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CAREER COUNSELOR’S CORNER
When The Phone Rings for You [J. Murray Elwood] The best way to answer a phone call inviting you in for an interview.
MANY PEOPLE VIEW the ad-answering
interview her as soon as possible. Although it
the call from the firm is not an exaggeration.
phase of the job search too narrowly as if it
was very short notice, would Friday afternoon
Her response to something as simple, yet as
were only a two-step process: 1) You answer
after work be convenient?
important, as an interview-scheduling invitation is typical of many job seekers, including
the advertisement and then 2) You interview with your potential employer. The most
Surprised by the call, Stephanie took a deep
ignored aspect of this activity is as important
breath, but said sure; she could be in their
as a steppingstone in the middle of a fast-
office around 5 P.M. She thanked Mr. Angelo
flowing stream.
and hung up. But after she put down the
for an interview seems a relatively easy mat-
phone, Stephanie’s mind was in a whirl: Who
ter, it is critically important to the hiring pro-
Between the letter forwarding your resume
was this firm? What credentials were they
cess. It is something most job seekers take
and the actual job interview is a critical inter-
looking for? Where did she put that stupid
for granted, but there is a right and wrong
mediate stage - the phone call that asks
ad? How many people would be interviewing
way to schedule an interview. This chapter
you to come in for a meeting. The outcome
her? What should she wear?
will show you how to turn that simple phone
a good number of lawyers. Although responding to a request to come in
call into a great opportunity to stand out from
of your interview hinges on how well you handle this crucial scheduling call. Consider
The next morning on her office computer
what happened to Stephanie Dillon after she
Stephanie tried to find something about the
response with a few simple rules for answer-
answered that want ad in the legal newspa-
firm with a quick search on the Martindale-
ing an interview-scheduling phone call.
per.
Hubbell Web site, but came up empty. She asked a colleague if she’d ever heard of
the crowd. So we’ll suggest an appropriate
When You Answer the Phone
Stephanie Dillon had seen the job advertise-
Caravaggio & Bernini and her friend said
ment while browsing the classifieds over the
she wasn’t sure, but thought they were new,
weekend. So Monday morning she mailed
a spin-off by a couple of former partners of
out her cover letter and resume, but after
a highly respected Center City Philadelphia
The critical element in responding correctly
several days at trial, the farthest thing from
firm, Bramante, Bernini, Botticelli & Borgia.
to an invitation for a job interview is that,
her mind by week’s end was her job search.
Rule 1: Take Control of the Situation
right from this very first phone call, you put
Leaving court on Thursday, Stephanie went
So after work on Friday, Stephanie walked
yourself in the driver’s seat. Your goal must
back to the Public Defender’s office to clean
over to meet the lawyers at Caravaggio &
be to turn this simple conversation - and the
up some files and arrived home later than
Bernini, not knowing anything about the firm,
whole interviewing experience - into a great
usual. She washed her hair and collapsed
not sure of who would be interviewing her,
opportunity to make yourself memorable and
on the sofa. While eating a pint of Ben and
not at all prepared for her first job interview
present yourself as someone a cut above the
Jerry’s and watching the latest episode of
in several years.
other candidates being considered for the
Law and Order, her phone rang.
advertised position.
More Than Just Mailing a Resume The caller identified himself as Michael An-
This is a subtle process. It certainly doesn’t
gelo, a partner in the defense litigation firm
It’s surprising, after all the care lawyers take
mean that you talk non-stop about yourself
of Caravaggio and Bernini. He apologized for
designing their resumes and writing creative
and your credentials, or try to intimidate the
the lateness of the hour, but said that they
cover letters, that they respond so inade-
caller, or ask inappropriate questions, or
had received Stephanie’s resume, were im-
quately when taking a phone call to schedule
make unreasonable demands. Simply put,
pressed by her credentials, and would like to
a job interview. Stephanie’s inept handling of
it does mean that once you begin answering
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1.800. 973. 1177
CAREER COUNSELOR’S CORNER
ads, you have a plan for the way you’re going
there, all you need to know about the climate
While waiting for the final round of interviews,
to handle phone calls inviting you to interview.
of the firm, doesn’t it? But that kind of re-
Avery had spent some time on the Internet
sponse is the exception. Most employers, even
researching the industry. He knew that Byron-
You should know, generally, when the phone
busy law firms scheduling interviews, will ac-
Bionics was a subsidiary of Canterbury, Ltd.,
rings for you, how you are going to respond,
cept a reasonable excuse and reschedule.
an English conglomerate, but while scanning back issues of the Wall Street Journal, he
paying particular attention to the tone of voice you use when talking to a potential employer.
