Author Archives: Tom Foster

About Tom Foster

Tom Foster spends most of his time talking with managers and business owners. The conversations are about business lives and personal lives, goals, objectives and measuring performance. In short, transforming groups of people into teams working together. Sometimes we make great strides understanding this management stuff, other times it’s measured in very short inches. But in all of this conversation, there are things that we learn. This blog is that part of the conversation I can share. Often, the names are changed to protect the guilty, but this is real life inside of real companies.

Don’t Get Beat in the Paint

This is the sixth in our series, Six Sins in the Hiring Interview.

This series is a prelude to our Hiring Talent Summer Camp.

Getting Beat in the Paint
Hiring Managers don’t interview candidates often enough, to get good at it, are seldom trained to conduct effective interviews and rely on faulty assumptions throughout the entire process. As Managers, we are totally unprepared. We ask the wrong questions and allow our stereotypes to get in the way. We end up making a decision within the first three minutes of the interview, based on misinterpretations and incomplete data.

The candidates we face have been coached by headhunters, trained through role play, and are intent on beating the interviewer in a game of cat and mouse. They stayed up late practicing their answers, polished their shoes and showed up early. Their preparation is thorough. Though they have scant qualifications for your open position, they are ready to beat you in the paint.

Our Hiring Talent Summer Camp begins Monday, June 18, 2012. It’s online. Don’t get beat in the paint.

Stupid Interview Questions

This is the fifth in our series, Six Sins in the Hiring Interview.

  • Missing important (and obvious) clues during the interview
  • Head trash, the distraction of the stereotype in the back of your head
  • The fatal decision in the first three minutes of the interview
  • Losing control, losing your head, losing your wallet
  • Asking the wrong (stupid) interview questions
  • Getting beat in the paint

This series is a prelude to our Hiring Talent Summer Camp.

Asking the Wrong Questions
We ask the wrong questions in interviews because those are the questions we had to answer when we were a candidate. What goes around, comes around.

  • Where would you like to be in five years? (the all-time stupidest question)
  • What do you think about teamwork?
  • Do you work with a sense of urgency?
  • If you were an animal, what would you be?

There are hundreds more. But what’s wrong with these questions. They seem purposeful. Does this person have a vision for themselves (five years)? Would they make a good team member? Will they work quickly and efficiently? And if they were an animal, (well, that question is just plain stupid).

The problem isn’t the data you are trying to uncover. The problem is asking future-based, hypothetical or leading questions. Future based questions cannot be verified. Hypothetical questions are contrived and push the person to guess what you are thinking. Leading questions create a platform for the candidate to make up a meaningful stretch of the imagination. All of these questions encourage the candidate to make up stuff and lie to you.

There are specific questions you can ask that capture discrete pieces of real, verifiable, meaningful data. Let’s to back to vision, team and efficiency.

  • Tell me about a time when you had to create a plan for a project?
  • Tell me about a time when a project required a high level of teamwork?
  • Tell me about a project that had a tight time deadline?

These questions all have purpose, and will get you discrete pieces of real, verifiable, meaningful data.

Our Hiring Talent Summer Camp begins next Monday, June 18, 2012. It’s online, and full of great questions to ask in the interview.

Losing Control in the Interview

This is the fourth in our series, Six Sins in the Hiring Interview.

  • Missing important (and obvious) clues during the interview
  • Head trash, the distraction of the stereotype in the back of your head
  • The fatal decision in the first three minutes of the interview
  • Losing control, losing your head, losing your wallet
  • Asking the wrong (stupid) interview questions
  • Getting beat in the paint

This series is a prelude to our Hiring Talent Summer Camp.

Losing Control in the Interview
I realize I haven’t heard a word the candidate has said for the past four minutes. Then I realized the candidate has been talking non-stop for the past four minutes.

“Can you tell me more about the company?” the candidate asks.

“Great company,” I reply and recite a brief thumbnail about the enterprise.

“Are there benefits?”
“Who would be my manager?”
“Would I have my own cubicle?”
“What kind of computer do I get?”
“Do we have paid holidays?”
“How long before I can take vacation?”
“What’s the work like?”
“Is there a dress code?”

I suddenly realize 45 minutes has passed, I know nothing about this candidate and I have two more waiting in the lobby. I lost control of the interview.

Happens all the time, often with a full complimentary tour of the building. Why do we lose control of the interview?

