• E Balaji, CEO, Ma Foi Management

Consultants
• Smart advice from strategic salary negotiation to how to be a star
performer at work.

• by Urmila Rao

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• E Balaji, currently CEO, Ma Foi Management Consultants, has spent 15 years with the HR
consultancy firm and manages a team of over 1,200 professionals across 60 locations.

In an interview with Urmila Rao, he offers tips to job-seekers on a wide range of areas from smart
salary negotiation to making an impression in an interview to attaining good appraisal review and
being a star performer...

•
•
• Q: What do employers look for when interviewing a candidate?
•
A: Work ethics, honesty, loyalty, confidence and problem-solving ability are some of the traits
looked for in a prospective hire. The key 4 Es here are exposure, experience, expertise and
excellence. A student from a reputed college, without work experience, would be considered as
having an exposure to certain concepts and will be expected to demonstrate those in his
application.
•

Experienced people would be expected to perform with limited or no supervision. An expert is a

person considered to have good conceptual understanding of a wide range of subjects relevant to a
domain, and who can guide others in the organisation. Finally, excellence is when a person’s
expertise is known beyond the boundary of an organisation and hence respected by the industry.
Employers look for someone who is a good fit not just in terms of technical skills but also the social
culture of the organisation.

Q: Your job interview tips...

A: I recommend focusing on the thre Ps: Presentation, Preparation, Positioning. When presenting, your
attitude, appearance and résumé presentation carries far more weightage than you would imagine in an
interview. Hence dress professionally and be punctual for your interview; it shows professionalism. Your
résumé is an opportunity to sell the brand ‘YOU’. Customise your résumé so as to highlight your skills to fit
the kind of job you are applying for.

Tips: Does your resume stand out?

Research thoroughly about the industry, company and job you are applying for. Ask relevant questions
(usually at the end of the interview). And prepare by taking mock interviews.

Formulate your responses using the STAR format [Situation, Task, Action, and Result] of answering
questions; this method relies on your prior experiences to predict future behaviour. As regards positioning,
all interviewers have a preconditioned mindset of the ‘best fit’ candidate. Hence positioning yourself in the
minds of the interviewer that you are the best fit, is the key. Are you a person with unique competencies or
superior skills for which specific companies are willing to pay a premium? And finally watch out for the big P
– Pressure!

Q: What factors contribute to a good appraisal of a professional?

A: Today, performance review systems are focused on career development and enhancement based on
open and detailed discussions with one’s superiors. Many organisations are now moving towards a 360
degree feedback system wherein a performance review is sought from all sources that an employee has an
interface with, which includes peers, team-mates and reporting seniors. For an effective appraisal you must
be open to communication with peers and reporting seniors, and have a clear understanding of key
performance indicators.

Q: What are the dos and don’ts of salary negotiation?

A: Salary negotiations are the most sensitive yet important conversations of your career. Once the company
has decided to hire you they will look at the least expensive Cost-to-Company to get you on board.
Accepting whatever the companies offer may make you appear weak and not worth your mettle. Yet being
over-aggressive and pushy at the negotiation table may leave a bad taste in the mouth, especially knowing
that you have to work with these people on a daily basis from here on.

Being well-prepared on what would be a good compensation for your experience and expertise, goes a long
way in the negotiation. Often the compensation could be coupled with equity or other perks. Study these well
to see if they match what you want. Don’t accept a salary lower than what you are worth in anticipation of
future hikes. Understanding how much you need the company and vice-versa, will also give you an idea of
your stance in the negotiation.

Knowing when to stop negotiating can be tricky. It’s not a case of who wins. If you refuse to bow down they
will begin to think that you are a wrong choice. When you know it’s time, accept your offer with grace, and
thank the management for its time. When turning down an offer, thank management for the negotiation; it’s
professional and refined.

Also read: Negotiating your first salary

Q: Which sectors have potential for a promising career in the near future?
A: Green jobs throw open several career options that are both meaningful and promise growth. Green-collar
jobs are accessible to people from varied educational backgrounds and professions, engineers, bio-
technologists, environmentalists, auditors, accountants, scientists, economists, media professionals and the
like.

Telecom was one of those highly resilient sectors, which weren’t too affected by the recession. Infrastructure
projects – roads, bridges, and railways are gaining momentum - and were one of the first few to experience
a revival. Animation and gaming is an interesting and new avenue. Even private banking players are
recruiting actively especially in wealth management, microfinance and insurance. The automobile industry is
also revving up!

