Salary Negotiation 101 – Are You Ready for Your Next Interview?

Editor’s note – Over a decade ago I was at an interview and got asked the question “how much would you like us to pay you?”. This question came in halfway through a deep dialogue about technical issues and to be honest, I choked. I had come in for one interview and ended up with three (I’ll share another day!). Although I thought, I had been prepared for this question, I had not been as prepared as I should have been. As a result, I felt I didn’t do myself justice. In my conversations with many students, graduates and early-career professionals, it is evident many are unprepared for this question before and after interviews. In today’s article, Mr Paul Mutengu (PM), shares some pointers on what to be aware of with regard negotiating salaries. Enjoy reading – EA

Negotiating salaries are not the easiest of conversations to hold yet so crucial to ensuring we earn what we are worth. Everybody’s experience and approach will differ, but some principles apply, and these tips might help you as a guide – PM

Know your worth

Knowing your skill sets and capabilities will be your bargaining chip. Use it to highlight why you think you are worth that much.

Do your background research on what people of a similar profession and level of experience are earning. How much companies are paying depending on the location as these will vary. Often recruiters and employers will use a salary banding which encompasses a wide range of salary as a negotiating tool. Having this information to hand will help set a figure that you expect to earn when you go for interview.

Knowing your worth helps you to market yourself right, i.e. not to overtly and not under market. If you overstate the salary for the level of experience and skills, this will only deter the employer from seeking your skills. The worst part of not knowing your worth often results in under selling yourself. Remember your best chance of earning what you are worth is at the point of first contact with the company.

It’s a collaboration not a fight.

Remember it is a negotiation between you and the company or agency. Therefore, be prepared! Allow some room for manoeuvre. This means you will need to allow some room to go above and below your target. This is because it is not always about the money 😊 think outside the box in case the company won’t budge.

I find that expressing interest in what the role has to offer than the emphasis on money diverts the mindset of “s/he is only interested in the money” to one of “s/he wants to work for us! Try and use the situation to your advantage. Vision beyond the salary.

Be honest about your salary needs.

Contrary to the second point, Be honest. If the money doesn’t meet the need, then don’t just accept it. Be honest and state your requirement and let the chips fall where they may.

  • Don’t be shy, speak up. Speaking up is the only way the company or agency will know of your expectations. Stick to the facts.
  • Be prepared to wait but don’t quit.

You may not get what you desire at the first seating or asking, but do not give up. Be prepared to make amendments where need be that will ensure you get the salary you are asking for. Don’t give up at the first refusal, ask and find out why they refused. Be prepared to work towards your goal.

And from your editor, if you are unsure about where to begin with salary negotiation, why not visit the LinkedIn salary tool to identify what salary you could be earning or what your peers are earning in your sector before your next interview.

About the author – Paul Mutengu is a Senior Process Specialist/Team Leader at PCI Pharma Services in Newport, UK. He currently leads a team of scientists on tech transfer and development of oral solid dosage forms covering various stages of the product development life cycle. He has extensive industry experience where he worked in the area of Formulation Science for many years.

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Career Pathways in Biotech and Pharma: Launch your Career in Industry: Become the Standout Candidate

Recently, I attended a panel Q&A discussion at the American Biomedical Research Conference for Minority students (#ABRCMS2017) with speakers from several biopharmaceutical organisations (Biodesix, Genentech and Novartis) sharing their personal experiences as candidates and recruiters and offering advice on how applicants can be standout candidates.

The discussion was aimed at delegates from all aspects of the bio and medical sciences and included undergraduate, postgraduate, post-doctoral candidates and faculty members.

According to the speakers, there is no one size fits all approach to recruitment and attraction of candidates by employers in the biotech sector however, these employers generally are attracted to stand-out attributes and skills.

The panelists included –

Dr Alex Gaither (Novartis),

Dr Garry Pestano (Biodesix),

Jonathan Zarzar ‎(Genentech) and

Pam Leung (Genentech)

The range of the questions were on CV/resume, culture fit, personal branding and interviews. I have collated some of the questions asked in the session and included some of the responses from the panel.  

For advice on writing a great CV, do read our previous post here

ABRCMS
Image source – E. Adukwu

 

Question – Should I provide CV or resume and is there any need for the covering letter?

The employers generally advised that it is important to provide the #CV and #coveringletter when contacting an employer. One of the employers mentioned that if it is relating to an application, the employers would normally indicate what you as a candidate would need to provide e.g. CV and covering letter or completion of an application process.

One bit of advice offered was for candidates to “Build your CV as early as you can” as this should be an ongoing process to remember the activities you have taken part in and a record of the skills gained

Differences between with academia and industry. Are the skills required similar or different?

This is a very common question asked by students and according to the panel, they look at it differently.

“Obviously your record of accomplishment is important but what we really want to know is how much more can you do?”…”When we hire, in our thinking, we are looking for the person a year or two in advance”…”We also want to know that you can last for the years ahead” – Alex

” if you are determined, you can pick whichever path you want to follow and go for it.”- Garry

Can you expand on culture-fit and what it means?

This question was asked because one of the employers had mentioned that sometimes there is a hidden conversation around “culture-fit” in some organisations he had encountered.

