Networking

Networking is simply the process of building positive, advantageous relationships, either by making a connection with someone in person or virtually. It involves speaking with professionals in your fields of interest in order to explore careers and gather information. While some people have an easier time making new connections than others, it is important to remember that everyone is capable of networking.

WHY SHOULD I NETWORK?

EXPLORE CAREERS AND INDUSTRIES If you’re unsure aboutyour field of interest, you can explore options by identifying people who majored in Finance or Corporate Finance & Accounting and are now using those majors in different ways. Then reach out for a conversation.

FIND CONTACTS If you’re more certain about your career path, you can network to establish contacts in that field. These people can become great sources of knowledge or potentially mentors. If you have an interview coming up, you should find someone at the organization to get their insights before the interview.

LEARN ABOUT JOB/INTERNSHIP OPPORTUNITIES Networking is a critical component of any job or internship search. Some estimate that as much as 80 percent of new jobs are never listed but are instead filled internally or via networking, so it’s to your benefit to build and activate your network.

HOW SHOULD I NETWORK?

UTILIZE THESE RESOURCES TO LOCATE AND NETWORK WITH ALUMNI AND OTHER PROFESSIONALS: Family

LinkedIn: Build and engage your network with 500+ million professionals from around the world, including 50,000+ Bentley alumni

Bentley University Alumni Chapters: Explore contacts and events occurring in a particular geographic region for those alumni clubs in order to network and connect with alumni in that area.

Professional Associations: Joining a profess ional association is a great way to boost your networking efforts! Many professional organizations offer a free or reduced membership cost for students. See pages 33-35

WHO IS ALREADY IN MY NETWORK?

Neighbors for a list of relevant professional associations to consider.

Friends

Co-workers & Supervisors

YOU

Professors

Bentley Staff Coaches

An excellent (and easy!) way to start is by searching for Bentley alumni. From your LinkedIn home page, search for “Bentley University and select “Bentley University School ● Greater Boston Area”:

From there, click on “Alumni”, which will bring up an interactive bar chart:

Search for a particular company, job title, or geographic region. Click “Next” to filter by additional categories, including: What they do, What they studied, What they are skilled at, and How you are connected

Click on any of the bars to filter by category. You may filter by multiple categories, i.e. “Where they live: Greater New York City Area” and “Where they work: PwC”. Scroll

down to view the alumni that meet your search criteria.

Can’t find a Bentley alumni who works at your target company? That doesn’t mean you should give up on your attempt to make connections within that company! From your LinkedIn home page, search by company name. When you land on the company’s page, click on “People”, which will bring up an interactive bar chart similar to the Bentley University Alumni chart.

Click “Next” to filter by “What they do”. Identify someone who works in a role that you’re interested in and/or in Human Resources / Campus Recruiting.

Click “Next” again to search by “How you are connected” Do you have any 2 nd degree connections that might be willing to make an introduction for you?

HOW DO I REACH OUT TO CONTACTS?

This depends on your communication preferences and how well you know that person. While email or LinkedIn may be best for someone you don’t know well, a phone call may be appropriate for someone you speak with regularly. Include the following information in any correspondence: your introduction, who referred you / how you found the contact, why you’re reaching out, what you hope to learn, and a specific request (like a brief conversation). Keep in mind that when sending a LinkedIn connection request, you are limited to 300 characters, so you will need to be very succinct. After the initial outreach, wait a week for a reply. If you don’t receive one, send a follow-up message. If you still don’t receive a response, move on to another contact.

CAREER EXPLORATION EMAIL

Dear Mr./Ms. Alum,

I am a transfer junior finance studentatBentley who is interested in learning more aboutthe investment management field. My professor, John Smith, recommended that I reach out to you. [Add one or more lines highlighting why you have interestin the field]. Would you have time for a 15 minutes phone call, at your convenience, to discuss investmentmanagement as a possible career path? I would like to hear about your career path and experience in the industry, and ask any advice you would have for me on pursuing the field. I am sure you have many demands on your time, so I thank you for your consideration. I look forward to hearing back from you. Jane Rogers jrogers@bentley.edu | 781.555.1234

LINKEDIN CONNECTION REQUEST

Hi Mr. Jones,

I’m a senior atBentley majoring in data analytics. I’d like to learn about your role as a [insertjob title here] at [insertcompany name here]. Would you be open to speaking with me, at your convenience, to share your experience? I understand your time is valuable and thank you in advance for your consideration. Sincerely, Mary Wilson 617.555.5678

INFORMATIONAL INTERVIEWING

This is one of the most common ways to network and gives you the opportunity to connect meaningfully with a professional. Informational interviewing is asking someone about what they do –it is not asking for a job or internship.

