leave a comment

There are straightforward steps you should take before you quit. And some things you should never do. Paranoia is healthy when you are quitting. Here is a true story.

Frank bragged to his coworkers and his boss as he quit. He told them about his new job as branch manager, of his future earnings, and how he would be happy to take some of his old coworkers with him. Two days later the company lawyer called. He told Frank that if he insisted on going to the new company he would be sued. The lawyer also notified the new company. Frank’s offer was withdrawn. Frank stayed at his old company against his will. And he brought it all on himself.

I learned long ago never to wrestle with a pig. You get dirty, and besides, the pig likes it. (Cyrus Ching)

It is hard to believe all these stories I tell are true. They are. I tried to recruit Frank for another job. He still couldn’t go. I also talked to the company that tried to hire him. Of course the names and identifying facts are changed.

Frank brought it on himself. He had to brag. The safest thing to do is to quietly disappear into the sunset. Give absolutely no information about where you are going. Don’t tell them if you have a job yet. Don’t tell them whether you are even staying in town. You don’t have to fill out any “quitting applications” either. They use those to get you to give evidence against yourself in case you are going to a competitor.

Here are the steps to quit:

1. Check your old contract for a non-compete clause

2. Google “how to break my non-compete”

3. Check with your lawyer if you have any doubts

4. Get the new job offer in writing

5. Accept the offer

6. Put a letter on your boss’s desk that says “I am grateful for being able to work for XYZ company. This letter is my resignation with my last day of work of 12 June 2014.” Don’t add anything more. Make sure and sign it. Email it if you have to.

7. Keep your mouth shut

Paranoia can be healthy. Hide any information you can. If your old boss has to hire a private investigator to find out where you went, he won’t. He’ll only be interested if you start stealing clients from him. Even then he may not figure out it was you who stole them., or care enough to chase you down. You see, your boss may be thinking of quitting too. If he quits, and he has let a few employees go to a competitor without stopping them, he sets a potential legal precedent for himself to do the same. As long as you don’t get in his face and force his hand, he is likely to just let you go.

Slip quietly into the sunset when you quit.

Something to do today

Before you go to a new company and before you quit your old one, find out if either has gone to court to enforce a non-compete clause or to protect trade secrets.In every town and industry there are people who will try to keep you from earning a living. They don’t just want to protect themselves, they want to punish you. Stay away from them. If you work for one, find a new job and quit. Better now than later.

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Later: The old boy network

Exploit the old boys

The money question

3 kinds of death

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Posted in Quitting or Fired

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What to do BEFORE you quit (It makes quitting sweeter)

Posted on March 12, 2013 | Leave a comment

A severely underpaid programmer worked on my team. I didn’t know he was underpaid until he came to me in disgust and said, “I just got a raise. I was earning $35,000 per year. Now I’m going to be making $55,000. Those $%@& should have been paying me more for years.” Joe had finally gotten mad enough to tell his boss he was looking for a new job. His boss looked at what it would cost to replace him, and gave him the money he deserved. After calming down, Joe decided it was enough. He stayed for years longer.

Joe forced the issue when he went to his boss and said, “I’ve got more seniority than Jim and Bob. I’m a better programmer. I just found out they are making $50,000 a year. I feel you are taking advantage of me. You need to make it right.”

When a resolute young fellow steps up to the great bully, the world, and takes him boldly by the beard, he is often surprised to find it comes off in his hand, and that it was only tied on to scare away the timid adventurers. (Ralph Waldo Emerson)

The prelude to quitting is to let your boss and his boss know you have issues. Don’t threaten to quit. Tell them the facts. For instance, “I’ve been putting in 60 hours a week for 3 months on this project. The requirements keep changing AFTER I get my part done. You talk about a bonus, but I have seen nothing after 3 months and I am getting no overtime pay. You need to make this right, and you need to do it quickly, or you will have more open rebellion and some of us will quit.”

If you want to feel really good when you quit, give your boss a list of your complaints 2 or 3 months before you start looking for a job. If he resolves the problems, decide whether he has done enough. You may have to give him a second list after complimenting him for the improvements so far. If he has had time to fix the problems and didn’t, and you are quitting, you’ll know his desperate promises are lies as he tries to get you to stay. It is sweet and just revenge to leave when you played the prelude right.

Something to do today

Even if you are not planning to leave, make a list of things your boss and his boss really ought to fix. Give it to them both and ask them how they plan to fix things.

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Later: How to quit – the dirty deed

The old boy network

Exploit the old boys

The money question

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Posted in Quitting or Fired

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4 ways quitting with extreme prejudice hurts careers every day

Posted on March 8, 2013 | Leave a comment

Jack’s temporary assignment at the salt mine was coming to a close after a great 9 month term. He was only scheduled for 3 months, but he had done so well it was extended several times.  He was getting antsy.  Two days before his scheduled last day, he stalked into his bosses office, threw his ID badge on the desk and said, “Take this job and shove it.  If I’m not appreciated, I’m not going to take your bull**** any more.” He stalked out.

The client called me and told me what happened.  Jack did not return my calls.  Guess what?  Soon I had another assignment.  He would have been able to do it.  It was closer to his home.  I never called him.  He burned a bridge he didn’t need to.

When you build bridges you can keep crossing them. (Rick Pitino)

No matter how much you hate your current situation, quit gracefully.  Burnt bridges only prove that your eyes once watered from the smoke.  You may destroy an opportunity down the road by throwing gasoline and a lighted match at your old boss.  Let me give you some more real life examples.

