Know The Game, Play The Game Excerpt - Chapter 10,  Interviewing Well

Do Your Homework

Getting an interview is one thing, performing well during one is another.  What affects your interview performance more than anything else is the preparation you do beforehand.  Before any interview, do your homework and learn as much as you can about the company interviewing you.  Find out how strong their China business is?  What is their standing in the market?  What stage of growth are they in?  Who are their main competitors? 

Such information allows you to present and position yourself better, by speaking intelligently and insightfully about the company and industry you're dealing with.  "I interview a lot of candidates who want to get into corporate finance," says Barbara Spurling, former vice president of training, development, and staffing of Asia Pacific Region for Merrill Lynch.  "It’s an immediate turn-off whenever someone comes into an interview completely unprepared.  But the opposite is also true.  It impresses me whenever a candidate can speak with some level of depth about our business or what's going on with our company."

Barbara feels that, at the very least, candidates should have a basic understanding of her company's activities in China.  "With the accessibility of information over the Internet today, there's really no excuse not to be knowledgeable and prepared," she says. 

Knowledge of an employer can also reflect your preparedness for taking on a new position with them.  Multinational companies want people who can fit in immediately and perform with minimal start-up time.  Therefore, indicate to the interviewer that you know what you're getting into, by displaying a good sense of the company’s culture, their strategy, and their main products and/or services.  By demonstrating an understanding of their business, you can impress upon a potential employer that you can get up to speed and add value quickly. 

Researching An Employer

Many people catch sight of an interesting looking position in a newspaper or job-postings Internet site and immediately send off their resume, without even knowing much about the company receiving it.  If an interview does happen, they walk in cold with little knowledge about the opportunity they are interviewing for.  By researching a company beforehand, interviews proceed much more smoothly if for no other reason than there is a starting point for you to talk business.  But where can company information be found?

Things You Should Know About A Company

Having some basic knowledge about a company before you interview with them is a must.  At a minimum, before interviewing with a potential employer, you should find out the following information:

                     *      Where is the company headquartered?
                     *      How long has the company been operating in China?
                     *      What mainland cities does the company operate in?
                     *      What are the company;s worldwide and domestic annual sales? 
                     *      What is the company's domestic market share? 
                     *      What are the company's major products & services in China?
                     *      Who are their major competitors?
                     *      What are some of the overall trends and developments in their industry?

If a company is a listed one, their detailed financial information and overall corporate strategy is summarized in its annual report.  Reports can be obtained by calling the company directly and speaking with their public relations department.  The marketing and sales departments are also usually willing to share their promotional literature on the company’s products and services.

For English-language information on industry sectors and companies, the libraries at the American Chamber of Commerce, the Commercial Section of the American Institute in Shanghai and Beijing are good starting points to access statistical data and directories of businesses in China.  Specifically, the Directory of China’s Leading Corporations, published by Dun & Bradstreet, provides a listing and snapshot details of major companies, both local and foreign, operating in China.

Whatever your methods and sources, investing some time into researching potential employers and their industry will benefit your job search by preparing you well for your interview.  Such preparation allows you to feel more confident about what you may need to talk about, and lets you highlight your background more effectively to an employer.  Perhaps most importantly, the information and knowledge you gain gives you a much better chance of ending up with the right company for you.  In the very worst case, your efforts will help build your understanding and knowledge of the industry you are interested in. 

The Average Person Knows A Lot

If it's merely helpful industry and job information that you're looking for, it can be much more easily obtained by speaking with junior and middle management professionals in your industry of interest.  There is a large number of such professionals working at every level, for every multinational firm in the mainland.  And because so many conversations among professionals in China revolve around business, the average person is well informed about what's going on in their company and industry.  Dealing directly with clients and customers, developing and executing business strategies, and assessing competition on a daily basis, they know as well as anyone the latest developments and news in their industry. 

Whenever I need company information or want to know of industry trends, I don't call upon my executive management contacts.  As search consultants whose livelihoods depend on staying current with the job market, even we get most of our information through lower level management staff.  For instance, if I need to know about the latest mobile phone developments in China, I’ll speak with a product manager in the telecommunications industry.  Or if I need a market overview of a particular consumer product industry, I’ll talk to sales and marketing people who deal with customers each day.

Such contacts are easier to get a hold of, and they are willing to talk.  You can also ask more sensitive questions without worrying about trying to impress them.  More importantly, talking to people at the position level you seek can provide a first hand perspective of the ins and outs, and what is required to be successful at the job.

I like to invite people I’m gathering information from for lunch or drinks, at a place where we can talk informally.  I let them know beforehand that the purpose of my seeing them is to pick their brain for information.  They rarely decline.  For most, it’s flattering that you’ve recognized their expertise and knowledge of their industry.  And altruistic motives aside, who wants to turn down a free meal?

The Kindness Of Strangers

You'll be surprised at how open people are to speak and even meet with you, particularly in the international business community.  I've always found people in China very willing to share information and references.  It stems from nearly everyone's universal experience of seeking help when they initially came here.  They can appreciate the plight of other jobseekers.  Many also found jobs through newfound contacts who provided useful information and employment leads.  They've all phoned a stranger at one time, upon the recommendation of a mutual friend, to ask for help or advice. 

Given China’s strong networking culture, accessing people who are willing to help you out is usually just a reference or two away.  Of course, any opportunity to speak with senior executives is extremely valuable and should be taken advantage of if available.  However, it’s more beneficial to pay them a visit when you are at the job interviewing stage, rather than just wanting their time for information that can be attained through other channels.