From the comments regarding last months Newsletter a number of you feel that getting the interview is the tough bit currently in this uncertain job market and we would agree actually securing the interview is the biggest part of the battle. We would also say it can be the part that people pay least attention too. To try and explain in some more detail let us expand a little on the comments last month about an ex-colleague, lets call her Suzie, gaining an interview and then the job.
To get into a bit of psychology, 'people buy from people' is a very old saying and part of the meaning is the fact that people usually like to interrelate with each other and feel part of a group. In one of its most basic forms football supporters follow 'their team', go to matches, all sing songs together and sometimes act together in a group in some most un-normal ways, its a pack mentality that we are all 'hard-wired' with and for that period of time during match day people can let this base instinct come to the fore.
Within any group we are part of whether it be business or pleasure we all sub-consciously 'buy into' each other and give and receive amounts of credibility and this produces a natural order and even a hierarchy within the group. If you understand the dynamics of this it can be used to your advantage, one management theory that uses this is what's known as 'The Emotional Bank Account'. Just think of giving and receiving credibility and interacting positively with people as a bank balance, if you give to people your bank balance increases, if you only take then you become overdrawn and ultimately become 'emotionally bankrupt'.
Credibility can take many forms and applies to both work and private life, it can be the help you give others, how you accept other people and relate to them through to the way you work with other people and it can range from just being a good mate to helping a colleague complete a project by a tight deadline.
The best example of using the emotional bank account I can think of is Sir Richard Branson, he has built a multi-billion £ business using the emotional bank account theory. His business model is to use his credibility and other investors money to succeed. When he started Virgin Trains he took over from a very badly run train provider who had a very low service standard. The dilemma he faced was that new cleaner and faster trains were at least three years away even if he ordered them straightway. His approach was to say to the travelling public that Virgin was going to make it worse, it was going to provide a poorer service than the already very poor one and it would take at least three years before it started to get better.
The travelling public instead of complaining more, complained less, his CSI increased even though his service got worse and he couldn't put a foot wrong. This was due to him having a very high emotional bank balance with the public and using some of that balance to deliver bad news. All his customers saw was a credible straight talking person who had started many other very good business's who was asking for their time and patience for him sort it out and make their travelling better in the future. They gave him that time and space and the rest as they say is history.
All very interesting but how does that effect you getting an interview ?
If you have credibility in the eyes of the person who decides if you are to be interviewed your chances of gaining that interview are many, many times higher and that's how Suzie got through the process.
We have in the last month seen a number of Candidates who we know, have interviewed and have credibility with us throw that away and not use the relationship to gain an interview. We advertise jobs on our own web-site and a number of Motor Industry and non-Motor Industry job boards. These Candidates have clearly been going through the job boards, seen a job we have advertis