  • Your old boss gets a job at the same company you went to. He is never again your boss. When they are reviewing internal resumes from several teams for a promotion, he mentions what you did upon leaving your old job. A confidential note is put in your employee file.  For some reason you stop getting pay raises.
  • A coworker who stayed hears about how you yelled at the boss, formatted your had drive and destroyed all your customer entries in the database.  He eventually changes jobs.  You apply for a job where he now works five years later.  He hears about it and warns his company.  You were the top candidate but don’t get the job.
  • You apply for a job.  The new hiring manager worked with your old boss 20 years ago.  Your old boss is not on the reference list, but the hiring manager calls him anyway.  They are friends.  The company policy that they will only disclose your hire date, termination date and salary is ignored.  The hiring manager can’t tell you what really happened because he has to protect his friend. You lose and never know why.
  • The recruiter has a great job.  He is excited to present you. The next day he says, “You just aren’t a fit.”  He won’t elaborate.  You are crestfallen.  You never find out that he placed five people in your old company.  When he was checking references he called someone who wasn’t on your list.  He was warned about you.

You may feel great for few hours when you trash your old boss and company. If you already have a new job, it may even seem perfectly safe.  These things have a way of coming back to haunt you.  When you burn a bridge behind you, you may create a ghost that follows you for years.

 

Something to do today

Next time you are out with your friends ask them about the most dramatic bridge burning exits they have heard of.

 

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Later: How to quit

The old boy network

Exploit the old boys

The money question

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Posted in Networking, Quitting or Fired, References

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Are you too stinkin’ meek?

Posted on March 7, 2013 | Leave a comment

Are you too stinkin’ meek to get a job, a raise, or a promotion?

One PhD student conceived, executed and documented an experiment that was amazing. He also finished several other lesser experiments.  A week later the professor who supervised his PhD program came back from a trip and said, “You’ve come up with some wonderful results here.  Why don’t you publish most of these experiments in your dissertation, and I will publish this one as my own.  Don’t worry, you will get a footnote for your work.”  The student decided to be what he thought was “meek”.  He let the professor steal his work.  The professor got a Nobel Prize.  The student got a footnote. He resented it the rest of his life.  He became a respected professor of Physics, but never got a Nobel Prize.

Let’s redefine meek.  Meek does not have to mean you let others take advantage of you.  It does not mean you refuse to stand up for yourself.  Meek is not afraid, shy, scared or worried. Jesus Christ was called meek but he used a whip to clear the temple.

One definition of meek includes, “seemly and forbearing…yet strong enough to resist aggression.”

My definition:

Meek: someone who knows his place.

I don’t think scared, quiet, shy, and reclusive is meek. It is “crushed” instead of meek.  The “crushed” who do not believe in themselves will not inherit the earth.

The meek person who knows and fills his place WILL inherit the earth.  A King, CEO,  Senior Secretary or Mechanic who knows his value can be meek well paid and rewarded. If you know your place and capabilities, you will not accept less than you should.  If you know your place and value, you will expect and demand to be recognized and rewarded.

Be meek.  Find your place.  Fulfill it.  Accept nothing less than you deserve.  Don’t expect to be a Nobel Prize winner if you haven’t done the work.  Don’t accept being a footnote in a paper you wrote.  Be the author.  Be what you are.

Something to do today

Ask a spouse, friend or coworker if you undervalue or overvalue your own work.  Then just listen and thank them. Don’t attack them or defend yourself.  Just listen and say, “Thank you.”  Be meek. Your job is to listen.

 

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Later:             How to quit

The old boy network

Exploit the old boys

The money question

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Posted in Attitude, Interviews, Negotiating, Promotions, Quitting or Fired, Raises

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No BS interviews – stop the ugly questions

Posted on March 6, 2013 | Leave a comment

I never did give them hell. I just told the truth, and they thought it was hell.  (Harry S. Truman)

How about this for answering an illegal or immoral question without losing the job?

Q: “Do you have any children?”

A: “I don’t have any entanglements that will keep me from traveling as needed. In the last year I have had to hop a flight 5 times with only an hour’s notice.”

Q: “That’s good, but are you married or divorced?”

A: “My personal life is very stable.  It is a great support to me in my work and is why I have been able to increase sales 40% this year at my current job.”

Q: “Are you living with anyone?”

A: Smile and laugh “If you are worried about my goldfish, don’t.  If you will ask me what you are really worried about, I’ll answer the question. What are you concerned about?  What red flags have been raised because of previous people who held this job?”

Three times is too much.  If an interviewer comes back to an inquiry you don’t want to pursue for a third time, stop them.  One way is with the Shirley Temple laugh I mentioned in my last article.   The other is to stop the interview cold and ask what the real problem is. You can combine the two effectively. I have found that if you ask for respect, you’ll get it. Smile, chuckle with your interviewer about the question, and then lay your concern on the line.  If you have to yell and threaten to get respect, you will only get an enemy, not respect or a job.

If you help your interviewer cure the underlying concern, you will be respected.  If you allow a lot of BS questions that are offensive to you, you won’t want the job and it won’t be offered to you.  The interviewer will have felt your resentment and pass over you.  So stop things and discuss the real problem. You have a right to ask questions too.

Something to do today

Send me a list of offensive or difficult questions you have been asked in an interview.   I’ll answer them in my newsletters.

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Later:             The meek will inherit…

How to quit

The old boy network

Exploit the old boys

The money question

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Posted in Interviews

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