Pop Quiz Question #2:
How Can We Work Together?
Frank Traditi
Continuing in our series - The Pop Quiz You Need to Pass - we're going to work on the second question:
How can we work together?
This question on the pop quiz is more about you as a person and less about what you can do for your client or hiring manager. They really want to know if you are going to fit in with the team.
Every company has a unique culture. This culture defines the way they treat their customers, employees, vendors, partners and the general public. Over time, senior management, employees and clients shape the environment in which they operate. Some companies can be entire countries unto themselves.
Company cultures and environments can vary widely. Here are some that I've come across in my travels:
Entrepreneurial
A spirit of free agency exists amongst the entire employee base.
This is a rare find. Many will tell you they practice this, but fall short
of pure execution.
Protocol-based
Decisions, ideas, and issues are mostly run up the chain of command
for approval or implementation.
Open-door
An environment that supports the open communication amongst all
levels of employees, partners and service providers.
Ivory Tower
A small group of executives and senior managers are at the helm.
Decisions are made from a central point then disseminate the message amongst
the rank and file.
Free-wheeling
For the most part, anything goes. People in the company are moving
in many different directions, including the leaders. Business is moving
at a fast and furious pace.
Process Oriented
Planning is important, schedules are adhered to and things happen
in order.
Hostile
They're out there. Distrust and lack of respect for all things
people.
The Happy Meal
Combine all of the above, throw in a prize and you've got this
company culture.
You may have worked for, or tried to sell to, any or all of these companies
and cultures. The point here is that every one of these cultures have succeeded
or failed as a result of their culture.
Your job at this stage is to do two things:
1. Uncover what kind of culture or environment you're dealing with
2. Demonstrate that you have the unique ability to fit right in and get
the job done.
How do you uncover your prospects’ company culture? Start talking to other people in the company, managers, their clients, partners and anybody with an association. Here are some key questions to ask:
"Tell me about how your company makes decisions?"
"What's the overall management style at ABC Company?"
"What are your expectations of service providers?"
"How would you describe the culture here?"
"How do you like to work with _________ (your profession)?"
Once you've discovered what the environment is like, then demonstrate your ability to succeed in it. Do this by showing how you've successfully managed in another setting. The best way is for you to relate real life experiences.
For instance, let’s say you are dealing with a Process-oriented culture. You might refer back to a time where you designed a customer service policy and procedure that ensured each customer issue was handled by only one representative and not transferred around the office. This shows your prospect that you are well versed in working with a process driven company.
Think about all of your clients or companies you worked for. Take a look at the kind of cultures you were exposed to and what you did to adapt. Come up with examples of how you dealt with a certain environment.
So now you've aced two of the three questions on the pop quiz every pro needs to pass. In an upcoming issue, we'll cover the final question,
"How can I prosper through your services or abilities?"
Copyright © 2006, Frank Traditi
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