Q: How can a professional identify the best job profile for himself?
A: Several personality profiling tests available in the market help guide a candidate in identifying the right
career path. Apart from this it would be advisable to study your inherent traits and qualities and look for jobs
that necessitate these qualities in abundance.

Q: Is it true that freshers who take up jobs in an economic downturn situation end up being in a
disadvantageous positions?

A: More than a year back, there were unrealistic expectations on pay packages and growth rates. Freshers
got unbelievable salary packages. Experienced candidates sometimes got 200% hikes in a single year!
There’s a definite correction happening in the job market. The new, more normal economy will be seasoned
with reduction in salary and benefits. Today, many are happy to keep their jobs and retain current salaries,
even when presented with higher salaries. However, finding good talent has become tougher. Hence
freshers have a greater chance of finding the right job.

Q: What can professionals do to insulate themselves from a downturn?

A: Constantly updating oneself technically, skill upgradation and active participation in learning and
development programmes offered within the organisations is recommended. Finally ensuring a sound
connect with the market, through professional networking sites such as LinkedIn will add some fillip to your
job retention strategy.

• When you apply for a job opening, dozens of candidates have probably done the same.

So, how do you ensure your resume stands out from the pile? What is it that companies look for
while short-listing candidates? Here's the lowdown.

AN ENTRY- LEVEL RESUME

Highlight your non-academic achievments too: At entry- level when you have no industry experience,
underscore your other achievements. 'Highlight projects that you have done, awards you have bagged and
companies you have interned with,' says Rajesh AR, VP, temp staffing unit, TeamLease Services.
Companies also give high rating if they see you are a team person and enjoy good inter-personal
relationships.

So, if you are part of student's associations or an NGO, stress on these points. Of course, academics is the
first thing that recruiters see, but extra curricular excellence does count.

Talk only about business interest: Trash the habit of mentioning interests like singing, dancing, music,
swimming, painting or astrology. That's a complete passé. 'Talk only about your business interest,' says
Sunil Kalra, consultant to a leading HR firm. And be well prepared. If you say your interest lies in reading,
'Then know the book inside, out, upside, down,' emphasizes Kalra.

Gain proficiency in a professional area: While studying, gain competency in an area that will hold you in
good stead in your professional career. Learn basic computer skills. Having done that, move on to adding
other skills like Coral Draw if you want to get into computer graphics or learn accounting software Tally if you
see your future in accounting.

A MID-LEVEL EXECUTIVE'S RESUME

Flexibility and responsibility: When you have gained 3-4 years of experience, review your CV. For a
person with 2-4 year's of experience and more, the thrust shifts on industry knowledge and his adaptability
in the organisation, among other qualities. 'At this stage, cultural fit is given more importance, flexible
approach matters and the learning starts playing an important role, says Rajesh AR. The organisation sees
if you have been flexible in previous roles and whether you are prepared for a new responsibility.

Personal Initiatives: The companies also see the personal initiatives that you have taken to add on to your
skill and knowledge base. While it hints your progressive mindset, 'It also subtly, positively speaks of your
career consciousness', says Kalra. Candidates should highlight those events where their ideas have been
implemented their analytical skills have been applauded.

OTHER MUST-DOS
Be Specific: If you are applying for a position in sales and marketing vertical, a requirement which is across
industries, should you tailor your CV every time? Not really. Just be specific.and highlight the best fit
experiences

Remain updated: Be aware of the news and current affairs. 'Read newspapers', advises Rajesh AR. Read
business writers. Focus more on your field

Communication skills: Work on your verbal communication skills and writing skills. Prior to the interview,
prepare a list of questions that a recruiter might ask, write down the answers and read it aloud to yourself.
Keep your answers to the point.
Use these pointers and rest assured you will get an interview call no sooner your CV reaches the recruiter.

QUICK TAKE
Keep your CV short. For fresher's it's a page and a half. For mid- level executive not more than two-pages.
CV should be business-led. Mention business interests and not personal
interests like cooking, singing etc.Companies see whether your career
interests are in line with what you have done in the past and whether your
achievements substantiate that, says Payal Dhar, SBU, Head Operations,
Naukri.comBe updated on the news and current affairs. Be well-read in your
respective field Keep taking personal initiatives to enhance your knowledge
and skill base

• Negotiating your first salary

• Have realistic expectations regarding compensation. But DO
let your interviewer make the first move. More smart tips.

• by Vatsala Kamat

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• YOU'VE graduated with flying colours from a reputed college, and

have interview calls from a couple of companies following the
acceptance of your job application. Don't sit back and relax, yet.