Who controls the conversation?

  • the person answering the questions?
  • the person asking the questions?

On the surface, it appears the person doing most of the talking must be in control, when, in fact, it is the person asking the questions. Why does the interviewer lose control? Most interviewers walk in the room with a written list of 4-5 questions. The more time the candidate fills, the fewer questions required.

“I had five prepared questions, but I only had to ask the first two, the candidate was really responsive, a good communicator. I kind of liked him.” Who was in control of the interview?

Here is the good news. If you suddenly realize you have lost control, you can immediately regain it by asking your next question. You do have a next question, don’t you. From your list of 60 prepared questions. The person asking the questions controls the interview.

Our Hiring Talent Summer Camp begins next Monday, June 18, 2012. It’s online, and you will have several chances to make that first impression.

Fatal Decision in the First Three Minutes

This is the third in our series, Six Sins in the Hiring Interview.

  • Missing important (and obvious) clues during the interview
  • Head trash, the distraction of the stereotype in the back of your head
  • The fatal decision in the first three minutes of the interview
  • Losing control, losing your head, losing your wallet
  • Asking the wrong (stupid) interview questions
  • Getting beat in the paint

This series is a prelude to our Hiring Talent Summer Camp.

The Fatal Decision in the First Three Minutes
The iris of the eye opens and she knows she is in love. No matter that he is a drunk, a cheat and a thief. This chemical attraction is a non-verbal response that is as damaging to the resulting marriage as it is in the interview room.

  • “I liked that candidate as soon as I saw him. Reminded me of an old college roommate of mine. Smart guy. This candidate must be smart too.”
  • “I made up my mind in the first three minutes. Sometimes, you just know!”
  • “Normally, I would reject a candidate without experience, but there was something I noticed as soon as we sat down.”
  • “I don’t know why we have to interview the person for an hour. My mind was made up in the first three minutes.”

You never get a second chance to make a first impression. Works both ways. How often do we make up our mind about someone in the first few moments of the interaction? What kind of damage could that do to the hiring process?

It’s actually okay to have a first impression, just not okay to make a hiring decision based on it. It’s all about the work. What’s the Level of Work? How is the work organized? What problems have to be solved? What decisions have to be made? These are the questions that balance your first impression.

Our Hiring Talent Summer Camp begins next Monday, June 18, 2012. It’s online, and you will have several chances to make that first impression.

Head Trash in the Interview

This is the second in our series, Six Sins in the Hiring Interview.

  • Missing important (and obvious) clues during the interview
  • Head trash, the distraction of the stereotype in the back of your head
  • The fatal decision in the first three minutes of the interview
  • Losing control, losing your head, losing your wallet
  • Asking the wrong (stupid) interview questions
  • Getting beat in the paint

This series is a prelude to our Hiring Talent Summer Camp.

Head Trash, the Distraction of Stereotypes
In my day, it was long hair, today, it’s more likely the tattoo. There it is, creeping out of the shirt collar. As the interviewer, you have an immediate and visceral reaction.

You are not supposed to allow yourself to be influenced by stereotypes, but there it is. And it doesn’t have to be a tattoo. It could be short, chubby, slick, smirky, tall, thin, fat, slouch, prim or a hundred other non-verbal details that trigger something in the mind of the interviewer. And there is no magic pill to make that head trash go away. It’s still there, rattling around in the back of your head.

I could hypnotize you so you don’t pay attention to it. But that only works in Vegas stage shows.

We can’t help ourselves. We are wired to use these triggers. In cave man days, it was very useful for survival, to be able to look at someone and, in an instant, make a decision about danger or attraction. But this is an interview. How do you make a hiring decision in the midst of this head trash?

You cannot stop these triggers, but you can collect another 180 data points about the candidate. It’s not about the tattoo, it’s about the work. What’s the Level of Work? How is the work organized? What problems have to be solved? What decisions have to be made? If you have sixty written questions and you ask two drill-down question for every written question, you will come away with 180 pieces of data, about the candidate related to the work. And that’s how you balance the stereotypes in your head.

Our Hiring Talent Summer Camp begins next Monday, June 18, 2012. It’s online, so, if you have a secret tattoo, we will never know.

Six Sins in the Hiring Interview

Over the next few days, we will cover the following Six Sins in the Hiring Interview.

