Alice came to my office all smiles. She had the offer from the firm. She just wanted me to know. Alice had wanted a job with FASBIE & Co., a large public accounting firm, since she was a junior. Now she had the offer! I joined Alice in her joy and congratulated her to the hilt. Then I innocently asked Alice when she was planning to go back to the firm for a Follow-up Visit.
Alice looked at me as if I couldn't be for real. We were talking about FASBIE & Co.! Who needed to visit again? I encourage a Follow-up Visit for several reasons, but I shared just the first reason with Alice at that moment. 'Alice, I think it's great that you have the FASBIE offer. I know how much and how long you've wanted it. I still think you should go back again. Take a look at the physical surroundings again, see how people are working when they don't expect a visit, and try to talk to some folks you couldn't see when you went for your Site Visit. While you were interviewing, you were under pressure and you quite correctly put all your energy into succeeding at the interview. There may be some things you'll experience differently or more clearly if you go back now, when you are much more relaxed and know you have nothing to lose.'
I gave Alice two steps to follow, to arrange her Follow-up Visit:
- Alice telephoned Diane Jenkins, the person at FASBIE who had signed her offer letter, to say that she was excited about the offer but she wanted to visit FASBIE again before giving her response.
- Alice let Diane know what she wanted to accomplish with her Follow-up Visit: to see FASBIE's work environment again, to speak to a sample of FASBIE employees she hadn't met yet, and to review with Diane the substance of her offer.
On Monday, I saw Alice and asked, 'What's new?' Alice looked at me sheepishly and said, 'Well, I decided not to accept the offer from FASBIE & Co.' 'Really! Why not?' I asked.
Alice told me that, when she visited FASBIE again, she noticed that employees were sitting at clean desks, except for what they were working on at the moment. 'I can't work like that,' Alice said slowly. 'I'm a slob. I like to have all my stuff all over the place. Besides, everybody seemed so formal and serious. It was like nobody was having any fun.' Alice went on to tell me that she was considering an offer from Sincere & Olde, another large public accounting firm, instead. 'But I think I'll visit them again before I give them my answer,' said Alice resolutely.
Alice's story illustrates the first of three big advantages of making a Follow-up Visit:
1. You get a chance to see the work environment at a time when stress and your concentration on interviewing don't block out what you experience.
Alice actually reversed her decision. Her visit to FASBIE & Co. turned a 'Yes' into a 'No, thank you.' But the trip would have been just as important if it had merely confirmed Alice's thinking. You should make your job acceptance decision based on the best information you can have at the time. Otherwise, you're liable to have the same problem that Rhonda did.
Will You Have Any Regrets?
Rhonda called about three years after graduation, to make an appointment to see me. I was glad to see her, but I sensed that she was in some kind of trouble. When we sat down to talk, my worries were confirmed.
'Richard, I just don't know what to do,' she said with some agitation. 'Do you remember how excited I was to get that offer from Big Ticket Department Stores a few years ago? Now I'm not so sure I did the right thing in starting my career there. My office is closing in on me, my new boss is a bear, and I'm beginning to resent all the late hours. How did I ever decide to go to Big Ticket in the first place?'
I knew what Rhonda was going through. The problem really wasn't just the office, the boss, or the hours. Most of us experience those problems at some point in our career. We can get through those tough times if we know why we're there in the first place--and that was the key for Rhonda. She accepted her offer from Big Ticket without taking the last major step: making a Follow-up Visit. She had not made sure that any decision she made was based on the best information available at the time. When everything hit the fan three years later, Rhonda's feeling was 'How did I ever get into this company in the first place' instead of 'I made a good decision three years ago. I knew there would be tough times. I'll put my energy into dealing with the situation and not be plagued by the doubt that I never should have come here.'
Rhonda's case teaches a second lesson:
2. Make that Follow-up Visit. At the very least, it will be good for your peace of mind.
Improving the Terms of Your Offer
It is much easier to get a 'Yes' to a request for a higher salary when you are speaking with the negotiator face-to-face. Think of this in a business context. Aren't most people more likely to say 'Yes' to a sales presentation if it is made face-to-face rather than on the telephone?
This was Bill's situation: He wanted a job with Dollar Data as a market researcher, and succeeded in getting a job offer from them. But he wondered whether he could request a higher starting salary. 'You can always ask', I told Bill. 'Just make sure that you do it in the right way.'
