Negotiating: Why and How

So why negotiate?  If you're looking for a job, check out how to find a job, or where to look for communications jobs to see my posts on those subjects.  This post is about negotiating.

The Huffington Post did an article following a recent college graduate for her first job offer.  Women do approach the negotiation component of jobs differently then men.  I could do a whole blog on the differences so for the sake of brevity, I'll focus on some highlights for you to consider.

When it comes to salary negotiations, there are many studies that indicate that men are paid more than women for the same job.  Harvard and Carnegie Mellon published a paper in 2007 which discussed some reasons why women don't ask for more money (I would like to add that I think this goes for overall negotiating as well).  For me, I find negotiating for flexibility is more important than money for women with other personal obligations (e.g. working moms, single moms, women taking care of parents, etc.), though the salary should be competitive as it relates to your previous jobs and/or positions.

University of Colorado also has a forum where they discuss negotiation styles that might be of interest.  While I don't know much about this entity, I think keeping up with this site might be helpful for those interested in learning the whys for how we negotiate (or not).

So how does negotiating influence Changing Career Tacks?  In every way!

Before you go on an interview consider the below questions:

1. What are your personal priorities? (For me, its being there for my husband and children first, and the job second.)

2. What is the lowest pay you're willing to accept (and add 5-10% to that number -- this is to allow for them to counter your offer)? You should, however, have a ballpark based on a preliminary screening call with the recruiter or HR manager who contacted you for an interview.  If they are reluctant to tell you, stay alert, this is an indicator of their character as a company.  You should be looking for transparency (as much as possible) during your initial contact with a potential employer.

3) What are other ways which the organization can meet your quality of life perimeters?  (e.g. flexible schedule, part-time, part-time to full-time, a family friend culture, flexible boss).  Now I have to caveat this with a Bible verse.  If you ask for this flexibility, honor that by doing your best if you are rewarded with independence and trusted with that job flexibility.  Do so with integrity but also with an eye to balancing your responsibilities at home as well.  (I have to admit, I struggle to not be immersed with work when I work from home at the expense of my kids and my husband, so I avoid working from home as much as possible.)   Know your limits and be honest about what you can handle.

These are just some of the questions that you should consider if you're looking for a job that will be a good fit for you wherever that is in your life.  These are really issues of quality of life.  I've been there, where I've changed jobs because of more money or title changes.  Instead of seeking for satisfaction with just the job, consider something outside of your work for that (gasp!).  Maybe a relationship with God, a spouse, children, etc.

It took me 4 sectors and 8 different positions to realize that careers will evolve but it needs to be done strategically so each step gets you closer to being content with where you are in life.  Each step you take in yours should be to achieve a higher and higher level quality of life.  For me, it was flexibility to meet my #1 goal, serving God; my #2 goal, serving my husband; my #3 goal, serving my kids; and my #4 goal,
everything else (e.g. jobs, friends, activities).

Ecclesiastes 9:10
"Whatever your hand finds to do, do it with your might, for there is no work or thought or knowledge or wisdom in Sheol, to which you are going."

I sleep better now than before.  I'm less unsure of where my life is going than ever before.  When you negotiate for terms of your contract/job offer, remember...this is your life we're talking about.  Knowing what you need to meet personal obligations will go a long way to helping you ask for those features when you're negotiating the terms of your next job.

Happy negotiating!

Interviewing

For all intents and purposes, you're on a date with your prospective employer when you interview.

I say this because it is a two-way street.  I think many people forget that.  They are as much under the microscope as you are.  Take advantage of this opportunity to see if the employer is up to snuff with what you're looking for.  The goal of an interview is for you both to get to know each other.

The best thing to come out of an interview is an understanding on both sides of the table that you're the best fit for their organization and they are the best fit for your life and career.  The hope is that it will be a long and fruitful relationship.

When you sit down, ACTIVELY LISTEN to what they say at the introduction and write down the questions you want to follow up on (you should always have a pen and pad).  This will give you an idea of the direction of the interview.  It will also provide you with some ideas for what to highlight from your personal or professional experience that may be helpful to those interviewing you.  Its also a way to genuinely connect with those you're communicating with.  (I am terrible at listening and often have to remember the tenets of active listening.)

