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172 COMPETENCY-BASED QUESTIONS AND ANSWERS

Situation: When I worked for Winter Software, management decided

to open an office in India, in an effort to run the operation twenty-four hours
a day, at minimal cost. At first, the concept seemed flawless. When the U.S.
employees went home for the day, the overseas associates could pick up on
the customer projects. As it turned out, however, there was a language bar-
rier, and the projects came back with kinks.

Action: I was assigned to manage the projects that went to the India

office. I knew the engineers had the capacity to do the job, and that it was just
a matter of communication. I did not take anything for granted. By phone, I
explained each step in detail, and asked them to repeat the instructions to be
certain they had understood what I said.

Result: As I suspected, the engineers had the skill to execute the proj-

ects. Once they understood the scope of their responsibilities, the assign-
ments were no longer delayed and the customers were satisfied.

Question 193. Tell me about an occasion when you were optimistic

while others around you were pessimistic.

Obstacle: When I worked for IMD, we were sure that a long-standing

government contract would automatically renew. At the last minute, the de-
cision maker decided to sign with Areotronics, a company outside of the
United States. This was a big loss for our company, one that significantly
dented our bottom line. Everyone in the company was cynical. Some even
feared the loss of their jobs. However, I am familiar with Areotronics’ culture,
its people, and the way the organization functions. Based on my intimate
knowledge and the government’s expectations, I knew that the contract
would revert to us in due time.

Action: I kept in contact with the government decision maker, never

mentioning the lost account. Rather, I called to keep IMD in the forefront of
her mind, so when the time was right, she could offer us the contract.

Result: As I suspected, the transition was not easy. There were

more hiccups than the government employee was comfortable with. Three
months into the contract, she canceled it with Areotronics and renewed
with us.

Question 194. Describe a time when you were required to write mar-

keting copy.

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