Avoid The Sirens' Song: How to qualify a recruiting call By Nick Corcodilos

Qualify the recruiter continued

5. What project(s) do you want me for?
Once you've got the manager on the phone, it's time to get beyond the title of the position and the fact that he wants to meet you. The fact that he called you puts you in control. Your mission is to keep that control.

Don't let him put you on the Employment System Treadmill. Learn all you can about the job, the work, the problems and challenges he's facing in his department, and how he thinks you can contribute to his bottom line. The more of these questions he answers in that first call, the more easily you will be able to judge whether to go forward and the more prepared you will be for the interview.

If the manager responds, "That's what the interview is for. We'll talk about it then." — that's the wrong answer. A manager who has a legitimate interest in you will take the time to give you the information you need.

Look for genuine interest in you and in your skills. Look for the manager to invest his valuable time on the phone before you go running to his office. This simple qualifier can save you loads of time, and it can help you avoid a career crash.

6. Find out now what their intentions are.
If marriage is on a company’s mind, you want to know whether it can support you in the manner to which you're accustomed. Before the discussion goes any further, ask, "What's the salary range for the position?" (If you have the luxury of working through a headhunter, you can skip asking the employer. Discuss salary with the headhunter.)

They're going to ask what your current salary is, so you might as well get them to open their kimono first. These questions are also fair play, since they're courting you:

• What's the performance/salary review schedule?
• How do you reward the top 10 percent of your team?
• What's the kinds of stock options available for this position?
• What contribution do you make to an employee’s 401(k) plan?

I'm not suggesting you start haggling over benefits at this early point; just that you establish your minimum requirements in a deft and diplomatic fashion. A company that’s willing to divulge all this early on is interested in impressing you, and it thereby reveals its intentions. The right intentions lead to fruitful discussions.

When you pose your questions, use your judgment, based on what you know about the company. It's a good idea to have these written out. Keep them these questions in your wallet, to use when you need to control a recruiting call, and when you need to keep your enthusiasm in check.

Go to Part 7
What's the agenda for our interview?

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