Information is power. Use the time you’ve
found a small item, buried on a back page,
A good first step to take control, and steer the
gained to go into the Martindale-Hubbell Web
that the Director of Canterbury, Ltd., Lord
hiring process in the direction you intend, is to
site, or the business section archive of your
Whitby, was stepping down because of an
photocopy the scripts on the pages that follow
local newspaper, and especially the firm’s
inoperable brain tumor.
and leave them by your telephone as soon as
own home page, to find out general back-
you start mailing out resumes.
ground information you need about the firm
Two weeks later, after an exhausting day
- its size, its practice, and the names and
of final interviews, Avery inquired when the
credentials of the other lawyers who work
company would be reaching their decision. By-
there. Especially look for “links” among its
ronBionics’ president answered, “All the final-
Often when law firms call to request an
personnel - lawyers who are alumni of your
ists are all so highly qualified, it may take us
interview, they are in a hurry to hire and want
law school, or who have worked previously in
a few more weeks.” Asked if he had any more
to schedule the initial meeting as soon as pos-
firms or agencies where you have worked.
questions, Avery said yes and then inquired
Rule 2: Stall for Time
whether Lord Whitby’s recent resignation as
sible. Your first step, in guiding the interview in the direction you desire, is to buy yourself
As a last resort, if you can’t find the informa-
Director of the parent company, because of
some time. Use a socially acceptable excuse
tion you need through research, then call
his brain tumor, would have any impact on
to delay the interview date for just a few days
friends, as Stephanie did, if only to find out
ByronBionics’ North American operations.
to give you an opportunity to prepare. Most
the word on the street about the firm and a
reasonable people, who have to juggle their
realistic salary range for someone with your
The president hesitated for a moment, but
own schedules from day to day, will accept
credentials and number of years out of law
then said no, he was sure the company would
your request and readily negotiate an alterna-
school.
carry on as usual. Avery drove home, late for supper. But as he walked into the back door,
tive time for your interview. When a firm calls one evening and asks you to interview the next
If you are interviewing with a corporation
the phone in the kitchen rang. It was Byron-
day, or within two or three days, say some-
or business entity, you will need to do some
Bionics’ VP of Personnel. “Avery,” she said,
thing like this:
Let me check my schedule to make sure I’m free tomorrow afternoon . . . You know, I see that I have another appointment at the time you suggest . . . Would next Tuesday at the same time be convenient for you?
background reading on trends in the compa-
“you’re our man!” Surprised, Avery asked
ny’s industry or the company’s products, or
what it was that decided the president to hire
pull up on the screen their Web site so that
him so quickly. The VP lowered her voice,
you can be reasonably knowledgeable about
“Your question about Lord Whitby. It blew him
their business. You make this effort, obviously,
out of the water. He didn’t know!” Information
so that you can ask some intelligent questions
is power.
of your own at the interview to determine if the advertised position is a right fit for you. A more mundane reason to stall for time is
Offer any acceptable reason for the delay (e.g. dentist’s appointment) and then suggest
Your efforts will also communicate to the
also that you may want to improve your ap-
an alternative date. Why ask for a later date?
interviewer your interest and your initiative.
pearance with a haircut. If you haven’t had
Because you need that time to do some basic
They indicate that you are likely to hit the
time to do much shopping recently, you may
research on the firm or company that wants to
ground running and will prove yourself an im-
need to use the time to look for a new shirt
interview you.
mediate asset to the company.
and tie, or suit and blouse.
What if they say no, they can’t reschedule? “If
An example:
Rule 3: Reduce the Interview Unknowns
tive might reply, “you’ll have to come in Friday
Avery Jackson was one of four finalists for
After agreeing on a time and location for the
afternoon. That’s the only time convenient
the position of General Counsel with Byron-
interview, and before the caller hangs up,
for us.” Their answer tells you, right then and
Bionics, a medium-sized high tech company.
make an effort to establish rapport and try
you want to interview,” a law firm representa-
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CAREER COUNSELOR’S CORNER
to ask a few well-chosen questions that will
you are able to establish with the caller.
habits, and so on.
but will ease your anxieties of an unknown
You can usually find the information you
Rule 4: Identify The Hiring Criteria
situation.