PRIMARY GOALS

Investigate a specific career field and learn about important issues / current trends in that field Narrow down career options or uncover options you never knew existed Obtain advice on where your skills might be applied Broaden your network of contacts for future reference

WHO SHOULD I INTERVIEW?

You can contact a wide range of professionals from a variety of fields and companies. It helps to ask people you know to introduce you to people they know who work in your desired field.

People you know: Family & Friends Neighbors Co-workers Professors People you may not know (yet)!: Alumni Professional Organization Members Employers Social Media Contacts

HOW DO I PREPARE?

Preparing for an informational interview allows you to be more confident, make a positive impression, and ensures you get your questions answered. It also allows you to respond to questions abut yourself more effectively.

To prepare, you should:

Identify what you want to get out of the meeting Research the professional and his/her company Research the industry Review your experiences, interests, and skills Practice your introduction Develop a list of questions

If the meeting will be in person, be sure to arrive a few minutes early and dress in formal or business casual attire (depending on the industry and venue). If the meeting will be virtual or over the phone, be sure to identify a quiet space you can use in advance

WHAT QUESTIONS SHOULD I ASK?

Sample Questions for an Informational Interview:

How did you enter this job/career? What do you do in a typical day/week? Is there a set routine, or is there variety on a day-to-day basis? Do you usually work independently or as part of a team? What aspects of the job do you find most rewarding and most frustrating? How would you recommend someone break into this field? What kind of educational background is required? What kind of person would be best suited for this career in terms of personality, interests, and skills? What kind of experience or internship would help in this field? Are there specific courses a student might take that would be particularly beneficial in this field? What are the typical hours? Is travel expected with this job? What type of training is provided to entry-level employees in this field? What technologies are integrated in to this career? How do you see the jobs in the field changing over the next five years? How can I prepare myself for such changes? What professional organizations are active and responsive in this career field? Which industry publications do you read? What are some job titles of entry-level positions in the career field? What is the career trajectory? What is a typical salary range in this field? What advice would you give on locating opportunities, the time frame for applying, and the interview process? that has a strong internet connection.

What special advice would you give to a young person entering this field? Are there any other individuals you recommend I speak with to learn more about this career?

SEND A THANK YOU NOTE Within 24 hours, send a thank you email or note highlighting the value of the meeting and referencing something specific the professional suggested. Keep the door open for future exchanges.

REFLECT ON WHAT YOU LEARNED Every informational interview allows you to learn about possible career paths. Take the time to reflect upon what you learned and how that related to your own values, interests, personality, and skills. You might find that your interest has been piqued further, or that a particular career isn’t exactly what you thought it was. It’s important to have multiple conversations with people in a given field to get a full picture.

DEVELOP A PLAN TO STAY IN TOUCH Since networking is relationship building, it’s important to stay in touch with your contacts. It may be a simple email filling them in on something new in your professional life, sending an article that could be of interest to them, or sharing a seasonal greeting. It is appropriate to follow up every few months, but it depends on whether or not you have something substantial to say. Not everyone will find time to reciprocate, so don’t take offense if you don’t get a reply. Also create a database to track contact information –name, company, title, date of conversation, notes and follow-up tasks.