  • Missing important (and obvious) clues during the interview
  • Head trash, the distraction of the stereotype in the back of your head
  • The fatal decision in the first three minutes of the interview
  • Losing control, losing your head, losing your wallet
  • Asking the wrong (stupid) interview questions
  • Getting beat in the paint

This series is a prelude to our Hiring Talent Summer Camp.

Missing Important and Obvious Clues
If we could follow a candidate around for a week, we would learn all kinds of things. We would learn about their habits, interests, routines, the way they solve problems and make decisions. Unfortunately, we can’t play Undercover Boss, we only have one tool in our arsenal, the Hiring Interview.

When the candidate sits down across the interview table, they are prepared. They scrub under their fingernails, iron their shirt and wear matching socks. They are ready. Ready to cover mis-steps and blemishes, ready with explanations of their highest achievements. And, as the interviewer, we miss important details. We miss obvious clues. All we have to do is ask.

So, why don’t we ask? Why do we miss fundamental pieces of data that are laying there for the asking?

It’s simple. The candidate is prepared, but we’re not. The reason we miss important details is that we don’t know what details we are looking for. We never sat down and figured out precisely what qualities we are looking for in the candidate. We have a lame job description (usually a derivative version of the classified ad) and a handful of questions that we hope (HOPE) will unlock the key to the candidates psyche.

And we wonder why we make so many hiring mistakes?

Hiring is not rocket science, but there is a method to the madness. And there are no magic tests.

It starts with the work. It’s all about the work. What’s the Level of Work? How is the work organized? What problems have to be solved? What decisions have to be made? What sixty prepared (written) questions should we ask?

If we are prepared, as interviewers, we will know what we are looking for and we will ask the right questions to capture the data. We won’t miss important (and obvious) clues.

Our Hiring Talent Summer Camp begins next Monday, June 18. It’s online, so, no, we don’t serve snacks and we don’t have a swimming pool.

Hiring Talent Summer Camp

It’s Summer. Time to go off to camp. We are gathering the next group for our online program Hiring Talent, which kicks off June 18, 2012. As the economy (slowly) recovers, your next hires are critical. This is not a time to be casual about the hiring process. Mistakes are too expensive and margins are too thin.

Purpose of this program – to train managers and HR specialists in the discipline of conducting more effective interviews in the context of a managed recruiting process.

Candidate Interview

How long is the program? We have streamlined the program so that it can be completed in six weeks. We have also added a self-paced feature so participants can work through the program even faster.

How do people participate in the program? This is an online program conducted by Tom Foster. Participants will be responsible for online assignments and participate in online facilitated discussion groups with other participants. This online platform is highly interactive. Participants will interact with Tom Foster and other participants as they work through the program.

Who should participate? This program is designed for Stratum III and Stratum IV managers and HR managers who play active roles in the recruiting process for their organizations.

What is the cost? The program investment is $499 per participant.

When is the program scheduled? Pre-registration is now open. The program is scheduled to kick-off June 18, 2012.

How much time is required to participate in this program? Participants should reserve approximately 2 hours per week. This program is designed so participants can complete their assignments on their own schedule anytime during each week’s assignment period.

Pre-register now. No payment due at this time.

June 18, 2012

  • Orientation

Week One – Role Descriptions – It’s All About the Work

  • What we are up against
  • Specific challenges in the process
  • Problems in the process
  • Defining the overall process
  • Introduction to the Role Description
  • Organizing the Role Description
  • Defining Tasks
  • Defining Goals
  • Identifying the Level of Work

Week Two

  • Publish and discuss Role Descriptions

Week Three – Interviewing for Future Behavior

  • Creating effective interview questions
  • General characteristics of effective questions
  • How to develop effective questions
  • How to interview for attitudes and non-behavioral elements
  • How to interview for Time Span
  • Assignment – Create a bank of interview questions for the specific role description

Week Four

  • Publish and discuss bank of interview questions

Week Five – Conducting the Interview

  • Organizing the interview process
  • Taking Notes during the process
  • Telephone Screening
  • Conducting the telephone interview
  • Conducting the face-to-face interview
  • Working with an interview team
  • Compiling the interview data into a Decision Matrix
  • Background Checks, Reference Checks
  • Behavioral Assessments
  • Drug Testing
  • Assignment – Conduct a face-to-face interview

Week Six

  • Publish and discuss results of interview process

Pre-registration is now open for this program. No payment is due at this time.

Let me know if you have questions.