There's still much work to be done to land into a job of choice - with a salary you would be
comfortable with. Negotiating your salary in your first job may not appear simple. And there's
reason to think so.

One, it is the first formal interview where you will have to sell your skill sets.
Two, you don't have work experience or a track record, which reflects your abilities, and could help
you negotiate for a better salary.
Three, your underlying concern that you might undersell your skills.

Well, getting a headstart needs some effort on your part. 'It is important to understand yourself and
the industry in which you seek a job, fairly well,' says A Sudhakar, Managing Director, Stepstone
India (P) Ltd, a career and recritement portal. Even the brightest student with the best track record
could get a raw deal if he goes totally unprepared the first time round. You perhaps get the hang of
it much later as you change jobs.

Negotiation of compensation package requires introspection on the part of the candidate. It also
 needs maturity in thought, besides communication skills during the interview. In a sense, there are
some human resource consultants who believe that passion for one's job will in the final run pay
rich dividends. 'Find out what you love doing and get someone to pay you for it,' advises Achyut
Menon,&ampnbspFounder of Options Executive Search Pvt Ltd, a Hyderabad-based recruitment
firm.

Tips for the first-time candidate to work your way through an interview and ensure a fair
salary:

Do your homework well How to go about it

Getting your first job is like taking any major decision in life - be it
buying a home, a car or a consumer durable. Do your spadework The first step to negotiating your
well. Besides, you have hordes of information at the click of a salary involves knowledge of the
button. Log onto the Internet and get details of the industry you latest structures and trends. Here
want to work in. Also, visit company websites for relevant are some common elements used
information, such as the directors' profiles, products/services, as across industries.
well as the competititors' profile.
Basic salary: This is the
Until the D-day, keep updating your knowledge of news and fundamental component of one's
developments - some general and also specific to your career salary, and fully taxed normally.
space. Your level of awareness of current affairs on the industry
can impress the interviewer. Newspapers and other forms of Allowances: Could vary from
media and websites such as Naukri.com, Monster.com, not only company to industry. But broadly
advertise job openings but also have articles on the employment includes heads like children's
market, salary levels and current perquisites offered to employees education, fuel or conveyance,
and so on. house rent, bonus, entertainment,
gift vouchers and medical.
Compensation packages are a function of the status of the
company in the industry, the geographic location, the type of Perquisites: Normally offered only
industry and the economic cycle prevailing at that time. at higher positions in the job
Knowledge of all these factors will help you negotiate for a hierarchy. This could include a
market-linked salary and will give you the confidence to make company-lease car and house.
some demands for yourself. Large corporations pay for family
holidays once a year.
Good networking
It's a good idea to stay in touch with your school and college Variable pay: Refers to that part of
alumni, through the Internet. In fact, senior students especially the salary component, which is not
those from the immediate previous batch, often give a correct a fixed inflow every month. It would
picture of the job market, the best paid jobs, work culture and the vary with the performance of the
present salary structures. You could then have a benchmark to employee, as agreed upon earlier.
negotiate for a good salary. There could also be incentives
given by way of employee stock
However, a word of caution here. Even if you know a senior, do options.
not his name at the interview, in the hope that it will fetch you a
better pay packet, unless asked. If you need to give his reference, Consider what kind of salary
you may do so in the written resumé, which is usually sent before structure appeals to you.
the personal interview takes place. Sometimes, there could be excellent
benefits in terms of children's
Negotiate right education, free family medical
There's no harm in stating the industry benchmark on welfare or paid annual vacation.
compensation packages, if you are asked by the interviewer. But
remember that an unreasonably high salary demand may put off
the interviewer. It is better to discuss salary ranges instead of
haggling over a ballpark figure. Some employers may just want to test the candidates' ability to convince and
negotiate, which is a reflection of the ability to influence others.

It's appropriate to allow the employer to initiate the discussion on salary. Also, do not be argumentative or
dismissive of an offer at the interview. In fact, there is no harm in being polite and requesting for time to
revert. However, according to Sudhakar, 'Do not stretch your luck too far during times when the job market
is not too buoyant. Most freshers refuse jobs in the hope that there is always a better one waiting ahead.
They forget that in the next six months or so, there is another batch of students hitting the job market.'
Know yourself
Even as you are being interviewed for the first time, bear in mind that it may not be so for the interviewer. He
may have met scores of candidates earlier and can see through falsehood or inconsistency. Always
remember what you have communicated about your achievements and salary, either in your
resumé&ampnbspor, to the human resources consultant or, in your earlier round of interview with another
company official.

