Professionals ought to say No to ‘test-drives’ by employers

To go or not to is a personal choice but it is important to know that starting off as an underdog keeps you as one throughout the period. PHOTO | FILE 

By SERAPHINE RULIGIRWA-KAMARA

In Summary

• Politely decline test requests because this is not how to start a relationship.

I got an interesting question the other day. Mwendwa, a senior level executive working outside Kenya, is eager to come back home and has had exciting interviews for local opportunities.

The most exciting prospective employer would like him to come back and work for three weeks before they make a decision.

It sounds a little unorthodox to me but this kind of situation plays out a lot more than we realise. So, it is important to address it.

When I worked for an advertising agency many years ago, big brands were big bullies. They would ask all the advertising agencies to pitch for advertising work annually.

If you know a little about these pitches, you know that the level of involvement in preparing a pitch is the same as what is required to work the contract.

The difference is that clients expect nearly 10 different agencies to burn the midnight oil often for a good week of two preparing perfect brand communication pitches without commitment … and they got it.

These lucky clients would then buckle up and enjoy a week listening and watching ad agencies pour out their brilliant brains on excitingly prepared Powerpoint presentations, select one or two agencies to do their work for the year and have them incorporate all ideas picked from other presentations into their projects.

The unsuccessful contenders would leave crestfallen, empty-handed and patiently wait to try next time. Yes, the customer was truly king. You can choose to call it fair competition but eventually the fatigued agencies got smart. They started charging hefty fees just to pitch.

Not much has changed. Clients still keep a long list of vendors for everything on their “preferred” procurement lists and send frequent requests of interest to more than 10 vendors for various products or services every week — in the brand collateral space where I work when not writing this column or coaching.

You should know that there is no single sure-fire way of handling such situations. What you choose to do when faced with them is your prerogative. I would however like you to understand the pay-offs or consequences depending on which way you go.

When a prospective employer or client asks you to prove yourself before they hire or engage you, what they are saying is that they are unsure about your ability to deliver.

No matter which lens you use to view the situation, one thing remains crystal clear; they need to test-drive you.

I don’t know about you but at my level of expertise in advertising spanning more than 13 years and more than three years working as a human potential expert, I respect competition.

Level of dignity

I like my work in either field being compared to others. I simply choose not to spend valuable time doing exploratory work. Yes, even if it is paid for because I still remain an experiment in the process.

This is by no means a measure of how I view the requesting prospect. It is testimony to the level of dignity with which I treat my regular clients by according them my undivided attention.

If the revenue potential is great and depending on where you are on your revenue target, go on and give samples or test sessions as requested.

While you accept to do that, be aware that you no longer are the experienced trusted expert you want to be in the relationship with that employer or client. You will forever be the underdog.

Your options are limited; pick one. You could politely decline the request because as a professional you should know by now that this is not one of the smartest ways of starting a relationship. I am a staunch believer in the client’s royal blood.

I also know that as the experienced expert, a client does not exactly tell you what to do. As the expert, you guide your client on the course of action based on their desired outcome — that is why they come to you in the first place.

That is the expertise they pay you for whether as an employee or an external consultant.

Your other option is to let your prospect know that do not work without a fee. You can appreciate that he/she wants to be sure but your experience is chargeable. The right decision is unique; it is like your thumbprint. It is about where you are at professionally.

That said, know that when a client puts you in a specific pigeon hole about your position or value in the relationship, you will never get out of it. You do not want to be picked from the crowd. You want to be chosen right from the onset. Period.

In Mwenda’s shoes, I would respectfully turn down the proposed three-week test-drive of my output. How much can I convincingly prove in three weeks while risking my current employment?

However, exciting the opportunity sounds and, however, eager you are to return home, if this company finds you qualified but are pussy-footing, you are not the right candidate for them.

They do not respect your commitment to your current employer or your values as a professional and are not interested in engaging you.

Look at it this way; if they dictate all the rules, it is their game and as a simple player, you are destined to lose. Choose to play a more respectful game that is befitting of the value of your contribution.

Seraphine is an expert in attitude and human potential. Email:sera@iuponline.com.