What do you mean I didn't get the job? Age matters

I love getting older—it takes a lifetime to notCEO and he asked me how many years I
to take yourself too seriously because no onethought I had left in me”.
else does and to figure out that irrelevant howI smiled waiting for a punch line, yet none ever
good or bad a situation is–sooner or later it willcame. Evidently, John was oblivious to what these
change.comments meant and why he wasn’t invited
If you want to be successful in an interview, youback for second interviews. He didn’t see the
need to over-prepare.  Once you're in thelink his 2-year unemployment.
interview, go with the flow--be yourself.What do you hear in the CEO’s comment?
Yet, how do you handle a potentially difficultPrior to my first face-to-face meeting with John, I
scenario.  You've been an executive for yearsassumed that he was in the same age range as
with the  same company, and now you're beingme.
interviewed by some young person?  Here’sUpon meeting John, I was surprised to find a man
a perfect scenario:that looked at least 20 years my senior. Is that a
You are successful and respected inside andproblem? No. However, when you are interviewing
outside of an organization. In fact, clients andyou need to consider the audience, the actors and
customers regularly provide feedback about yourthe script.
superb skills. Your talent speaks for itself andAs Shakespeare said in As you like it,
others seek you out for your expertise.“All the world’s a stage, and all the men
Then something happens–your company isand women are merely players”.
sold, your company merges, you quit your job,So back to the CEO’s comment. The CEO is
you were laid off, or a friend refers you for a40 years old, John is 48; but looks 60. The CEO
new position. Interviewing is a slam-dunk in yoursays, “how many years do you have left in
mind. Preparation is not an issue because, frankly,you”? What are his concerns? John’s
you are just that good!energy? Can he do the job and if so, for how
So you do some research, put together a list oflong? Is he concerned about retirement, or his
questions, pick up your suit from the dry cleanersreturn on investment, or his impact on a youthful
and voila you are ready to interview! During theorganization? Are the CEO’s concerns
interview, you are confident, poised, and articulate.legitimate? Yes.
As you depart, you congratulate yourself on aMy point is being cognizant of your
job well done and high-five the vacantinterviewer’s age and how to address your
elevator’s mirror on the way down. Youinterviewer’s issues. Address the obvious.
return home and decide to celebrate becauseIf you don’t address the pink elephant
victory will soon be at hand.crushing your skull, what are you telling the
It is the next day and you replay the interview ininterviewer? That you live in LaLa Land?
your mind. There is not a doubt in your mind thisAbsolutely.
will happen. You think through your compensationAddress the obvious. Put it on the table and
package and decide you should be paid at leastaddress it. What better way to address the
30% more than your last job. In fact, youCEO’s comment than,
deserve double. Resolute in your decision, you“It is interesting you asked how many years I
relax confident in tomorrow’s promise.have left in me. People who don’t know--
After a few days when the phone rings, you arefrequently think I am 60, when in fact, I am in
surprised to discover no job offer yet. Twomy 40s. In this field that’s probably been one
weeks later, confusion creeps in. Why haven’tof my greatest strengths. My grey hair--though
they called?my wife hates it--it lends great credibility with my
Finally, you get the call. “We decided toclients. As you know, people in the institutional
hire…. .” is all you heard. You are in shock.asset management business have a tendency to
How could this happen? Stunned with disbelief,trust older people. I look for the silver lining in any
you replay the interview again in your mind andnegatives in life. Another great advantage to
convince yourself it is not your fault. Youaging--called wisdom."
intimidated them. In fact, the interviewer probablyEnhance your message with wit and a quote. Go
thought you could do his job. Besides, there ison with,
nothing you could have done differently, right?“You know, Shakespeare addressed the age
Have you ever considered that maybe you didissue best in Othello, “You shall command
not listen the interviewer? Did you listen for whatmore with years than with your weapons.”