need about the uncertainties surrounding the
not only help you prepare for the interview,
Be careful of your tone of voice when you are
interview with either one of the two following
No matter what job qualifications are stated
questions. Use whichever you prefer:
in the legal advertisement, human nature
asking these questions. Many lawyers find
being what it is, some employers will have
it difficult to switch from the direct speech
A) Before we hang up, would you help me with
underlying hiring criteria that may not be
patterns of their legal lives. Deliberately
something? . . . Who will be interviewing me?
immediately obvious, that they may not even
change the pace of your “legal speech.” Use
recognize themselves.
an up-beat and warm affect when you speak,
The interviewer has a significant impact on
and frame your queries in a casual, confiding,
the importance of the interview. If you will
All other credentials being approximately
and friendly way. Some career consultants
only be talking to Human Resources, then
equal, one interviewer may favor well-dressed
would even go so far as to advise their clients
probably you can expect to fill out a standard
applicants. A mid-west firm might be im-
to assume a standing position for these phone
application form - name, dates, and social
pressed with East coast law school creden-
calls, believing that this posture encourages a
security number - a quick resume review and
tials, another firm might have a slight bias
more self-confident, “take charge” attitude.
a “Tell me something about yourself.”
towards lawyers who have good literary and
In any event, the questions you ask when
On the other hand, if you’re told that you’ll be
scheduling a job interview are very important
meeting a Senior Partner, the whole Hiring
because the information you may be able to
Committee, or some of the other lawyers at
uncover before the interview will help reduce
the firm, then expect an in-depth discussion of
When Sara Hartman was writing her resume,
the ambiguities of the upcoming meeting with
your credentials, your cases, your portables,
she asked her career coach about including
the firm. The questions that follow will also
and professional experience.
“Yale Women’s Crew” under the summary
writing credentials, and so on.
help you:
“ Display a professional approach to your job
For example:
section, “Interests and Activities.” He said You can discover the same information by fo-
sure, that activity would certainly make her
cusing on another aspect of the interview with
memorable to resume readers.
this alternative question:
interviewing. You will come across as a seri-
Several weeks later, Sara sat in the lobby of a
ous candidate, someone who, as the saying
B) Before we hang up, perhaps you could
major Wall Street law firm, the last in line of
goes, “has his or her act together.”
help me with something? . . . How much time should I allow for the interview?
six male candidates. After a long afternoon’s
“ Gain a powerful advantage over other job seekers who have not thought about gathering
wait, Sara was finally ushered in to the office of the interviewer, a female partner. The
this kind of pre-interview information and are
If they answer “About an hour,” then you’ll
lawyer had Sara’s resume in her hand. “Sara,”
relatively unfamiliar with the firm or company
probably be having just a short screening
she said smiling, “It’s so nice to meet another
“ Stand out from the crowd of the other job
interview talking to one lawyer, or the firm’s
woman who’s crewed for Yale. Please sit
candidates who do not know how to take
Human Resources person. Most likely you’ll
down!”
charge of the interviewing process.
be asked the typical screening questions, such as “Why do you want to leave the Public
Note: These are not the ultimate, perfect
Defender’s Office?” or “How well did you do in
Sometimes these hidden criteria are subtle,
law school?”
hard to discover. But at other times, they
questions for each and every interview-sched-
can be identified. The next two questions are
uling phone call. They are merely topic sug-
If the answer is “A couple of hours,” or “You
designed to help you uncover, if possible, the
gestions. You may wish to change the format
can figure on all afternoon” then you’re prob-
significant criteria that inclined the interview-
of the words and the order in which they are
ably facing more than just a resume screen-
er to ask you in for an interview.
asked, and tailor your queries to your own
ing and will be talking with a Senior Partner
verbal style and the needs of the situation. But
or meeting with several lawyers, and can
ask as many of these questions as you feel ap-
expect a more comprehensive discussion of
propriate to the call and the degree of rapport
the firm’s practice, your recent cases, work
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First, ask casually: Just out of curiosity . . . Have you received
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CAREER COUNSELOR’S CORNER
he probably was the one who reviewed all the
It helps enormously, as you start answering
resumes, would have answered that since
advertisements, to develop a script, or a “cue
This query is just a lead-in to the next ques-
she had worked with a diverse and demand-
sheet” for these inquiries, just as you have
tion. The person calling will probably answer
ing clientele in the Public Defender’s office,
prepared answers to other interview ques-
“Yes,” or give an estimated number.
Stephanie’s credentials sounded like the kind
tions, and have your script for handy easy
of person they were seeking.
reference.
His answer, in all likelihood, hints of Caravag-
Screening Question # 1:
many resumes in answer to your ad?
