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Employment is a Buyer/Seller Transaction

Saturday, September 26, 2015 6:23 am

When an employer decides to hire new staff, they enter into a buyer/seller negotiation.  Employers are the buyer and they are looking to purchase a capability.  That capability is in the form of a new staff member.  During the recruitment phase the new staff member may be called a Candidate, Job Seeker or Job Applicant.

To enable the employer to make the right purchase, they first must know the specifics of what they want to buy.  The detail of these specifics is generally found in the job vacancy requirement (ie, what skills does the successful candidate need to fill their vacancy).

The ultimate goal is to negotiate a purchase where the successful candidate can not only cover off on having the right skills (as listed in their job advertisement), but also fit into their team. 

They evaluate candidates in the following manner:

  • Match their written application (CV/Résumé, Cover Letter, Selection Criteria, etc)  against the specific skills
  • Select those who match the specific skills the best.
  • Review competitiveness in terms of added value (qualifications, total work history, volunteer work, hobbies, etc)
  • Select a few to meet individually (phone/Skype/face to face).  During this meeting they are assessing individuals on:
    • Cultural fit
    • Team fit
    • Time it will take to get up to speed
    • Congruence with their written application
    • When they narrow down the intended purchase to two candidates, they may then move to conduct Reference checks

What traits do successful candidates have?

  • They walk in the confidence that they bring the commercial value the employer needs
  • They present a consistent message when talking about themselves and their body language actions
  • They are congruent with the information in their CV to what they talk about
  • They know how to relate specific workplace examples in the language the employer understands that relate to the employer’s ‘buyers needs’

If you struggle with any of these points above, please call us on 1300 366 104 or email and win the job you want. It costs you not only money every day you’re out of a job, but the more time you’re out, the more your self-worth takes a battering.  Play the buyer/seller game right and be the successful candidate in your next attempt.