“I have worked with some brilliant scientists that are unable to work well in a team”….we really cannot have such people. You need to be able to fit our culture of teamwork, be a team player and be excited about developing the science and pushing the industry/organisation forward….What we want to know is how well you are going to react and move the company mission forward” – Alex

“You get to work with people in other areas and sometimes you might be the only scientist in your team so the skills you need to have are; how to negotiate, get data from others, communication etc… sometimes we do bring in consultants to help transition our culture and help us create values to shape our culture. Culture allows you the opportunity to have a safe space to excel” – Garry

A short presentation about the importance of branding was delivered by Jonathan (Genentech). He talked about the “elevator pitch” but also mentioned the importance of defining the concept of YOUR personal brand and highlight how it can benefit you at the job or workplace.

For articles on elevator pitch and how to use the elevator pitch to land a job, the Forbes article by Nancy Collamer  is a good place to start.

Anything you do not recommend someone talks about with regard to his or her personal brand?

the idea of a personal brand is about “messaging”, “getting yourself through the door…..think about it in terms of aligning yourself to what the company or your contact is looking for” – Jonathan

“we all have a brand; how we dress, how we carry ourselves and how we engage, these are all parts of that brand. It is something you need to pay attention to; it is the eye contact, level of voice, tone etc. Like it or not, we are constantly being watched and assessed by someone.” – Garry

“every single interaction in a professional space is a part of your brand” – Alex

How do you know it is too much information (TMI) in terms of branding?

“don’t talk about money; don’t continuously talk about what you did in the past; do not always revisit where you were especially if you are at an interview – recognise why you are there!” – Alex

“there is a fine boundary on what you should be sharing and maybe what you should not” – Garry

Should I be applying to a company where there is a lot of competition and many applicants?

“if you did not choose not to apply to university or a specific programme even though it was competitive, you should not shy away from applying for a competitive position.” – Garry

“actually attending a meeting or conference already puts you in a competitive space, you are likely to be recognised, and you can make a good impression, which can go a long way” – Alex

Phone and/or video interviews. Any advice?

One of the key suggestions given here was the importance of preparing like you would if you were going to a face-to-face interview.

Also, speak slowly, it is easier to talk on the phone. Also, make sure you do research the company. (Pretty simple!!) – Jonathan

Interviewers tend to ask, what your biggest weakness is. How do you advise applicants to answer this question?

According to the employers, this is a question that can often trip a lot of applicants and candidates however they remarked that it is a question that candidates can be smart about and be creative.

“it is about recognising what you need to work on and telling the employer what you are planning to do to” – Jonathan

“there is no right answer. What I am impressed by is the creativity in those responses. This question can show how you think, your behaviour and also create interesting conversations or further discussions at the interview.” – Garry

How should students explain gaps in work history when applying for jobs?

biotech is looking for more people at the moment so sometimes we do not look at these when we recruit – Jonathan

The other speakers suggested that it is dependent on the circumstances!

Do you accept international applicants for internships? 

“Genentech does accept international interns. We have about 500 interns and constantly looking for the best” – Pam

Quite a fascinating session and lots of great advice I wish I had as a student. The #ABRCMS2017 is a great four-day conference which had over 4000 student delegates from over 350 colleges and presenting in twelve STEM disciplines. You can find out more and see information about the conference, organisers and sponsors by visiting their website here

Hope you enjoyed reading this article. If you would like to discuss any aspects of this article or have any questions, do not hesitate to contact us at info@aspiringprofessionalshub.com.

EAdukwu

About the writer – Emmanuel Adukwu, Ph.D. is an academic, scientist innovator and content writer and co-owner of the aspiring professionals Hub . He has a PhD in Microbiology and is a Fellow of the Higher Education Academy (UK). For more about Emmanuel, visit the about us page here.

New Year’s Resolutions 2016: Time to get on the scales or simply just eat it?

It is yet only a few days into the New Year and as usual the “lists” are probably getting longer or even shorter with each passing day or perhaps floating around in your wallet, ironed out by your fridge magnet or like myself, on my little “whiteboard”. I’m sure you know what I’m on about, the fated ANNUAL New Year’s Resolutions conlist!!

New year
New Year’s Resolution – A fantasy or fallacy.               Source: happydiwali2015cards.com

So what exactly have you decided to do? Are your plans or lists achievable or are they the usual 2-3 week strong effort and 11 months and 1 week grumble and regret for even bothering to think you’d do what you wrote?

I’ll tell you mine, well the first and main one!

Projections NOT resolutions – My (Emmanuel) 2015 went as fast as a bullet and my 2015 resolutions list became a distant memory long before spring. So after lamenting on my failures of 2015  my little eureka was to cheat a little ahem! simply change the wording (very easy right?). So, no resolution this year but achievable, meaningful, valuable yet exciting projections that I can quantify or evaluate at the end of the year. This, as a starting point, I was forced to set realistic targets! At least with  target i can have a focus and it trumps an unrealistic resolution which is akin to you dreaming of marrying the queen and becoming King of England…it’ll never happen and you know it 🙂

What else?