Bill's experience illustrates a third point about Follow-up Visits. Although negotiating is often difficult for people, especially students, to deal with:
3. You may be able to improve the terms of the offer (get more money for you!).
Here are the steps I recommend for asking for a higher starting salary:
- Don't be afraid to ask. The worst that can happen is that the firm will say 'No.'
- Try to discuss salary face-to-face when you make your Follow-up Visit to the firm.
- Ask for a higher starting salary only when all other issues are settled. Be ready to say, 'I really want this job. If you can increase your salary offer to $28,000 [or whatever amount], I'll accept the offer right now."
- Have solid reasons for the firm to increase its salary offer to you.
Bill summed up this issue himself:
- It's not pushy, rude, or impolite to seek an improved compensation package;
- It won't cost you your job offer, but remember to ask in the right way.
When Bill visited Dollar Data again, he had none of the anxiety of his previous visit. After all, he now had the offer in his pocket and no one was going to take it away.
At the end of his visit, Bill sat down with Jack to discuss the day's events and Dollar Data's job offer. Everything about the job was clear and satisfactory to Bill (location, starting date, responsibilities, title), and he wanted the job. Only the starting salary stood in the way of his giving an immediate 'yes' to the offer. This was his strategy:
- Bill told Jack that he would say 'Yes' if the salary offer were increased. In this way, Bill made it clear that Jack would not be embarrassed by further demands, or a rejection of the job offer, if Jack sought to get a raise for Bill.
Expenses-Some firms will pay for reasonable expenses of a Follow-up Visit, but many will not. St/7/, ask to schedule a Follow-up Visit and ask the firm to cover expenses. If you ask in a professional way, the worst that can happen is that the firm will say "Yes, visit us again, but no, we can't help with the expenses."
Happy, not haughty-Sometimes a student comes to a Follow-up Visit with a haughty attitude. His or her behavior says, "Look at me, everyone. I'm here! I'm terrific! Now I'm going to decide if I want your firm in my life."
Such behavior probably won't cost you the job offer, but it will cost you good will. Losing good will will put cracks in the foundation of your career.
More money--Remember, you need to be sure you'll say "Yes" if the firm agrees to increase your salary. (Read Article 17 before you arrive at your Follow-up Visit.) Also remember to practice how you will ask for more money. "I will accept this job only if . . ." is a threat not to accept the job and threats can hurt you. "I will definitely accept this job if . . ." is a promise from you that cannot hurt your prospects.
Learning and living with "No"--In our narrative about Bill and Dollar Data, Bill didn't get an answer about increased compensation at this Follow-up Visit, but was given a "Yes" a week later. However, what if Jack had told Bill "No" face-to-face?
When Bill and I discussed this possibility, before he went for his Follow-up Visit, this is what I suggested to him. First, think about the possibility that Jack will say "No." Then, at least, you won't be surprised. Second, remember you're discussing money, not love. If Jack says "No," it's not an attack on your character or self-worth. Third, plan how you would respond to Jack. I suggested something like this: "Jack, I'm disappointed about the response to my request for an increase in starting salary. If you had said "Yes," I would have said "Yes" on the spot. But I understand there are constraints. I'm still interested in the job and in Dollar Data. I'll let you know if I can accept your job offer within a week or so."
People who follow this advice:
Avoid the awkwardness that a face-to-face "No" can cause; Feel better about themselves; Feel better about the firm.
- Bill gave sound business reasons why he should get a higher salary:
-He had polled his classmates and determined that most people offered a similar position would be receiving more money;
-Bill wasn't exactly a new hire: he had had some related experience during a six-month co-op with another firm.
Based on Bill's reasons for a higher starting salary and his statement that he would say 'Yes' if his salary were increased, Jack lobbied Bill's case with his boss. The firm didn't want to be offering uncompetitive salaries-and they didn't want to lose Bill. Jack called Bill a week later and amended Dollar Data's offer to include a higher salary. Bill, true to his word, accepted the new offer. Jack and Bill agreed that they would now mutually confirm the acceptance of the amended offer, in writing, without delay.
Bill had been successful in increasing his starting salary because:
- He asked for the increase in the right way. He said he would definitely accept the job if his salary were raised. Bill did not threaten to reject the job if his request was turned down.
- He presented sound business reasons why he should be paid more. He didn't whine about the salary offer or focus on his personal needs.
- He summoned up the courage to ask for the raise; he overcame his fear of hearing the word 'No.'