I think a lot of folks interviewing for jobs give up their natural right to ask questions of the employer. Typical ones I've asked (if they aren't already addressed during the introductions) are:

1. Why are you hiring for this position?  (You can find out a lot about the organization's character and culture with this question.  Lots of turn over in the position could mean they need to work out some management issues.  If the person is being promoted, it means (often) that the company offers opportunities for advancement and good enough to stay with.  Listen closely to their response for clues of which way they're leaning.)

2. What is the potential for growth in the position? (Is there any opportunity for you to move up?  You may not be interested now, but its good to know you can grow professionally if you are hired and stay at this job.)

3. What are you looking for in terms of a candidate? (This is the easiest way to see if you're what they're looking for.  If you are a fit, try to highlight items they bring up with relevant experience you have to those items during the interview, when its appropriate.)

4. Have you decided on some possible candidates already? (This is really to manage your expectations.  Interviewers are often honest if they have found some good candidates.  You will likely never hear from them again if they don't offer you a job so this may be the only "closure" or explanation you have for why you might not be hired.)

5. When do you expect to have a decision? (This is also to manage your expectations.  I waiting 2 -3  months between my first and last interviews for one of my jobs.  From the time of my initial interview to the final offer, my last job took 6 months to materialize.  Things to keep in mind.)

Finishing up
Get contact information and email a thank you note to everyone (individually) for meeting with you.  Provide your contact (cell and email) if they have further questions.

Then put the job out of your mind and PRAY.  Not for the job, but for God's wisdom and guidance if it is in His will to give you that job.  PRAY often for peace as you wait and you'll be surprised how good you feel.  He, after all, is in complete control so just do what He compels you to do.

Continue to look for other opportunities until you hear back from one of your interviews.  Remember (my husband will chuckle), the more you interview, the better you'll be at learning the tips and tricks for securing an offer.

Good luck!

Mentors: Your Career Guides

mentors are a HUGE asset for career making and breaking.  The right mentor will become your best friend and confidant.  The wrong mentor will be a source of frustration and heartburn.

I have 4 mentors.

#1 - God is my first mentor (Who better to tell you how to act and make decision?  Ever hear of Proverbs? Check it out if you need advice on your career.  Seriously. Consider it.)

" ¹ The proverbs of Solomon son of David, king of Israel:

   ² for gaining wisdom and instruction;
   for understanding words of insight;
³ for receiving instruction in prudent behavior,
   doing what is right and just and fair;
⁴ for giving prudence to those who are simple,^[a]
   knowledge and discretion to the young—
⁵ let the wise listen and add to their learning,
   and let the discerning get guidance—
⁶ for understanding proverbs and parables,
   the sayings and riddles of the wise.^[b]

#2 - I have an overall career mentor (he owns his own advertising/marketing company outside of Chicago) and has a philosophy to do good.  One piece of advice he's given me is this:

"Whatever you do, ask yourself, how does this help make the world better?"

#3 - I have a mentor at my job (she was my original hiring manager and is someone whom I deeply respect).  I have learned a great deal from her in terms of how to be a leader and be a team player and leader.

#4 - This is an open position.  Seriously, though, this represents all those whom I have yet to come in contact with that can teach me how to be better at what I do and more helpful to those I serve, professionally and personally.  Always have an open mind when it comes to people around you.  They are a wealth of information and you'll be surprised at the lives around you if you stop to listen.

Getting a mentor

Try to read up on what a mentor is before you explore this route.  The University of Chicago has a good program.  While I didn't go through them, my overall career mentor is part of this program and anything he's affiliated with has integrity so I feel confident to provide it as a resource.

If you're a college student, ask your advisor for advice on who they know who might be good professional mentors for you.  Becky Archer of University of Maryland and James Stick at Franklin & Marshall are two good examples of professors and staff who are good at connecting students with potential career mentors and related professionals.

You can start the relationship by connecting with the person and asking for an informational interview (this is just a fancy way to hearing about what they do and who they are).  If, after the conversation, you'd like to know more and think you can learn from the person, ask them if they're consider being a mentor.

Keeping a mentor
Maintaining the relationship is your responsibility and you should respect your mentor's time.  Don't call about every problem you have.  Respect they're time and they will be great assets to you.  They are the people in your life that you should listen to and should listen to you to get you on the right path to career decision-making.

