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Who interviews the candidates?

How many people have you already considered?

Have you extended any offers?

Why were they rejected?

What was wrong with the other candidates?

Why haven’t you hired from within?

Instant Interview Intelligence

In order of magnitude, what are the three most important functions of the job?

What was the background of the last person who held the job? (If it’s not a new position.)

What can someone who’s done the job do better than someone who hasn’t?

What personality traits are important to do the job well?

Would you hire someone instantly (I couldn’t resist) who had those traits?

Glance at these exclamations before relaxing too (Do 42):

I’m a walking job description for you!

You’re talking to the person who can do this job immediately!

I can’t understand why you haven’t filled the position. I could do that for you!

I’m made for that job!

This sounds like a terrific opportunity. I’d love working with someone like you!

Conducting an informational interview still keeps you well within your 15-minute time limit (Do 1).

Psychologically it’s the best way to move an offeror from cold to hot.

. . . And when you’re hot, you’re hot. Instantly incendiary!

Do 97: Consulting for Instant Resulting

Your easiest entry to a job interview is to market yourself as an consultant.

Someone who gets results!

All you need is:

• A judicious look on your face (when not smiling, of course)

• A suit or dress

• An ability to pronounce at least 20 of the latest buzzwords and buzzphrases in your field (Trade publications are the best place to find them)

• A brochure about your expertise and services (a resume)

• A business card

• A local business license (if required)

The reason consulting is so easy to discuss is that there is almost no expense or risk to the client. According to the U.S. Chamber of Commerce, up to 30 percent of a typical business payroll is spent on administration alone. This isn’t surprising considering the recordkeeping, bookkeeping, cash flow management, payroll taxes, paid holidays, paid vacations, paid sick leave, paid insurance, and paid everything else involved.

As an independent contractor rather than employee, there’s no concern about you running to the EEOC or state compliance agency with a discrimination complaint. No concern with group medical workers’ compensation or disability claims either.

You complete a W-9 form and receive a 1099 after the end of the year to compute your self-employment taxes (Do 44).

This arrangement isn’t available for hourly (nonexempt) jobs, unless you’re doing the activity on a freelance basis. Call your state’s labor department to find out whether you’re eligible.

Phone solicitation is the best way to obtain an appointment. Simply look in the Yellow Pages in any field you like with an appointment calendar open, and start in the A’s.

The beauty of the consultant routine is that it positions you immediately to talk to an offeror without alienating the human resourcer. It’s an accepted practice for consultants to discuss projects directly with those responsible for them.

Even HR has management development, training, human factors, wage and salary, recruiting, outplacement, insurance, pension, employee benefits, safety, communications, labor relations, information technology, and other consultants.

It’s easy to sound knowledgeable when you don’t understand the situation.

Listen well, probe, ask questions, use the same vocabulary as the client, and avoid shooting from the lip.

The appointment is an end in itself. The call is the means! It’s usually about five minutes in length. Any longer will reduce the chances of an instant interview. This is how it sounds:

Receptionist: Good morning, Unreal Company. You: Hi. What’s the name of your director of finance? Receptionist: We don’t have a director of finance. Would you like to speak to our chief accountant? You: Yes, please. Who is it? Receptionist: Moe Money is