1. © ProSearch, Inc. ™, 2002 info@prosearch.com Art of Interviewing Society for Information Management October 2002 ProSearch, Inc. ProSearch, Inc. ™

2. © ProSearch, Inc. ™, 2002 info@prosearch.com Introduction

3. © ProSearch, Inc. ™, 2002 info@prosearch.com Art of Interviewing  Purpose/Process  Position Development  Interview Process  Counter Offer  Communication  Questions

4. © ProSearch, Inc. ™, 2002 info@prosearch.com Position Development  Define Role  Define Criteria  Define Selling Points  Salary, Bonus  Career Path  Your Priorities

5. © ProSearch, Inc. ™, 2002 info@prosearch.com Interview Process  Application (date, references, signed, salary)  Determine scoring matrix  Feedback to Company  Offer Process  Time to Accept

6. © ProSearch, Inc. ™, 2002 info@prosearch.com Culture

7. © ProSearch, Inc. ™, 2002 info@prosearch.com

8. © ProSearch, Inc. ™, 2002 info@prosearch.com Maslow’s Hierarchy

9. © ProSearch, Inc. ™, 2002 info@prosearch.com Counter Offer Concerns

10. © ProSearch, Inc. ™, 2002 info@prosearch.com COMMUNICATION  It’s not what you say –  It’s not what they hear,  It’s what they THINK they heard you say………..

11. © ProSearch, Inc. ™, 2002 info@prosearch.com CONTROL Function: transitive verb 1 a archaic : to check, test, or verify by evidence or experiments b : to incorporate suitable controls in. controls 2 a : to exercise restraining or directing influence over : REGULATE b : to have power over : RULE c : to reduce the incidence or severity of especially to innocuous levels. REGULATERULEREGULATERULE Function: noun 1a : an act or instance of controlling; also : power or authority to guide or manage b : skill in the use of a tool, instrument, technique, or artistic medium c : the regulation of economic activity especially by government directive -- usually used in plural. controlling 2 : RESTRAINT, RESERVE. RESTRAINTRESERVERESTRAINTRESERVE 3 : one that controls : as a (1) : an experiment in which the subjects are treated as in a parallel experiment except for omission of the procedure or agent under test and which is used as a standard of comparison in judging experimental effects -- called also control experiment (2) : one (as an organism, culture, or group) that is part of a control b : a device or mechanism used to regulate or guide the operation of a machine, apparatus, or system c : an organization that directs a spaceflight 3 : one that controls : as a (1) : an experiment in which the subjects are treated as in a parallel experiment except for omission of the procedure or agent under test and which is used as a standard of comparison in judging experimental effects -- called also control experiment (2) : one (as an organism, culture, or group) that is part of a control b : a device or mechanism used to regulate or guide the operation of a machine, apparatus, or system c : an organization that directs a spaceflight controls

12. © ProSearch, Inc. ™, 2002 info@prosearch.com WIFM

13. © ProSearch, Inc. ™, 2002 info@prosearch.com 7%

14. © ProSearch, Inc. ™, 2002 info@prosearch.com Questions ?

15. © ProSearch, Inc. ™, 2002 info@prosearch.com Sample Questions…  How would you describe yourself?  What is it that you like about your present or other positions?  Best performance appraisal/ Manager.  Unfair performance appraisal/ Manager.  Proudest personal accomplishments.  Why want this job? Why work here?  How do you motivate yourself - deal with stress? Example  What do you do in a typical day?  Rate yourself on a scale from 1 to 10.

16. © ProSearch, Inc. ™, 2002 info@prosearch.com Commitment... is what transforms a promise into reality. It is the words that speak boldly of your intentions and the actions which speak louder than the words. It is making the time when there is none; coming through time after time, year after year after year. Commitment is the stuff character is made of; the power to change the face of things. It is the daily triumph of integrity over skepticism. Anonymous

17. © ProSearch, Inc. ™, 2002 info@prosearch.com Library Covey’s Books Hill, Nicholas, Think and Grow Rich Johnson, M.D., Spencer, Who Moved My Cheese Naparstek, Belleruth, Your Sixth Sense Wieder, Marcia, Making Your Dreams Come True Roane, Susan, How to Work a Room

18. © ProSearch, Inc. ™, 2002 info@prosearch.com Biography - Suzanne F. Fairlie, CPC Suzanne Fairlie, CPC, is the founder and President of ProSearch, Inc. ™, a placement firm which specializes in Information Systems placement for Fortune 500 and fast-growth entrepreneurial companies in the Mid-Atlantic area. Previously she had been in Information Systems Management, working for IBM, Tandem, and Sun Oil, after earning a B.A. in Mathematics from Gettysburg College in 1967. (She also stayed home for nine years while raising two children, who are now active in their own careers as an attorney and as a guidance counselor.) Her technical experience includes project management, data administration, and strategic planning, and in 1988, she founded ProSearch, Inc., which was identified as one of the Top 25 search firms in Philadelphia by Philadelphia Business Journal. Suzanne Fairlie, CPC, is the founder and President of ProSearch, Inc. ™, a placement firm which specializes in Information Systems placement for Fortune 500 and fast-growth entrepreneurial companies in the Mid-Atlantic area. Previously she had been in Information Systems Management, working for IBM, Tandem, and Sun Oil, after earning a B.A. in Mathematics from Gettysburg College in 1967. (She also stayed home for nine years while raising two children, who are now active in their own careers as an attorney and as a guidance counselor.) Her technical experience includes project management, data administration, and strategic planning, and in 1988, she founded ProSearch, Inc., which was identified as one of the Top 25 search firms in Philadelphia by Philadelphia Business Journal. Suzanne has served on the boards of both the Pennsylvania and Mid-Atlantic Associations of Personnel Consultants and the National Association of Personnel Services. She is currently the Senior Vice President for the US Women’s Chamber of Commerce. Suzanne sits on the Board of the PINNACLE Society, a National Honorary Society whose membership includes the top 75 producing recruiters in the nation. She also serves on the Board of Junior Achievement of Delaware Valley. She serves on several committees in the Union League of Philadelphia, as well as The Forum of Executive Women. Suzanne has provided expert witness testimony on employment issues. She has testified before Congress, participated in various White House Briefings, and was invited to the signing of NAFTA by President Clinton. Suzanne was inducted to the Pennsylvania Honor Roll of Women, which recognizes women who have distinguished themselves as professionals and leaders in their communities. Suzanne has served on the boards of both the Pennsylvania and Mid-Atlantic Associations of Personnel Consultants and the National Association of Personnel Services. She is currently the Senior Vice President for the US Women’s Chamber of Commerce. Suzanne sits on the Board of the PINNACLE Society, a National Honorary Society whose membership includes the top 75 producing recruiters in the nation. She also serves on the Board of Junior Achievement of Delaware Valley. She serves on several committees in the Union League of Philadelphia, as well as The Forum of Executive Women. Suzanne has provided expert witness testimony on employment issues. She has testified before Congress, participated in various White House Briefings, and was invited to the signing of NAFTA by President Clinton. Suzanne was inducted to the Pennsylvania Honor Roll of Women, which recognizes women who have distinguished themselves as professionals and leaders in their communities. Suzanne was named by "Business Philadelphia" as one of the Top 100 People to Watch and was featured on their cover and has been included in various Who's Who Publications. She has been frequently quoted in and has authored several career-oriented articles in The Wall Street Journal, Computerworld, Business Philadelphia, Employment Times, and The NY Times. She has appeared on local television business shows. Suzanne has been invited to speak at both national and state associations on recruiting and hiring issues, and has also been invited as a trainer in recruiting to various state associations and large recruitment firms.