Changing Tacks: Anatomy of a Career Shift

From mid-career professionals who have been downsized to moms looking to recalibrate their careers to fit either a transition to part-time, no-time or coming back to work, pro bono work is a good way to get your foot in the door.  Read my post on pro bono if you're interested in details on that subject.

If you're a new college grad looking for a foot in the door, consider reading my internships and networking post for ideas.

Coming back from a year break after my first child was born, I didn't know how to "reenter" the workforce without starting from scratch.  When I left my job as an Account Executive with a DC pubic relations firm, I had 7-8 years experience already doing public relations (This includes internships.  Internships, while not always paid - though mine were - count as long as you're doing a job.  If the company or organization benefits from what you did, it counts as relevant experience.).  I had worked for PR agencies, private companies such as AT&T and Schering-Plough and was looking to parlay that experience to secure a position which would be the next step rather than a step back in my career.  But how?

Changing Tacks from Industry to Environment:

I had been following idealist.org which is an online forum that posts jobs having to do with the general betterment of society, whether it be environment, development, etc.  They've made some changes to the site that I'm not terribly thrilled about (its not as easy to surf for jobs anymore since they redesigned their site), but I still think its a good resource if you're looking for the "I want to help humanity" types of jobs.(Yes, after having a child, I wanted to save the planet.) 

From my perusal of the site, I saw they had a green job/career fair that was going to be at George Washington University in DC.  They have others throughout the country, so you should check the site out and see if there's one near you.

I was hesitant about going back to work but with some encouragement from my husband, I went to the job fair with a stack of resumes and no real plan.

After seeing the booths, I decided I wanted to go for a "test-drive" by doing some work in the environmental community before committing to moving into that sector permanently.  But how, was the question.  I looked on the participant brochure and picked the organizations I felt were doing work I wanted to be a part of.  Organizations I looked into were DC Central Kitchen, The National Audubon Society, The Brookings Institute and Alaska Coalition.  I am have looked into the American Red Cross and other folks but job fairs are always a bit overwhelming for me.  Looks of possibilities can be exhausting so I tend to focus on 5-6 organizations and go from there.  Its more manageable that way as you can actually have a conversation rather than just dropping off resumes.  Use your judgement on what you're style is but don't discount the possibility that your next job could be among that sea of booths.

Fast forward 3 months...

Interview #1 and pre-screen call
I get a call from the someone from Alaska Wilderness League telling me that someone had passed my resume along from Alaska Coalition.  To be honest, I thought AWL and AC were the same organization, but that's not really important.  What is important is what came next: a job interview.

So during the call the operations officer asked me about my background and told me AWL was seeking a communications director.  (The position was not listed anywhere, so there's no way I would have known to even apply for such a position.) When I offered to do a pro bono project, she didn't even consider it because they were looking for a permanent person for the job.  While this was not what I was seeking, it was worth going in to meet the person who who ultimately end up being my boss.  My husband's (and now my) motto when it comes to interviews..."It never hurts to make a connection."

After a great conversation on the phone, Tara (the operations manager at the time) recommended I meet with her colleague who was doing the job and seeking someone to replace her as her job was evolving away from that role.

Interview #2
So I went in for a conversation (yes, it was not a formal interview but a discovery interview -- an interview where I listened to what they were seeking and they got to learn a bit more about me and whether I'd be a fit for what they were seeking in a communications director.)  After speaking with the person who had been responsible for the communications work, we both felt it was a good fit and she recommended I speak with the executive director about a position.  **Interview Tip** -- Always ask why they're hiring.  This can be a good indicator of the company you're looking into (e.g. If the person is staying, that indicates growth potential.  If the person is leaving, that may mean turnover or some other challenge you'll want to be thinking on as you interview.)

Remember, you should be looking for clues about the organization you're interviewing with as much as they're checking you out.  This is your "dating" period and you should be vigilant to see if they are what you want (I know how radical that interviewees should have a choice!).

