ACCOUNTANT: Employer

ACCOUNTANT: ROLE PLAYING SCRIPT FOR EMPLOYER,
Mrs. Dennis, Central Connecticut State College, SPRING 2008

It is Spring 2008. You are the Manager of the new Ernst and Young Special Clients Group in Hartford, CT. This new group will specialize in assisting small business and business start ups with all their accounting and financial needs. As manufacturing jobs in the area are drying up, many former employees are starting businesses of their own. Ernst and Young plans to meet the needs of these clients. Owners and managers of these start ups need accounting information to help them with planning, expense control, and decision-making in marketing and operations, but many lack experience or expertise in some or all oft these areas.

Every year, E&Y hires dozens of graduating seniors and others into accounting positions nationwide. These positions at E&Y are highly sought after and the competition is fierce. This new group's focus will require just the right team to successfully serve their clients and enhance E&Y's reputation. You are well aware that some of E&Y's most successful executives were CCSC graduates who started out in accounting positions and advanced through the ranks to become today's leadership in the firm.

You have been swamped with applicants for your team, and you have already hired five highly qualified applicants. You've been hiring for these positions for many years now and know the type person who would fit well in the company culture and share the values of E&Y. It is especially important for your new team to have not only excellent qualifications in accounting, but also small business experience.

The team you have chosen has outstanding accounting skills. But every once in awhile, an applicant comes along who shows you something more! You know immediately that this person would be of great value to E&Y for many, many years, and you soften on driving a hard financial bargain because of the person's exceptional potential. You're never quite sure what that 'something special' is, but you know it when you see it, and you see it in Ms. Argo.

You interviewed her yesterday. You were impressed with her poise and her work ethic as revealed when she discussed her experience with her parent's small business and her internships with both large and small accounting firms. She is from the area and knows its economy, and her 3.5 GPA is impressive. She has exactly the qualities E&Y seeks in newly hired staff, and especially for this new small business focus.

At the end of the interview you offered her an accountant 1 position, and asked her to return today to set her salary and start date. As the consummate manager, you surveyed the market rates for accounting salaries in order to offer competitive salaries. www.wageproject.org tells you that for the job title

ACCOUNTANT, EMPLOYER (2),

Accountant 1, the salary range is $41,000-$50,000 with a median salary of $45,000 for the Hartford office. The benefits for this position add another $19,000 to the compensation package.

Because E&Y is such a desirable employer and so many fresh-minted graduates want to work for you, E&Y typically offers new hires the low end of the salary range. Last year, E&Y's starting salary for this position was $41,000. With the economy sagging, you don't see any reason to start with an offer any higher than that. In fact, three new hires have already accepted offers at that salary. E&Y's benefits package for this position is approximately $13,000.

Ms. Argo's job offer is the last piece of your work for the day. You have to leave in 15 minutes to give a speech in Hartford. When you and Ms. Argo sit down to talk, your opening lines to her are:

“We're so pleased that you want to work for Ernst and Young. You'll be a wonderful addition to our team.

We have just a couple details to settle and you can sign our contract, and we'll see you after graduation.

I am authorized to offer you a starting salary of $41,000. You will be entitled to the standard benefits package all new employees get and we'd like you to start work in the new Hartford office on June 1, 2008.

If that's okay with you, please read over this contract, sign it and you'll be one of the E&Y family!”

See how she reacts. Listen to her. Write down what points might persuade you to raise this offer. Write down what language she might use would make you hold the line and not raise her starting salary and why. Write down what objections you would raise if she wants more money. Discuss thoughtfully with her because you want her to accept your job offer.

In this discussion, see what is the lowest starting salary that you can get her to accept and get her to accept a specific salary in the 15 minutes before you have to leave.

Remember, you made her a job offer because you were very impressed with her. Now it's time to get her to work at Ernst and Young.

Good luck.