FINAL TIPS / KEYS TO NETWORKING

Create a list of everyone you know and identify how they could help you gather career information Define what information you need and what you are trying to accomplish Prepare and practice your elevator pitch Start each in-person encounter with a firm handshake, good eye contact, and a smile Be professional, courteous and authentic in all conversations Adopt a positive attitude about networking and be proactive Send communications at least a week apart and no more than three times; if you don’t receive a response, move on Get organized –create a database of contacts with notes about each person, conversations you had, and any follow up items Send a thank you note after any networking interaction Focus on quality of interactions, not quantity Be patient –you may start slowly but you will build momentum Dear Mr./Ms. Alum,

Thank you again for taking time from your busy schedule to speak with me yesterday afternoon about your career. Your advice and insight was very beneficial. I will be contacting Michael Jones today, as you suggested. In addition to following up with that contact, I have applied to internships at ABC Co. and XYZ Inc. I appreciate the suggestions.

(Include a point or two about advice they gave you that really resonated.)

I hope you enjoy the holidays! Again, thank you for your time. I will keep you posted on my internship search process, and I look forward to staying in touch.

Regards, Mary Johnson mjohnson@bentley.edu) (617) 123-4567

SOCIAL MEDIA TIPS

One in three employers have rejected candidates based on something that was on their social media. The tips below will help guide you before reaching out to future employers or potential networking contacts.

Adjust your privacy settings; be aware of what is public Proactively tag or un-tag yourself in photos and events Always proof before you post Never complain about your job/boss or broadcast confidential employer information Utilize social media sites to research organizations and professionals Follow companies of interest and engage in career related groups Customize the invitation to connect on LinkedIn Use Bentley University’s Alumni feature on LinkedIn to search for alums 24

INTERVIEWING AND JOB OFFER EVALUATION

INTERVIEWING

Interviews are perhaps the most significant part of the hiring/evaluation process. Both you and the interviewer have your own objectives:

YOUR GOALS ARE TO:

Showcase your skills and interpersonal qualities Demonstrate that you are a match for the position through specific examples of past experiences Determine if the position / organization are a good fit for you THE INTERVIEWER’S GOALS ARE TO SEE:

If you have the skills to do the job If you are motivated to do the job If you are a fit with the organization’s culture

PREPARING FOR THE INTERVIEW

Preparation is the most important part of your job or internship interview. Lay the foundation and follow these steps to maximize success.

Conduct thorough research on the organization and industry. Employers view knowledge of their organization as a critical factor in applicant evaluation because it demonstrates the candidate’s interest, enthusiasm, and seriousness about the position. INTERVIEW SUCCESS

PRACTICE INTERVIEW RESPONSES

Tailor interview responses to describe experiences in relation to the skills and qualifications the organization is seeking. Conduct a mock interview with a Career Coach, recruiter, former employer or Bentley alumni.

RESEARCH THE ORGANIZATION AND THE INDUSTRY

ANALYZE THE POSITION Know the qualifications and responsibilities outlined in the job description. Identify the key skills the position requires and describe a time you have used each of the skills using the STAR technique.

THE FOUNDATION –KNOW YOURSELF Know your values, interests, personality and skills. Practice communicating these concisely and clearly as they relate to the position, organization and industry. Review your experiences. Analyze your academic training, leadership experiences, critical thinking skills and nonacademic activities in relation to the position.

RESUME/TRADITIONAL This form of interviewing goes through your resume. Questions focus on your education, prior work experience, and activities. Know your resume inside and out. Highlight the skills that you developed or enhanced in the class, job or activity, and connect your responses back to the desired skills / qualifications of the role.

BEHAVIORAL Based on the principle that the best way to predict future behavior is from past behavior, this method of interviewing is one of the most commonly used. Behavioral questions typically begin with “Tell me about a time when…” or “Give me an example of when...” Use the STAR technique (page 41) to describe how your specific experiences relate to the job.

CASE Some companies, especially those in consulting and finance, are concerned not only with your experience but also with your ability to address complex problems and reach logical conclusions. The emphasis here is on your thought process; there is not necessarily a right or wrong answer.

TECHNICAL Companies in financial services, or companies in other industries hiring for finance-related roles, may ask questions related to academic coursework or concepts and/or industry knowledge.

COMPANY RESEARCH CHECKLIST

ORGANIZATIONAL KNOWLEDGE

Annual Reports, especially the letter to Shareholders

Company history Company leaders (CEO, etc.)