Interview #3
Within a week or so of interview #2, I was scheduled to meet with the executive director.  Now that was the conversation where we discussed what they were looking for, when I could start and where I expressed my desire to be part-time.  This was the moment when I knew I wanted to work for AWL.  While I wasn't able to get the pro bono project framework I was seeking, the leadership within the organization was nimble and flexible enough to say, "you can work part time for 3 months and we'll revisit about the timing of you transitioning to full time."  The ED knew what the deal breaker was for me (working part time initially) and she had the power to make that decision on the spot.

If I didn't ask, I wouldn't have gotten that agreement in the negotiation.  If God (and my husband) hadn't compelled me to put that not the table, I would never have considered asking.  I found a good paper talking about the difference between men and women in job negotiations that was published by Harvard and Carnegie Mellon.  While they talked mostly about salary negotiations, I think the overall message is clear.  Women are less likely to ask for what they want in an interview.

At the end of the day, I wanted to work but not at the expense of leaving my 10/11 month old full time in daycare.  I wasn't ready so I found an organization that was willing to work with me.

ADVICE alert: The negotiation period is an important time in your job search where you have to carefully weigh what you want and what you need in terms of a job (e.g. flexible schedule, family friendly environment, potential for growth, etc.).  That's where you get to decide if its a fit for your life as well as ensure you have a job that you'll want to be in and find fulfilling.  I'll write more on that if you comment below!

Interview #4
So yes, there was a 4th interview and it was with staff.  For a communications position, it is very important to interview with all those (when possible) that you will work with.  As the national lead on communications, I would have to work with everyone so everyone was basically in the room to ask me questions.  During that interview, I fielded questions from development and donor outreach to press communications to program communications support.  Its always a bit intense being surrounded by 6-8 people but you learn to adjust to that level of scrutiny when you've been on as many interviews as I have.  Like anything else, it provides you with an opportunity to practice and that is invaluable when it comes to this job market.  You need to impress the first time you encounter prospective interviewers whether it be 1 or 21 people.

Starting a Job in the Environmental Field
So I started within a month of my interviews wrapping up.  I started as communications director for 3 months and after 3 months, I transitioned to full-time.  I was AWL for two years before I chose to leave after my second baby.  I tried working part-time after my maternity leave but the organization really needed a full time person it the communications role.  With limited budgets and the organizational changes (they had hired someone to do my job while I was on maternity leave), there wasn't really a job for me to go back to.

New Skills Acquired? Check!
So how did I hone my skill set at AWL?  I learned pretty much how to do communications for an environmental non-profit as well as how to do legislative communications and planning.  Remember my blog about developing a skill set?  I added both environmental as well as legislative communications in one job.  The benefit and downside of working for a small but busy non-profit is that you get to do everything!  Because of that experience, I was able to add legislative communications and planning to my resume, which has made me a more valuable asset to hiring managers since.

To Pro bono or Not to Pro bono

What is Pro bono?

Pro bono is work that you do for free and is often associated with the legal profession.  I've never been afraid to make things my own when it comes to branding so I like this term because I feel if you have a skill, you can provide it for no cost and its the same thing as what lawyers do. For me, it was public relations and communications.

The Advantages of Pro bono Work

First let me caveat this with the fact that my husband is the primary bread winner in my house.  He has had the same job since graduating from a M.S. in 2001.  That stability has given me the opportunity to explore.  If you're a single parent, your flexibility will likely look different than mine (both financially as well as logistically).

The benefit of this approach when you're in a mid-career shift (by choice or by downsizing), is that if your skills are transferrable (and I think 90% of jobs are), you can take your skill set and port what you've developed to another industry.  PR is easy because everyone needs communications and promotion.  When I interview, I like to describe my shifts from industry to industry or sector to sector as just the "flavors" of the work I do.  Everyone needs press planning, media relations, writing, strategic planning.  The benefit of those who hire me now is that I have developed most of the "tools" necessary to do any communications job.  The only time I need is to bone up on the "flavor" or content of my new company or organization's priorities and focus.

The other benefit is that there is little risk for a potential employer to bring you on board and you get to leave after the project.  Trust me, the no strings commitment is very attractive for someone like me who tends to like to test-drive the personal interactions (which is 99% of the work if you don't work for yourself) with those I might be working with should the pro bono project result in a job offer.  Who wants to be stuck in a job that you love but work with people you can't get along with?  This pro bono period of time allows both the organization and you to see what it would be like to make it permanent.  Someone I spoke with recently called it "dating" and I would have to agree.

