Preparation is crucial in winning job

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Dear Joan:
Recently, my boss was promoted. There is much speculation about who will get his job. There are three others who are my peers and who also want this position. I have been with this company for 15 years and have a very responsible position.

My dilemma centers on making a bid for the job. In the past, my boss and I have disagreed on occasion and at times we have discussed my performance, but during the last two years, I've done a very good job. He has even mentioned my improvement and reflected it in my raise.

His past concerns centered on my interpersonal skills. I've worked long and hard to develop them by spending much time with each subordinate and asking them for feedback and criticism. Believe me, this was not easy, but it has paid off. My subordinates support me and work hard for me. They have even mentioned these changes to my current boss.

With this behind me, I feel I am very qualified to move into his job. But how do I approach my boss? Do I write a memo outlining my reasons for wanting the job? Do you have any advice for an approach?

You're wise to think before you act on this. A move like this requires a lot of thought, planning and confidence. I'd suggest that you dig out your old performance evaluations and study them carefully. Trace your performance objectively, concentrating on all the feedback he has given in past years that would influence your move to this new job.

To help you make the "sale," it will be necessary for you to match the qualifications and to overcome any objections he or his superiors may have about you. You will need to carefully assess the strengths and weaknesses of all your competitors and yourself. Your perception is not what counts right now, so try to look at it from your boss' perspective.

It would also be useful to outline the qualifications you think your boss is looking for. Remember, he was promoted, so he's doing something right. Figure out what his superiors like best about him, since those things will be important additions to the qualifications list. Also, anticipate what problems this position will face in the future and the kind of person it will take to solve them.

Follow the list of qualifications closely and match your list of accomplishments and strengths to each requirement. Rehearse this and be prepared to use it if you need to.

When all your preparation is completed (and I wouldn't waste any time!), step back and try to figure out the biggest objections your boss will have about giving you the job. Then build a case to overcome those objections. You must use facts to support your case and the evidence must be overwhelming.

Consider your experience, your accomplishments, your skills, as well as your relationship with your peers and higher levels in the company. You must be able to see yourself in his old role - relating successfully with an entirely new audience.

Once your work is through, you are ready to talk to him. Even though you won't use all the material you wrote down, you will have it ready in your head if you need it. You will be prepared to handle the conversation from many directions.

Make certain that you will have enough private time to talk. In your meeting, begin be saying, "I'd like to throw my hat in the ring for your job. I've given this a lot of thought, and I'd like to discuss the qualifications of the job and the skills I can bring to the position."

Watch the body language and listen very carefully to what he says. Just as if you were analyzing a customer to find opportunities to sell strengths and benefits, and minimize objections, you must analyze your boss and sell yourself.

Don't get caught off guard, however, since his mind may already be made up. If it appears that you are not going to get the position, you may feel as though you've been socked in the stomach. Be ready for it. You want to appear strong and in control.

During your preparation, it is important to think through all possible scenarios and how they will affect you. Think about them from the organization's perspective, too. Sometimes what's best for you isn't best for the company as a whole.

Thinking about these possibilities in advance will prepare you emotionally and will help you to ask the right questions about your future. You will need to consider your options in advance of the meeting. You've been with this company for 15 years, and a blockage in your advancement may mean some decisions must be made.

If you don't get the job, don't burn any bridges or make any emotional remarks you may regret later.
The important thing is that you prepare yourself in every way possible for the outcome. Preparation is power. I applaud your ability to bounce back after some tough performance feedback and turn it around.