Next, ask this critical question:
The reason I asked . . . I put a lot of time into writing my resume . . . and I was wondering what it was in the resume that suggested you call me in for an interview?
gio & Bernini’s bottom line hiring criteria. More than anything else, they probably want an experienced lawyer who is strongly moti-
We’ve received your resume . . . could you tell us a little more about yourself?
vated to serve the needs of demanding clients in a fast-paced environment.
Your answer - That’s easy. All you use to an-
tom-line criteria the firm is using to make
So once having identified that criteria, a job
you [should] have written to introduce yourself
their selection. The answer may hint at what
seeker like Stephanie would then weave into
at self-marketing meetings and job interviews.
strengths they value, at what they’d like to
the conversational fabric of her interview
This is nothing more than your “opening
hear during your interview. Just as a lawyer,
every example she could remember about
argument, “ your 60-second sound bite, your
who knows the legal, political, or judicial
difficult and diverse clients. Without neglect-
“infomercial,” that tells interviewers where
preferences of a sitting judge, will sometimes,
ing her other excellent credentials, she should
you’re coming from, where you want to go,
as the saying goes, “Feed the Monkeys,”
nevertheless “pitch” to Caravaggio & Bernini’s
and your credentials to go there. If you haven’t
and frame his arguments in legal theory or
needs by describing with stories her many
as yet completely memorized it, print it up and
language attractive to the bench, so a job ap-
successes in representing some of the most
leave a cue-card copy by the phone.
plicant will emphasize in her answers those
critical and hard-to-please clients in the City
elements of her background and experience
of Philadelphia.
Screening Question # 2:
interested in hearing.
Rule 5: Be Prepared for Screening Questions
The advertisement that caught Stephanie’s
It is more common today for law firms, indeed
We’ve received your resume and we’re wondering what kind of a salary you’re looking for?
eye listed these credentials for a defense
all employers, to use the phone as a screening
litigation associate:
tool. Rather than take the time for office inter-
The short answer is that you want to avoid a
views with 20 potential new hires, it is easier
premature disclosure of your salary require-
This question may help you identify the bot-
swer this one is the “Profile Statement” that
she believes her interviewers would be most
“Qualified candidate will possess 3-7 years
to evaluate these candidates on the phone and
ments. In other words, you’re not about to
substantial civil litigation experience, have
weed out the ones who don’t meet minimal
give up a negotiating advantage, or commit
extensive client contact, an ability to work
qualifications for the position or who, for one
yourself to a certain level of compensation,
with a diverse clientele, and strong motivation
reason or another, disqualify themselves as
before you have a better understanding of the
to serve the needs of demanding clients in a
viable job candidates. As a result of these
job description and the employer’s expecta-
fast-paced environment. Excellent writing and
phone interviews, the caller then decides, say,
tions for that position.
communication skills, as well as good aca-
on five potential hires who will be brought into
demic credentials, a plus. Reply with resume,
the office for face-to-face interviews.
cover letter (no faxes or e-mails), and please state salary requirements.”
Your answer - You handle this query exactly as if the question were being asked in a face-to-
So sometimes, when the phone rings for you,
face job interview [see Chapter 9] One excel-
you may be asked one or two threshold ques-
lent way to avoid a specific figure and, at the
If Stephanie had been coached on what to
tions before the interviewer decides whether
same time, take the initiative away from the
do when scheduling interviews on the phone,
or not to schedule a time to interview you in
interviewer would be to reply,
she would have asked Michael Angelo that
person. But your response to a screening
seemingly casual question about her resume:
call should be the same as any other phone
“What was it that inclined the firm to invite
interview - establish rapport and describe
her in for an interview?” Michael Angelo, since
your career accomplishments and credentials.
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“My salary requirements are negotiable . . . I’m interested in finding the right opportunity and I’ll be open to any fair offer when I do . . .
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CAREER COUNSELOR’S CORNER
What’s your salary range for this position?” Summary Be prepared for unexpected job related phone calls, especially those you may receive even late in the evening. Take charge of the interviewing process, starting with this interview-scheduling phone call. Keep copies of your Profile and scripts within easy reach of your phone and do not hang up without asking questions that will help you be better prepared for the interview. Stall for more time if your caller requests that you come in for an interview on short notice The friendlier and the more upbeat you sound over the phone, so much the more will you be able to connect with your caller. Do your homework and research before the interview and you will make yourself memorable as a candidate after the interview. Knowledge is power.
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