The 4 Critical Steps to 'Getting That Perfect Job'

Week after week I watch great candidates fail. It's annoying because they were probably the right fit but made errors that aren't obvious, are not textbook and are rarely revealed. Why? Because it is not up to the interviewer to tell you, after all, they are focused on the "next candidate please?"

There are 4 steps, only 4, to getting the job you want. It sounds easy, and it is, if you avoid the mistakes your competitors will inevitably make and if you can start to answer these questions with depth. But first, a typical day for HR.

"I need a job". "I'd love to work with them". "I'd fit in really well there". "They are exactly what I'm looking for". "I've always wanted to work with a company like that". "I'd rise to the top there". "I love their internal training". "They really suit my approach to work". "They have great opportunities for ambitious people like me" "There office is really convenient" "It means travel and I love travel"

These are phrases we use every single day. Nothing wrong with them you might think? Through the eyes of the interviewer, you can also say everything is wrong with these statements. More on this shortly. For now, back to the 4 Steps.

Where's The Gap?

The cliché is "Do your research before you go for interview". It's one of those well-worn phrases that has no chance of guiding the inexperienced candidate. Quickly, 'research' means memorising the home page of the website and repeating it, classroom style, and waiting for the praise of the teacher. Not only is it tedious for the interviewer, it is irritating and what does it prove? It proves simply that you read the home page. On its own, it won't get you an interview because the company are not looking for parrots.

Research means identifying where there is a gap or an opportunity. A gap you know about that perhaps they don't. A gap you will fix that perhaps your opposition wont. A gap you saw and they now admire. All of a sudden, your letter has meaning. You have become interesting. You have already got value.

Step 1 is just this. Really researching the company to identify where there is a gap or an opportunity - a gap that you will bridge an opportunity you will chase.

But, you don't want to give this away straight off, do you? Of course not. This step is about doing your homework. You are smart, you are going to use this precious discovery (a) to gain their attention and (b) to get an interview. That is the 'only' goal of the covering letter and, if you want to stand out and be noticed, you have to be of value not just 'different'.

You have the gap, you know how to fix it and here's the really important thing to remember at this stage;

"It is no risk for them not to meet you"
You have to change that. You have to become relevant, not a candidate. How? Step 2. The letter.

The Letter

You spotted the job. You know you can do it. You do everything that your competitors do and, before long, you get the "Thank you but no thank you" letter. You are surprised but, to the experienced inquisitor, it's no surprise. Why? Because you are another version of the letters before and after yours. Your CV merely gets you into the race and qualifies you to join in. It does not qualify you to win.

"Your letter gives me no compelling reason to ask you to come and see me"

Your cover letter often tells interviewers a lot about what you have done but not a lot about who you are. Which, in many ways, it is more important than the CV. Yet, it kills you off before the race has begun. Why? One very big reason;

"You haven't told me what you bring"

This is where your research ties in with your letter. The homework has a value. It is information. I may not agree with it but I now want 2 things. First, to meet you because you have stood out, disrupted the tedious thinking and thought about it. Secondly, I want to know what your research found. It could run something like this;

"Dear Mr. Jefferson,

I would like to talk to you about the position you wish to fill and my CV will reflect my credentials as required. Interestingly, I spent quite some time looking as deep as I could, into your company just to make sure there is something I could bring or do that would really benefit us both and, more importantly, allow me add value. I do realise that my CV will be similar to many other candidates so, for me, it is important that I bring something useful to my interview (as well as my CV of course!). If I may, when we meet, I'd really like to put 3 minutes aside, to present (a) something I noticed in your customer feedback and (b) an opportunity some of your customers may not realise they have identified for you. Regardless of my candidacy, I will be very happy to leave you with this information. I look forward to meeting you soon.

Yours sincerely"

Naturally, you need to do the research and write an appropriate version to fit your potential employer's goals as well as your own. The objective? You need them to want to meet you and to do that you must benefit them - not you.

The Interview

Imagine it's a date. He's interested. She's interested. Now think of how that informs behaviour? Parallel, think of the interview scenario and how utterly wrong it can be. Why? Because the No. 1 mistake is not talking about yourself but 'how you talk about yourself'

Back to the date. Imagine the guy who said "I pride myself on being top of the class 3 years running. I find mathematics incredibly easy and my sporting prowess knows no bounds. Better still, I'll work really hard at our relationship, I'll always go the extra mile and I'll work late to give you everything you've ever wanted. Yes indeed, pick me and you won't go wrong. If you don't believe me, do ask my previous 8 partners what they think. You can trust me - trust me!"

Of course it is exaggerated but this is what interviewers can hear. You can imagine the potential partner's internal thinking? The mistake is even better highlighted by a quick return to this paragraph from above;

The common thread? The candidate is making the classic mistake of talking about what is in it for them - not the employer. It's all about 'me' or so it seems.

No, it is not all about you and again, remember, it is no risk not to take you.

You must talk about (a) who you are (b) what you have seen and what you bring and (c) what you will do to fix the challenges, or exploit the opportunities, that you've identified.

Thank You

Interviews, assessing CV's and preparing take time. It's a 2 way process. Your time is precious, so is mine. Sometimes, often, interviews don't work out the way we wanted them too. Sometimes, the future reveals the past and it was right that it didn't go our way.

Each party is trying their best. You are trying to impress and win. They are trying to make the best match possible. It means there will be disappointment. But, wheels turn and memories last.

In 1997, my last job interview before starting this merry ship in 2002, I saw my dream job advertised. Everything about it ticked every box on my wish list. I would have done it for nothing (for a while!). The process took 6 months. It was like the longest game of patience ever. 125 people applied for the job. That went down to 25 for interview with an external consultant. That went (slowly) down to 5 for interview with the owner and from the next interview to 2 and finally down to 1, the lucky me. But, I knew it wasn't all 'luck'.

A year later, in New York with my Boss, we had a bet. Late one night, he asked me "Do you know why you got the job in the end even though it was a rigorous process?" I said "Yes I do". He said "If you are right, $100 to you. If you're wrong $100 to me" I agreed and said "My thank you letter and my 6 point summary of what you had said were the really important challenges for you in this role" He smiled and gave me a $100 bill.

Thank you is always remembered and says much about who you are and your true attitude. Remember, sometimes the No.1 candidate says 'No' to the job offer and guess who they'll think of next?

I know. I was initially the runner up who suddenly got the unexpected call to a dream job.

Conor Kenny
Conor Kenny