Organizational structure

Company mission statement

Industry background / general information

Competitors Principle products / lines of business

INDUSTRY KNOWLEDGE

Relative size in industry / market share

Industry trends and facts Primary locations

Stock price/trends; PE ratio

Annual revenue

Industry jargon

CURRENT EVENTS

New products / lines of business Recent news articles about company and/or industry

Researching a publicly traded company? From the Bentley Library homepage, click on ‘Research’, then select ‘Databases A-Z’. Under the ‘Filter by Subject’ header, click on ‘Analyst Opinion’. Scroll down and click on ‘Investextfrom Mergent’. Use the ‘Basic Search’ tab for Company Details, Executives, Ownership, Company Financials, Competitors and more. Use the “Investext’ tab to search for Analyst Reports.

You can’t always anticipate every question you’ll receive in an interview. However, common themes include applications of analytical, problem solving, and decision-making skills; leadership development; creativity; teamwork; and personal development. These should be answered using specific examples. Interviews often include a mix of different types of questions.

RESUME-BASED / QUALIFICATIONS  Tell me about yourself.  Walk me through your resume.  Why are you interested in our organization? Industry?  Why are you interested in this particular position?  Why did you choose to attend Bentley University and how did you select your major?  Tell me about your most recent summer internship and what you liked / disliked about the experience.  What work experience has been the most valuable to you and why?  What challenges are you looking for in a position?  Why do you feel you will be successful in this program?  What is your greatest strength / weakness, and how will it affect your performance in this program?  What characteristics do you think are important for this position?  How has your education at Bentley prepared you for a ---- position?  Where do you see yourself in five years?  What has been the biggest accomplishment in your life and why?  Why should I hire you? BEHAVIORAL  Give an example of a problem you have solved and the process you used.  Describe a situation in which you had a conflict with another individual and how you dealt with it.  Tell me about a team project of which you are particularly proud and your contribution.  What types of situations put you under pressure, and how do you deal with the pressure?  Tell me about a situation when you had to persuade another person to your point of view.  Describe a leadership role you have held, and tell me why you committed your time to it.  In thinking about a past position you have held, what did you do to make your duties more effective?  Describe one of the toughest competitive situations you have faced and how you handled it.  What has been one of your greatest disappointments and how did you respond?  Tell me about a time when you failed.  Describe a situation in which you were criticized, and how you responded.  Tell me about a time you went above the call of duty.

THE PSYCHOLOGY BEHIND COMMON INTERVIEW QUESTIONS

WHAT INTERVIEWERS ASK YOU: WHAT THEY REALLY WANT TO KNOW:

1. Describe yourself. How does your background qualify you for this job? 1. Can you take an incredible amount of information, organize it quickly in your head, and present it concisely and articulately?

2. What are your greatest strengths and weaknesses?

3. Why this job? Why this organization? 2. How mature are you in dealing with your weaknesses?

Can you identify methods for self-improvement? 3. Have you done your homework? Are you analytical?

4. How would your peers describe you?

5. What makes you think you will succeed in this organization? 4. How do you see yourself? Are you a leader or a follower?

5. Have you accurately identified the skills and expertise needed to succeed? Can you prove you have them?

The STAR techniques provides a concise and thorough framework for organizing responses to behavioral interview questions. Describing specific experiences adds credibility to your responses regarding your qualifications for the position. Begin by analyzing and identifying themes within the job description. Then reflect on your experiences to identify examples of when you demonstrated the skills, qualities, and knowledge required for the position. You should draw from classroom, extracurricular, volunteering, and job/internship experiences. Think about what skill(s) you can highlight with each example (ex: teamwork, communication, analytical, etc.) as well as the questions for which you can use each example.

Note, when providing examples that involved a team, be sure to balance a description of the team’s efforts with your specific role. If you don’t have much team experience, consider joining a club or participating in a volunteering trip!

SITUATION

TASK

ACTION

RESULT

REFLECT

Describe the context of the situation –class project, student activity, volunteer, job, etc.

Describe the task and your specific role –goal, problem to be solved, improvement to be made, etc.

Describe the actions you took –planning and implementation done to reach goal, solve a problem, etc.