Above all, be fair in your salary expectation, else you may be doing grave injustice to yourself. 'Candidates
must know that salaries to some extent take into account the status of the educational institution and your
personality,' adds Sudhakar, who explains how students returning after completing their postgraduate
degree overseas expect sky-high salaries in India. Bargaining beyond set salary structures may put off a
prospective employer, as from his perspective, 'The company needs to invest time and effort to train a
fresher in the job,' adds Menon.

Dress code for your&ampnbspinterview

Know the jargon

In any salary negotiation, there are always trade-offs to be made between the employer and employee.
Employers may question you on the structure of salary desired or, give you a choice. Hence, introspection
about your needs and goals before attending the interview will help you answer these questions.

For instance, are you looking for employee stock options? Do you prefer a higher variable component in the
salary which is performance-driven? What kind of perquisites or incentives do you seek from your employer?
Is a secure job your priority or are you willing to handle start-ups? Joining a start-up is risky but offers
tremendous growth potential if you are willing to risk the initial years and rough it out, as the company grows.

Job interviews: Ask these questions

Know when to give in

It's important to get the right start in your career graph. But, it is also important to be able to read the body
language of the interviewers or read between lines and be able to leave the conversation politely, if it is
getting nowhere. If the expectations of both parties do not match, it is better to look elsewhere for a job.

In the final run, there have to be some compromises a fresher might have to make as it needs to be a win-
win situation for both you and your employer. Understand that even as your prospective employer wants you
to feel good about joining his company, he wants you at the least cost to company. Does that meet your
expectations? Well, your first job could be one of your best learning experience in earning.

• Campus placements: 10 preparation mantras

• Know yourself and your prospective employers. And be prepared by doing your homework
on time.

• by Prashant Yadav

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•
 • A great first job can go a long way in paving the
road for a rewarding career. That's why campus
placements occupy a student's mind right from
the day he or she enters professional college.
But approaching them in a systematic manner,
is a must.
• Step 1: Build a r&eacutesumé
IIM students get started six months ahead of
placements. What's more, the r&eacutesumé
undergoes at least 30 cycles of change and
review!
Illustration: Gouri Nanda
Start by reading at least 15 articles on
r&eacutesum&eacutes, online, and develop your own understanding of what constitutes a good
r&eacutesum&eacute.

The layout must be clean avoid unnecessary clutter, fancy fonts or colours. Keep the text sharp by
editing out unnecessary words but at the same time highlighting your strengths.

Choose your words strategically. For instance, 'Was captain of my college cricket team at the inter-
college sports meet' could read as 'Led my college
cricket team in the inter-college tournament.' Three-point format - an example

A useful rule of thumb while deciding what to include in BTech Project: To transmit Internet
the r&eacutesumé - see if it really helps the recruiter data signals through power
make a decision about you. For instance, writing your transmission lines
father's name or marital status (in most cases) adds no
value.
o Designed
Projects, training and internships must be described in coupling and decoupling
such a way that they reflect your contribution. You could circuits for the two signals
use a three-point format, each point not more than one and analysed signal fidelity
sentence - project objective, what you did and what you and interference using
achieved, that is, the result (see&nbsptable below). software simulation
(MATLAB) and physical
assembly
Highlight extracurricular activities where you excelled over others.

Show the first draft to your Training & Placement Officer (TPO), a
lecturer who has worked in the industry or anyone with o The prototype
professional exposure whom you can trust for the right guidance. worked as per design and
Get it reviewed by as many people as possible and incorporate a proof of concept was
whatever feedback that makes sense to you. achieved further testing
required for practical
implementation.
o Read: Does your resume stand out?

Step 2: Know the opportunities

Talk to your TPO and keep abreast of companies visiting the campus, the roles on offer and their selection
processes. Some companies may cancel their visits at the last minute and some new ones may be roped in.
Keeping track of these developments as they happen could prove to be vital.

Step 3: Practise interviewing

What would you do if you were asked to give a guitar performance at the Taj Mahal in six month's time?
You'd learn to play the guitar and practise till your fingers hurt. And then, practice some more! Do the same
for your campus interview performance:

o Read all you can about interviews, by logging on to the Internet.

o Create, collate or download a list of common interview questions.

 o Reflect on who you were as a child, a teen, an adult, a student and a friend. What excites
you in life and what depresses you? What are you good at and what are you bad at? The key is to
know yourself. Only then you'd be able to tell others about yourself with conviction.

o Next, think about the interview questions: strengths/weaknesses, long-term/short-term

career goals, what motivates you, skills, career interests. Develop and answer your list of
questions.

o Get someone with industry experience (and of course, the willingness to help), to review
your answers. Revisit your answers and incorporate whatever feedback makes sense.

o The objective is to portray that you know yourself well enough to be able to make sound
career decisions. When someone asks you about your strengths and you take two minutes to blurt
out a badly-formed answer, he would think you don't know yourself well enough and hence he
cannot trust you when you say you are interested in working for his company. All the thinking that
can be done before the interview should be done before the interview.

o Get someone - Ask your friend, senior or TPO to interview you and give you objective
feedback.

