Ed Panel – Part 2 - The Interview & Subsequent Offer Rocky ’06 Dec 2, 2006

1. Kirk E Jordan Deep Computing Systems & Technology Group kjordan@us.ibm.com Ed Panel – Part 2 - The Interview & Subsequent OfferRocky ’06 Dec 2, 2006

2. Outline • Overview of the interview day and reason for the interview • Some smart questions to ask • The offer – verbal & written

3. Overview of the interview day – technical interview • May be asked to give a technical talk (most often at larger companies) • Key things to keep in mind: • The audience may have a diverse technical background • Need to provide sufficient detail showing your contributions – don’t overwhelm the audience (managers – those that will hire you may not have as in depth technical knowledge – don’t bore them to tears) • Present a cohesive story – explain the problem, your contribution and the impact of your solution (you are marketing yourself). • Be prepared to discuss how your work fits into a bigger picture – Problem, Contribution/Solution, Result/Impact • Individual sessions – • Human resources and/or hiring manager • Individual group members – 1 on 1 • People related to the group – possibly working with on initial project

4. Some Smart Questions • What are the characteristics of the person that is going to be successful in this job? • In asking this question first, you draw out what they are looking for. • Listen carefully because the answer may give you clues as what to emphasize from you background throughout your discussions. • What do you like about me and my background? • This you ask towards the end of the interview – the person that suggested this to me recommended asking this at the close of each session – I found it works best with the key individuals. • Most technical people are not ready for this and the following question. • What don’t you like about me and my background? • This is a companion questions to the above. • The one above and this questions helps to check the person’s understanding of what you have said and gives you an opportunity to correct any misconceptions. • What stands between me and you offering me the position right now? • This is the closer. It tells you what you can expect. • Depending on the answer you may know right away that an offer will come.

5. The Offer • Verbal – the phone call making the offer • Like anyone – the offerer is anxious to find out if you will accept their offer – the call – remember the offer is not real until you see it in writing. • When they call to make you an offer, remember that they have determined of all candidates you are the one they really want. • He who speaks first loses. When the person on the other end of the phone say we would like to make you an offer of $XXX in the position of YYY - - YOU SAY NOTHING - dead silence!!! The person then may ask are you there? You win then you ask for what you want, i.e. more dollars, more vacation, moving expenses – be ready to negotiate what you are willing to accept even if you everything is perfect, negotiate!!! • Written – this is the real offer • It should include what you negotiated during the verbal discussion, if it doesn’t call to get clarification. • At this point sign it and celebrate if everything is perfect but don’t forget to ask questions e.g. one offer I accepted stated in the written offer that they would move you from two locations – I discovered that the two location policy need not state that they be near one another – I got them to move me from New York State and Massachusetts.