Describe the outcomes of your action –impact, influence, change resulting from your action, etc.

Take your answer a step further. Describe what you learned from the situation. Is there anything you might do differently in the future if you encountered a similar situation?

STAR APPROACH IN ACTION

Give me an example of a time you faced a conflict while working on a team. How did you handle that?

Situation: During the fall of my junior year, I took the Integrated Business Project class. I was assigned to work with a group of five students, and we were tasked with evaluating a local, private high school and making recommendations for how to increase the bottom line over a five year time horizon.

Task: Of the five team members, one consistently missed meetings and either did not turn in the work that was assigned to him, or turned in work of very poor quality. The other teammates and I had a discussion, and we decided that I would reach out to the student who was not performing well.

Action: I met the student for coffee, and he said that he had been a bit overwhelmed with his finance classes and didn't consider this particular course to be a priority. I explained that his poor performance was impacting the group’s ability to complete the project on time and get a good grade. He apologized and said that he would make an effort to participate more actively in the project for the remainder of the semester.

Result: At the end of the day, the students’ performance only improved marginally, and that was reflected in his peer evaluation. The other team members and I each had to pick up a little additional slack to ensure we completed the project on time, and we did do well overall.

Reflect: Although the outcome of this situation was not particularly ideal, I did learn important lessons. I think it would have been beneficial to address the problem sooner, instead of waiting until more than halfway throughout the semester. I also learned that on a team, not everyone will participate equally, and I think that's a realistic lesson to take into the workplace. 29

Interviewers typically give you the opportunity to ask questions at the end of an interview. Make the most of this opportunity –it can be a red flag to employers if you don’t ask any questions. The questions you ask will help you gain information to aid in your decision-making process. Your questions should focus on the industry, the organization, and the position.

INDUSTRY QUESTIONS  If you were interviewing with a healthcare company, a good industry question might be: There has been a lot of consolidation within the industry lately, such as a major drugstore chain buying a health insurance company (CVS buying Aetna) and another health insurance company merging with a pharmacy benefits manager (Cigna merging with Express Scripts). Do you think consolidation is necessary to grow and thrive in today’s healthcare industry?  In what ways has this organization been most successful in terms of products/services over the past several years compared to competitors in (this industry)?  What challenges and opportunities do you see over the next two years regarding growth in (this industry)?  What kind of changes do you expect to see in (this industry) over the next two to three years?

ORGANIZATION QUESTIONS  If you were interviewing with a retail banking company, a good organization question might be: Could you talk about how your company balances the consumer expectations for both online / mobile capabilities and a company with a localized presence?  How do you see this company evolving in the next 5-10 years?  How would you describe the culture of your organization?  What kind of professional development programs does the company offer?  What values do you see in your company’s leadership that have contributed to the organization’s success?  How do you celebrate accomplishments and achievements here?

POSITION QUESTIONS  Can you tell me more about the day-to-day responsibilities of this job?  What are your expectations for this role during the first 30 days, 60 days, year? Which part of the position has the steepest learning curve? What can I do in order to get up to speed quickly? What is the typical career path for someone in this role? What are the most successful team members doing differently from the average team members? How is job performance evaluated? Describe the top three challenges that I’ll face in this job. Could you tell me about the team I would be working with?

INTERVIEWING TIPS

Arrive 10-15 minutes early. Give yourself plenty of time for travel.

Map your route, parking, etc. in advance. Have the office phone number on hand in case you need to contact them. Turn cell phone OFF (not vibrate).

Bring a padfolio with a notepad/pen and extra copies of your resume.

Build rapport with the interviewer(s) in the first five seconds. Greet the interviewer(s) with a smile, firm handshake, and make eye contact.

Brief silence is OK –if you are stumped by a question, take a moment to collect your thoughts. Asking for clarification (depending on the question) may also buy you some time and/or make it more clear.

Be prepared with thoughtful questions.

Close the interview by reiterating your interest in the organization and the position. Understand the next steps and the timetable. You may have to ask for this information.

Ask for a business card in order to follow up with a thank you note.