Tips: What to ask&nbspat an interview

Step 4: Practise for written tests

Talking of hurdles, this is one big one! If you don't get through the written tests (aptitude or technical), you
don't get to see those smart company executives who will eventually hand over your job offer letter.

Step 5: Review curriculum

Information is power, and having prior information about who is HOW TO PREPARE
coming to recruit on campus, will help you determine what you
need to study beforehand. For instance, for an IT job, data ~ In your spare time, solve a good
structures, sort algorithms and basics of C/C++ would generally puzzle book (Shakuntala Devi's, RS
suffice. Similarly, a VLSI design job might require basic Agarwal's are a good bet).
knowledge of digital circuits, Boolean algebra, electronic systems
design and finite state machines etc. ~ Practise with CAT preparation
material for aptitude tests and test
If you are clueless about the kind of questions the interviewers will papers of PSUs (BPCL, BHEL,
ask, then be ready with a list of three to four 'favourite subjects'. NTPC etc).
Some companies try to test how good you are in your strength
areas and select you on the basis of that knowledge even if that is ~ Solve papers completely
not relevant to the job profile on offer. (especially those of companies
planning to visit your campus) in
Step 6: Ace group discussions strict exam conditions, to get a first-
One, surf the Internet for some good tips on GDs for the ground hand feel of the level of difficulty
rules. Then form a GD practice group along with some serious and the desired speed. Google
fellow students. GDs can be tricky affairs because you need to search is another good source of
walk a fine line between being too aggressive and too meek. You question papers.
can't hog all the limelight, yet you can't hide in the background.
You can't be too loud or too soft. Practise well to get the balance ~ Ensure that you solve each
right. problem you gather at least once,
including the ones you couldn't
Two, you must share your own views, or else you will not be able solve while you were simulating the
to speak with conviction. But to develop a viewpoint, you need actual test.
facts and awareness. Read newspapers, magazines and watch
news basically, know the world around you. Awareness will give
you sufficient fodder for a discussion.

Step 7: Research companies and industries

Surf the Internet for information regarding the company - history, locations, main products/services, and for
any major news story in the past two to three months. Also read about the industry-major players, industry
history, major challenges, trends and future direction.

Knowing the company and industry, adds credibility when you say you want to work there. Being well-
informed reflects interest, a potential to become productive early, and also one's ability to make a sincere
effort.

Step 8: Get a set of formals

You may already possess a white shirt and a pair of black trousers. But get a new set! The best policy is to
be conservative. Go for plain white well-fitted full sleeve shirts, black trousers without pleats (and other fancy
stuff) and plain black leather shoes.

o Tips: What to wear to an interview

You could give the tie a miss. If not, then make sure you are comfortable - wearing a tie in the hot summer
sun and getting drenched in sweat is hardly impressive. Just to reinforce, err on the conservative side. For
instance, avoid metal embellishments on shoes and breast pocket buttons on shirts.

Women have several options when it comes to formals. A light-coloured formal shirt and black trousers or a
simple, light-coloured saree or salwar suit, will do. Avoid something too flowery or ornate, and team it up
with a pair of formal shoes (but avoid pencil heels!).

Step 9: File all certificates

Get together all your educational/ non-education certificates including Class 10 and Class 12 marksheets,
technical certifications, the one that you received for singing on Gandhi Jayanti in Class 5 and NCC/ NSS
certificates every documentary proof of achievement so far. Arrange them neatly in a file folder, have them
at hand during your interview.

Step 10: Enjoy the ride!

This is more important than it seems. After all, how can you give a winning performance if you do not enjoy
it? People invariably do much better in the interviews they enjoy while messing up the ones they are too
'psyched up' about. Just before the interview, think of your past successes and achievements. Get into a
positive, confident mood. Now's not the time to remember the weaknesses in your preparation and go,
'Oops, I did not revise bubble sort!' Just go out there and have fun.

Campus placements can be one's ticket to a great future. Plan well, prepare hard and be positive.

Prashant Yadav is CEO, Bodhisutra.com, and an alumnus of IIT Kharagpur and IIM Ahmedabad.