Accounting – What’s the Level of Work?

From the Ask Tom mailbag –

Question:
We are working on the structure of our accounting department. We have a comprehensive list (spreadsheet) of ALL the tasks that need to be completed from daily transactions, to weekly flash reports, to monthly financial statements, to quarterly reports and annual compilation activities. But all this work keys around, seems to be performed by one individual, the accounting manager. We have two additional people in that department, but we need help figuring how to distribute the work to the right person.

Response:
This is an accounting department, but the same principle applies, no matter the discipline. The futile approach would ask “Can this person do this and can that person do that?” The result would be a helter-skelter mish-mash of who would be accountable for what. It might help, but you would remain in a state of disorganization. Especially where you have a spreadsheet of tasks, enough to go around for three people in your accounting department, you need a systematic way of figuring this out. This is not complicated.

You say you have a spreadsheet. As comb through the list of tasks, the central question is to identify the Level of Work. Add a column in your spreadsheet that identifies the Level of Work (LOW) for each task. Your Accounting Manager needs to self perform those tasks at S-III and delegate S-II and S-I tasks.

S-I – Clerical, transactional input from coded paperwork, proofing batch transactions for accuracy, printing reports and schedules. This would include A/P and A/R data entry, timesheet entry, including job cost transaction input for labor and materials. Matching paperwork from work orders and POs to invoices received from vendors. Collecting, sorting and filing required paperwork to support higher level decisions related to disbursements or billing activities. [Scope of task assignments range from (1) day to (1) week to (1) month with no task assignments longer than (3) months].

S-II – Coding paperwork (making decisions) for transactional input, coding job costs of materials and labor including split allocations according to formula or system criteria created by manager. Reconciliation of accounts to workpapers. Second level review of transaction input from S-I activities. Compilation activities of reports and schedules required for routine reports for accuracy, completeness according to a publishing schedule created by manager. [Scope of longest task assignments range from (3) months to (12) months].

S-III – Creation of systems for all accounting functions, including documentation of steps, checks and balances, reconciliation points, review steps, identification of thresholds, risk assessment, and operating parameters. Third level review (signature) of transaction schedules for execution of disbursements (cash), movement of cash and cash management. Forecasting and budgeting. Cross-functional work with departments and divisions to support the financial analysis required for operational decisions (bid profitability, bid qualifying, project budgets, work-in-process, milestone completions, payment apps, collections). [Scope of longest task assignment range from (12) to (24) months].

You can flesh these guidelines out to assist in identifying the Level of Work in each line of your spreadsheet. Once the Level of Work is defined, it is easy to determine what tasks the Accounting Manager must self-perform and what tasks can (should) be delegated to appropriate team members.

In Conflict with an Official Rule?

“Why is culture important?” I asked.

“It’s the way things are,” Ryan explained. “It’s that unwritten set of rules that governs our behavior, that determines the way we work together.”

“And why is it important?” I repeated.

“Every company has a culture, whether they like or not. It’s an undercurrent, sometimes silent, sometimes outspoken.”

“And if there is an official rule that is in conflict with a cultural (unwritten) rule, which wins?”

“Culture always wins. For better or worse, culture always wins.”

Blame and Excuses

“It’s like they fight all the time,” Sheldon explained. “Each manager thinks they know how to run the whole company, if I would just step out of the way.”

“What’s happening, explain the friction?” I asked.

“Once again, the project was late and when it was delivered to the client, it didn’t work. Pretty simple explanation. It’s the fix that’s complicated. When we only did one project at a time, everything seemed to work well. On time, on budget, never missed a beat. Then we got two projects, three. We now have seven projects in-house and they all have problems, missed deadlines, cost overruns and quality issues.”

“And?”

“The project manager is ripping his hair out. The response he is getting from all the other managers is a mix of blame and excuses,” Sheldon shrugged.

“What do they say?” I prompted.

“Want a list?” Sheldon chuckled.

  • The Sales Manager says he asked Engineering for timetable before he promised a delivery date.
  • The Engineering Manager says there were too many changes in the scope of work.
  • The Ops Manager says the timetable from Engineering was unrealistic.
  • The Accounting Manager says the budget didn’t allow for any profit.
  • The Marketing Manager says that if he had known the priority of the client, he would have put more people into the product rollout.

“So, who is right?” I smiled.

“That’s the problem. They are all right. Every word is true.”