Remember, any interaction with the organization is a part of the decision-making process (Information sessions, prenights, lunch, and talking with greeters, receptionists, or office assistants). 30

Writing a thank you note is an extremely important way to bring closure to the interview process. It is another opportunity to sell yourself, and it may be the last impression the employer will have of you before making their final decision, so make the note thoughtful. A well-crafted thank you note can help you stand out from other candidates.

THANK YOU NOTE TIPS  Timeliness is everything! As a general rule of thumb, set a goal of sending a thank you note within 24 hours of your interview.  Always send a thank you note to individuals with whom you have interviewed. If more than one person interviewed you, send a personalized note to each individual. Interviewers may share your thank you note, so don’t simply copy/paste the same text.  Keep it brief. Your note should be no more than 2-3 short paragraphs.  Ask for a business card at the end of the interview. It is difficult to send a thank you note if you do not have the interviewer’s contact information.  Proofread your note before sending. Correct spelling and proper grammar are a must.

EMAIL OR HANDWRITTEN NOTE?  Is your penmanship neat and legible? If not, opt for an email thank you note.  Do you realistically have time to buy notecards, write the note, buy stamps, and drop the note in the mail? How long will it take for the note(s) to reach the interviewer(s)? Remember, timeliness is everything! o HINT: Bring notecards with you to the interview. After the interview, step out of the office, write the note(s), then hand deliver to the office receptionist. o HINT: Send an email thank you note within 24 hours to ensure timely delivery, and then follow up with a handwritten note.  If you send a handwritten note, use a plain, light-colored note card.  If you send an email note, include a relevant subject line (i.e. “Thank you from Sarah Smith”). THANK YOU NOTE GUIDELINES  Thank the interviewer for taking the time to meet with you (politeness goes a long way)!  Remind the individual when the interview took place and for what position you interviewed.  Reiterate your interest in the position, and mention some specific details about the company or the position that were discussed during the interview (this will also highlight your listening skills).  Tie your qualifications and interests back to the position.  Reiterate your interest in follow-up and/or next steps

Dear Ms. Jones:

THANK YOU NOTE EXAMPLE

Thank you for taking the time to meet with me yesterday to discuss the Equity Research Internship.

My interest in the position has grown after our discussion about the intensive two-week training period and collaborative culture at the company. I am confident that my finance coursework at Bentley and my experience as an analyst in the Bentley Investment Group have prepared me well for this role. I am also particularly impressed by the formal mentorship program that the company recently launched and would take full advantage of the opportunity to be mentored by a Senior Research Associate.

I look forward to hearing from you regarding next steps. Thank you again for your consideration.

Sincerely, Sarah Smith

INTERVIEW PREP RESOURCES

Looking for additional resources to help make sure your interview skills are top notch? Check out the list below.

Schedule a Mock Interview with your Career Coach! We’ll focus on resume and behavioral based questions, and will point you towards the best resources for technical and case interviews. MOCK INTERVIEWS

Ask a mentor, colleague, recruiter, professional you’ve met through your networking efforts, or student who has interned at your dream company to conduct a mock interview with you.

When preparing for a job interview, it's not enough to just read advice — you need to put that advice into practice! That's why Big Interview isn't just a training course. You'll also get hands-on practice with mock interviews tailored to your specific industry, job, and experience level.

Watch ‘Fast Track’ or “Mastery Track’ video lessons on a variety of different interview topics, including Interview Fundamentals, Acing Common Interview Questions, Behavioral Interview Questions, and Closing the Deal.

When you’re ready to practice, utilize Big Interview’s unique mock interview tool to get random interview questions, or practice interview questions specific to specific industries (Financial Services, Investment Banking, Sales & Trading, etc.), or specific competencies that employers are looking for.

Access Big Interview through the Resources tab in CareerEdge and create a free account with your @bentley.edu email address.

Vault has compiled all the interviewing advice that you will ever need to land your dream job. Click here to view sample questions, watch informative videos and get experthelp for an effective interviewthatwill stand out from the competition. Access Vaultthrough the Resources tab in CareerEdge and create a free accountwith your @bentley.edu email address..

