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Footwear Today’s financial plumber, footwear retailer David Gummers, talks about interviews & negotiations.


J


ob applications simply have to be right to have any chance of not ending up in the HR teams square or round filing cabinet.


Over the years we have had a variety of applications that made us smile and despair in equal measure before being rejected. I am sure you will have many that have been like this. I had an email a few weeks ago which said “Hey David”, while this may be acceptable from a friend it ended up being deleted. I have had applications on perforated pads and even on envelopes. While I


do not expect people to go out and buy the best Basildon bond, it is reasonable to expect crisp white paper. I do think the application should be hand written. Personally I prefer an applicant who has gone to the trouble to do some research “Dear Mr.....and yours sincerely” is preferable to “Dear sir/madam and yours faithfully” Of course, “To whom it may concern” should be avoided at all costs. It is reasonable to expect a neat letter with no crossings out, and although


I am not worried whether some can spell but it makes a better impression if the person has gone to the trouble of checking the spelling. It shows that the person is thorough, accurate and most importantly cares enough to do some research. The best CV is relevant, honest and concise. Although it is interesting when people give a personal statement. I prefer these to come from a referee. All sensible employers will take at least one reference. A CV should not


omit any employment, as if there is a gap you will be questioned on this at the interview. It makes the employer think you have something to hide. If it is possible try to deliver the application by hand and address the envelope to the right person. In the days of computers this is easy to find out. It is worth putting in a stamped addressed envelope. I will always answer when this is done, as it is just courteous. When it comes to the interview- I think it is a good idea to be smartly dressed, but most importantly a few minutes early. Just as a company is interviewing you, you are finding out whether you


want to work for the firm you have applied to. Do not be afraid to ask questions, a good interviewer will give you a


reasonable time to express yourself. A word for interviewer, yes you have to come across as professional and


give a good impression of your company, but let the applicant talk, as after all you have a job! At the end of the interview, let the applicant know how long they have to


wait to know the outcome. Turning to negotiations, our Prime Minister has been busy with his


negotiations, but it is not for me to comment on this. The principle of negotiation has not changed. It is for two or more willing partners to do business together. My first rule is to do proper preparation and know what my default


position is. There is no point in turning up without this. I expect the same from the people I am meeting to do the same. It is a real


irritant if someone has to say “I have to go back to someone else on this!” The key to any good negotiation is to be flexible without being too


generous. If the negotiation is not going to work, be honest, polite and walk away without be irate. No one gets too upset if you are straight with them and say “sorry, I cannot do this deal”.


These days, after you have come to a mutual agreement, there are 2 things worth doing, a verbal re-cap before you shake hands. I then find it prudent within 24 hours to drop an email to give a


resume of what you think you have agreed. The other person will probably do the same. Never change an agreement once it has been done, as this is a breach of


trust (see my article a couple of months ago). Win-win deals are always better. It is worth remembering if you do a win


lose deal you will be only to do this once as the other party will never forget! Do not be afraid to negotiate hard but at the end of the negotiation


remember you want to deal with this company again, so do not get every last penny out of someone. Your reputation as a fair negotiator is worth keeping. Just as you never change an agreement-do not let the other person make changes either. In conclusion, always come prepared, be tough but fair. Then stick both to


the letter and the spirit of the agreement. People then will be happy to do business with you. You will also be able to sleep at night! P.S. Those looking for posts in the footwear trade (or those looking for


staff), could do worse than look on the Footwear Today Magazine website www.footweartoday.co.uk, Recruitment Section (ed.)


If you would like David to look at your business costs, he promises that if he cannot save you any money you pay him nothing. But for every pound he saves you pay him, 15 pence. If you want to learn more email David on david@fdickinsonfootwear 01229 580654 Website: http://www


.fdickinsonfootwear


.co.uk or call .co.uk/


34 • FOOTWEAR TODAY


• MAY 2016


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