he did not say? Did you consider where he was
coming from? What was his perspective? Did youDo not be glib in addressing your interviewer’s
consider his age? Does it matter? Of course, not,perspective. Address your interviewer’s
right? Think again.frame of reference, seek clarity and never
Would you communicate with a 30 year oldassume. State the obvious,
differently than a 50 year old? Would both age“I want to make sure I understand your
groups hear the same words, yet interpret themconcerns. Earlier you questioned how many years
differently? This is where the interviewI have left in me. Help me understand what you
disconnects. Frequently the person interviewing ismeant by the question. Are you concerned about
so wrapped up in their own inner dialogue theyyour return on investment, how close I am to
never consider the interviewer’s perspective.retirement, my energy, potential tenure, or my
Here’s a perfect example. Sam has 20 yearsimpact on the organization and with clients? Do
experience with an institutional moneyyou have concerns about my energy level?”
management firm and is 47 years old. He isIf the interviewer is caught off guard, or
interviewing with Larry who is 30 years old.surprised, allay his fears with a statement such
After Sam’s interview, he calls and says,as,
“I told Larry I want to work 18 hour days in“If I were in your shoes, I can understand
turbo drives for the next five to seven years,why you might be concerned about some of
then start to wind down”.those issues.
Sam thought he knew everything. Obviously heListen to what his concerns are. Write down his
doesn’t. Think about it. What do you hear inissues, then go back and address each one. Speak
the comment, “work 18 hour days for theto your passion, depth of experience, energy level
next five to seven years, then start to windand tenure. Close with grace and style with a
down?”comment such as,
Is Sam saying he wants to retire in five to seven“You know I believe that Calvin Coolidge said
years? Is he saying he wants to slow down, haveit best in 1933, ‘Nothing in the world can take
less responsibility, or work shorter days? Whatthe place of persistence. Talent will not: nothing is
does he mean, “work in turbo drive for themore common than unsuccessful men with talent.
near future?”Genius will not: unrewarded genius is almost a
From Sam’s perspective he thinks he isproverb. Education will not: the world is full of
leveraging his assets (talents, skill, intellect, etc.). Ifeducated derelicts. Persistence and determination
you are strategic in leveraging your career thenare omnipotent. The slogan, “press on”
the best may be ahead of you, not behind you.has solved and always will solve the problems of
Your dreams are not beyond reach.the human race. You asked me earlier in our
However, Sam is interviewing with Larry who isconversation about my strengths, which I said are
30 years old. Larry heard Sam wants to work fortenacity, perseverance and determination. As a
another five to seven years, then retire. Is thatdetermined prospective employee, I genuinely
what Sam meant? No.want this job. Are there any additional concerns
When a 30 year old interviews a 47 year old, hethat you have that I can specifically address?”
will be concerned about his return on investment,Packaging yourself adroitly during the interview
his tenure, his flexibility, and his ability to takeprocess is critical to successful employment.
direction from someone much younger than he.Discover as much as you can about the
Therefore, you must consider theinterviewer prior to your meeting and edit your
interviewer’s age, perspective, experience,script accordingly. Write out an interview script;
and biases. The point is, Sam should never havegive it to someone else to read and practice.
used those words, “work in turbo drive thenFrequently, the candidate that gets the job is not
start to wind down.” Why? Because nothingthe most talented or works the hardest. It is the
Sam said after that phrase was heard. Larry shutcandidate that is best prepared. Managing potential
down.land mines effortlessly demonstrates talent.
Another example is John. John had been head ofI think George Bernard Shaw said it best,
sales for two firms over the past eighteen years.“Life isn’t about finding yourself, it’s
He was with one company for 16 years, andabout creating yourself.”
another company for six months. However,And don’t forget the hand written thank you
John’s company was acquired two years agonote! As Helen Rowland in her 1922 book, Guide
which left him unemployed. During our interview, Ito Men said, “The follies which a man regrets
asked him to share with me his recent job huntmost, in his life, are those which he didn’t
experiences.commit to when he had the opportunity”.
John said,Now go get ‘em!
“I interviewed recently with a 40-year old