ALL ABOUT OFFERS

Receiving an offer is exciting, but can also be stressful. When you receive an offer, you may have a number of questions: Should I take it? Howdo I decide between multiple offers? How can I ask for more time? How do I acceptor decline the offer? Offers should be handled with careful consideration, and the Pulsifer Career Development Center is here to help supportand guide your decision-making process.  Does the employer match a percentage of the employee

EVALUATING AN OFFER

Evaluate your offer in terms of TOTAL COMPENSATION (SALARY + BENEFITS)! A generous benefits package equals extra dollars in your pocket!

Offer Letter and Salary The offer letter outlines basic information, such as your position title and location, expected start date, conditions of employment (i.e. completion of a successful background check and drug test) and salary. In your offer letter, your salary may be stated as an annual, monthly or hourly figure. But there’s so much more to know, which may not be clearly outlined in your offer letter. Make sure you understand the following:  Is the company offering a one-time signing or relocation bonus?  What is the timing of salary adjustments?  Are you eligible for an annual bonus? What is the bonus based on –individual performance, divisional performance, firm-wide performance, a combination?  Are you eligible for overtime pay if you work more than a specified number of hours per week? If so, what is your overtime rate –time and a half?  Are you eligible to earn commission? This is most common of charge, with the option to purchase more.

in sales roles. If so, ask the employer to provide the details of the commission plan, and make sure you understand it.

Health, Dental, Vision  What types of plans does the employer offer? Through which providers?  How much does the employer contribute to the cost of each plan vs. how much is the employee responsible for?  Can you contribute to a Health Savings Account or a

Retirement Plans  What type of plan is offered?  How soon can you begin contributing and when are you fully vested? contribution?

Vacation Time / Sick Time / Holidays  How many days or weeks of vacation / sick time do you have each year? Does this increase over time? (Vacation /

Sick Time may be grouped together and referred to as Paid

Time Off or “PTO”).  How long until you can use it? Can it be rolled over, or is it on a “use it or lose it” basis?  Does the company follow a standard holiday schedule?

Tuition Assistance / Reimbursement  Under what circumstances might this apply?  Are there dollar limits or limits on the number of courses per year?  Is reimbursement grade dependent (i.e. you must earn a B or better to be fully reimbursed)?

Life Insurance  Many employers provide basic life insurance coverage free Flexible Spending Account?

The degree to which a salary is negotiable depends on the position. Many entry-level positions are non-negotiable; they have set salaries that are subject to very little if any negotiation.

If you decide to negotiate, here is what you need to know…

Understand the market and have a number in mind. Don’t be surprised if the employer responds with: “What salary did you have in mind?” Do your research! What did last year’s Bentley graduates earn (on average)? What are competitors paying for comparable roles? See your Career Coach, network with current and past employees in the company, and review salary data online to determine a reasonable salary range.

Be able to concisely articulate why you deserve more. Cite market figures, prior work experience, advanced degrees or certifications, competitive offers, cost of living, etc. Having a good GPA or being a hard worker is just not enough.

Be confident, not arrogant. Calmly and reasonably articulate your concerns regarding the salary. For example:

“Thank you so much for the offer of employment. I am excited about the opportunity to work for [XYZ company]. As you know, I have over two years of relevant experience at a direct competitor, which I believe is an advantage over other entry-level candidates. Also, the average starting salary for

Bentley students who accepted similar positions last year was $XX, so I was expecting something in the range of $XX - $XX+. Is salary something that we could spend a moment discussing?” Or:

“I am so pleased to have received an offer of employment and am strongly considering joining your firm. However, I have received an offer from a competitor that is for $3,000 more. I funded a great deal of my education on my own and being able to pay back my student loans while also comfortably managing the cost of living in New York is something that is weighing on my mind. I was wondering if there is any room for negotiation regarding the offer you extended.” Don’t play hardball. The last thing you want is to leave a bad taste in the employer’s mouth. Remember, you may wind up working with this person in the future. If you do not get what you asked for, remain polite and professional. Thank the employer for their consideration and let them know that you will get back to him/her once you have made your final decision.

