AIA PREMIER ACADEMY

INITIAL INTERVIEW : NEED- BASED INTERVIEW

Purpose:
To enable potential candidates to voice out their pain and pleasure in ideal career so that the recruiter can link
that to career presentation.

Recommendation :
It is best used in any context and can be applied on primary contact and secondary contact as an conversation
opener prior to career presentation.

Scenario:
Candidate has been working for a few years. His friend connects him to one of the leaders from AIA. He decided to
meet up with the leader and explore the career in AIA.

Leader: As I explained over the phone, I would like to share with you the AIA Career
Transformation Process. This will take about 30 minutes. Shall we begin?
Candidate: Ok.
Step 1: Leader: David, when I mention the word ‘Ideal Career’, what comes to your mind? In oth-
Key er words, what are the key attributes of an ideal career to you?
Attributes of (As the candidate answers, write the attributes on the left side of A4 paper.
Ideal Career List a minimum of five to eight attributes. No number labeling is required
(To identify the key beside the listed attributes.)
attributes of Ideal
Career of the
Sample
potential candidate) Pay
Job Satisfaction
Career Prospects
Boss
Well-respected
Recognition

Leader: What are the three most important attributes to you, starting from the most
important one?
(As the candidate answers, label the number at the left side of the listed
Step 2:
attributes according to the ranking.)
Top 3
Sample
Attributes
(1) Pay
(To identify the top 3
key attributes of (2) Job Satisfaction
your potential
candidate) Career Prospects
Boss
Well-respected
(3) Recognition

Candidate: Pay, Job Satisfaction, Recognition.

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INITIAL INTERVIEW : NEED- BASED INTERVIEW

Leader: Let’s start with your No. 1 attribute, ‘Pay’. So from a scale of 1 to 10, 10 being
you’re very happy with the pay that you’re getting, based on the amount of
work and the effort that you put in; and 1 is the complete opposite, not happy
at all. Where would you put yourself based on your current job?
Step 3: (As you speak, draw a horizontal line across; write ‘1’ on the far left and ‘10’ on
the far right.)
Scale of
1 to 10 Sample
1 10
(To identify the Pain (1) Pay
and Pleasure of your
(2) Job Satisfaction
potential
candidate by using
Career Prospects
scaling method)
Boss
Well-respected
(3) Recognition

Candidate: I think I’m at 4.

Leader: 4, ok, and why 4?
(As you speak, write ‘4’ somewhere near the mid-point of the horizontal
line.)
Sample
1 4 10
(1) Pay

(2) Job Satisfaction

Career Prospects
Boss
Well-respected
(3) Recognition

Candidate: Because I feel that my friends who are in similar positions elsewhere are get-
ting a higher pay. I also feel that although I work very hard, I am not getting the
pay I want.
(As you listen, take notes of the answer as the candidate speaks)
Sample
(1) Pay 1 4 10
Reason: not
(2) Job Satisfaction getting the pay
as expected
Career Prospects
Boss
Well-respected
(3) Recognition

Leader: So where do you want it to be instead?

Candidate: At least a 7.

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INITIAL INTERVIEW : NEED- BASED INTERVIEW

Leader: Ok, and how realistic is that?

(As you speak, write ‘7’ somewhere near the end of the horizontal line.)
7
Sample
Step 3: (1) Pay
1 4 10
Scale of (2) Job Satisfaction
Reason: not getting
the pay as expected

1 to 10
Career Prospects
Boss
Well-respected
(3) Recognition

Candidate: Well, if I stay in my current job, it will take me many years before that
happens.
Leader: What would 7 mean to you?
Candidate: It means I will be reasonably well-paid for the kind of work and effort I put in.

(As you listen, take note of the answer as the candidate speaks)
Reason: getting better
pay on par with effort
Sample 7
(1) Pay

(2) Job Satisfaction 1 4 10

Reason: not getting

Career Prospects the pay as expected

Boss
Well-respected
(3) Recognition

Leader: Right, let’s talk about job satisfaction. 10 being that you’re very satisfied and 1
meaning you are totally not satisfied. Where would you put yourself?
(Continue the same process as illustrated)

Candidate: I think I’m at 3. I’ve been doing the same kind of work for the past few years. I
don’t find it interesting anymore.

Leader: Assuming there is nothing stopping you, how would you like it to be?
Candidate: I would love it to be at least a 6.
Leader: How will you know when you have arrived at a 6?
Candidate: 6 means every day I can look forward to something interesting and work be-
comes fulfilling.
Leader: I see. What about recognition? Where would you rate your current job from a
scale of 1 to 10? 10 being that you’re very satisfied and 1 meaning you are to-
tally not satisfied. Where would you put yourself?
Candidate: I think a 5.
Leader What would 5 mean to you?
Candidate: My hard work is not being recognize by my superior.

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INITIAL INTERVIEW : NEED- BASED INTERVIEW

Leader: Ok, and where would you like it to be instead?

Step 3: Candidate: Of course, an 8.

Scale of Leader Can you describe how does 8 look like?

1 to 10 Candidate: The bosses listen and recognize my opinions rather than everything being only
about what the boss says.

Leader: Thank you for sharing with me about your current job situation. Do you think you
can achieve what you want with your current job in the next three years?
Step 4:
Candidate: No.
2 Key
Questions Leader: If you can follow my success formula strictly, I am absolutely certain that you
can achieve what you want in the next three years. With this, can we exchange
30 minutes to explore the business opportunity we have at the moment?

NOTE: You may now proceed to Step 2 of the Selection Process - Career Presentation

Important notes when conducting Need-based Interview

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