Things to be Aware of regarding Pro bono work

As I said, I am blessed to have a husband who has given me a stable home life so I can explore doing pro bono work, but that may not be the case for everyone. 

If you're out of work now, you're first priority is to get a job.  If you have kids, your first priority is to get a job that will pay for your daycare (if they're that age) and start thinking about how to find the time to get something more stable that is sustainable as a career if you're not already in that profession (non-service industry track).  Our priority as parents is to be there for our kids.  We need to look for jobs that pay enough and work sane hours so we can be with our families (2 parent households or otherwise).  One place I like for Christian parenting advice is Focus on the Family's parenting site.  I'm linking a single parent article because I think it focuses on the importance of focusing on the kids when you're a single parent.

For those who are parents or otherwise, be very project specific when you discuss a pro bono project with a prospective employer.  You should do some research and really see a potential for you to have a longer-term job with them.  If that isn't the case, find another company or organization where you can have a real chance to obtain a permanent job or make an important contact for future job leads.

**Warning** Pro bono work should not be entered into lightly and should only be considered if you have the time and there's a specified period of time for the start and completion of the project.  There are many companies who will take advantage of pro bono services (I experienced this once, and it can be a huge time waster.).  I'll write more on how to negotiate for a pro bono project some time down the road.  If you're really interested in learning more, you'll have to post the question as a comment for me to write more.  (There are just too many things swimming in my head to cover everything too in-depth unless someone is asking for specifics).

Internships and Networking: The Price of Admission for Today's Job Market

While this is a post mostly for college students, if you're in a career transition there is a gem at the bottom of this post so if you're impatient, skip to the end where I talk pro bono.  I also wrote a post on the subject if you're interested in learning more about this approach as a foot in the door.

I was asked to sit on a career panel this week hosted by the University of Maryland for Sophomores and Juniors within its interdisciplinary studies program dealing with sustainability.  The program draws students from different disciplines and gives them opportunities to work collaboratively to prepare them for "real life" scenarios.  There is often a component where they do an applied project in the real world.

Because the planning committee for the career panel was unable to secure participation with journalist, Juliet Eilperin of The Washington Post, to talk about communications as a career, the panel turned to me to ask my participation on the panel which had professionals from the National Council on Science and the Environment, USDA, State agency, finance and the wind energy industry, to name a few.  I represented a communications professional working for a federal agency dealing with the ocean.

After introductions, there were a series of questions asked by the moderators to the entire panel.  One of them was, "How important is an advanced degree and how important are internships?"

Highlights of the discussion
Advanced degree:
When it came my turn to respond I didn't hesitate to point out that I only had a bachelors (gasp!) and that and advanced degree was not necessary to do my job (double gasp!!).  I did, however, point out that 15 years of working in the industry and well-placed internships do help.

Internships:
Think about internships when you're a sophomore in college (this is how you start to learn what its like to work).  This has become almost a requirement to getting your first gig.  You can't get a job without experience and experience can only be gained by doing a job.  For college students, that's only going to happen through an internship.  Remember your in a tough economy so overqualified people will be applying for every job.

Networking:
Its not rocket science.  This just means talk to people and ask questions of people you come in contact with that are working in your target field or doing things you think you might be interested in doing.  Work with people and entities within your personal network as well as within your school (your advisor is a good place to start) about how to secure internships during your summers and winter breaks.  Don't be afraid to ask someone in your target field or industry to sit down and give you an informational interview. As I mentioned in my "how to get a job" post, you never know who will get you your next job.  Notice I said who not where?  That's because networking is the most effective way to get a job.  Chances are there is someone within your network now, who can find you a job, offer you a job or connect you with someone who knows of or is hiring.

Questions to consider for an informational interview:

1) How did you begin your career?
2) How did you choose your career?
3) What are the top 3 things you would do differently?
4) What do you do in your job?

Pro bono Work for those Transitioning
If you're mid-career or looking for a change in tack consider doing a pro-bono project (within reason) with a potential target employer.  Its a good "date" for both you and the prospective employer.  I tried to do this and ended up getting a job because they refused to go the pro-bono route.  If you're interested in hearing more, post a comment with your question to this post and I'll respond for all the readers to see.