REQUESTING MORE TIME

When faced with a decision to accept an offer that you feel you can’t make in the time allotted, you can consider requesting more time from the employer.

Here’s a typical scenario that students encounter: You have been given an offer by Company X and they have asked you to respond by the end of the week. You are also interviewing with Company Y and their final round interviews are not until the following week. You are most interested in Company Y but certainly don’t want to decline Company X and run the risk of having no offers on the table.

Your first course of action is to call Company Y and see if there is any way they can expedite their recruiting process. Some firms will be flexible (to a point) if they can. It is important to note that, if you have asked a company to see you early, you must be available on whatever alternative date and time they suggest.

But what if Company Y says there is no way they can see you early? Your next course of action is to call Company X and ask for an extension: “I am calling in hopes that you might grant me an extension on my offer”. If they say yes, thank them and offer a reasonable timeframe for when they can expect to hear from you. If they say no, thank them and let them know they can expect to hear from you prior to the original deadline. If they ask why you need an extension (and most will), simply explain that you are currently interviewing with one other organization and that you would like to see the process through to completion. Again, this is not an easy conversation to have, but rest assured, you will not be the first student who has made this request.

Once you have thoroughly evaluated and decided to accept an offer, convey that decision to the employer as soon as possible. Calling the person who extended the offer to you is the preferred form of communication; if, however, you have most frequently communicated by email, it is appropriate to confirm your offer via email. Thank the employer again for the opportunity and express your excitement about joining the team.

The Career Education & Outcomes Office strongly recommends that you notify all other organizations with whom you have interviewed that you have accepted an offer and wish to withdraw your name from further consideration. You may also consider notifying and thanking all those who have helped you in your job search, including those who served as references, provided you leads, and gave advice.

WITHDRAWING / DECLINING AN OFFER

Sending an email when withdrawing from the interview process or declining an offer is important to assure good relations with the organization.  Withdrawfrom the interview process / decline an offer as soon as you know you are no longer interested, or immediately after accepting an offer from another organization  Withdrawing / declining tactfully in a timey manner will not offend the organization  Be positive –let them know it was a difficult decision, express your appreciation, and thank them for the opportunity

RENEGING AN OFFER

You accepted an offer with Company A. Weeks later, Company B calls and extends you an offer. You are torn. You accepted with Company A but Company B is your “dream job”, what do you do? While you are not legally required to join an organization after accepting an offer (nor are they legally obligated to fulfill their offer of employment), it is very unprofessional to renege on an offer and, if you do, you will most likely sever all future relationships with that organization and perhaps other organizations as well. In the end, the decision is yours to make and admittedly it is a very difficult one. Think very carefully about the offer and don’t accept until you are ready, as an acceptance must be made in good faith with the intention of honoring the commitment. Some questions to ask yourself include:  Are the organization’s values and culture in sync with mine? Did I engage well with the people I met?  Is the work challenging? Do they provide me with professional development opportunities?  Even if it isn’t the exact position I was hoping for, will I gain skills that will positively influence my career / professional development?  Does the compensation package (salary, benefits, vacation, health and retirement plans) meet my needs?  Is it in a geographic location that interests me?  How do I feel about the required level of travel?

Use the matrix below to help with your evaluation. If you would like to discuss your situation, please make an appointment with your Career Coach.

JOB OFFER EVALUATION MATRIX

Create your own list of features that matter to you and list them in order of importance, with the most important feature appearing at the top of your list. Rate the features of each company’s offer on a scale of one to five (1=poor; 5 = excellent). This is one way to compare multiple job offers.

FEATURE

Salary

______________________ COMPANY 1

______________________ COMPANY 2

Training & development

Opportunity to travel

Company culture

Due to the university closure, the Pulsifer Career Development Center will conduct ALL business remotely until further notice. All appointments will be conducted on-line and can be scheduled on Handshake. Please read all CareerEdge e-correspondence & your career coach emails for community updates. Please email GA_UCD@Bentley.edu for questions.

Contact us to discuss your career plan:

Pulsifer (781 ) Career 891 -2375 Development Center 225 LaCava Center 175 Forest Street Waltham, MA 02452

careeredge.bentley.edu

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