If you can't boost revenue, maybe you can lower costs

Q: I'm a computer network engineer in an information-technology (IT) department. This is known in most circles as the department that asks for larger budgets, and it may be years before companies see a return on the investment. How do I add value or profit to a company from my job?

This is like the Holy Grail to many IT managers. I have talked with a few and they almost laugh about the IT department helping the company make a profit.

I'm interviewing for jobs, but I keep getting stumped on how I can help a prospective employer increase its bottom line.

Nick's reply: Profit is created by doing work that results in higher revenues or lower costs. IT doesn't often produce revenue, but it certainly affects a company's costs. Show how you can help reduce costs. Have some examples in mind.

Keep it simple. Is there a software tool you could install that would reduce the time it takes to manage the computer network? Could you implement a maintenance schedule that would reduce user down time? Is there a project management method that would speed up the time it takes to coordinate and execute a project?

To make such recommendations, you must ask what problems and challenges the company faces. (Don't make assumptions.) Once the employer acknowledges a problem, you can show how you will tackle it profitably.

The best way to find out about a company's challenges is to call the manager before your interview and ask.

Don't let the profit part of this seem daunting. It's not complicated at all, and you need not run a lot of calculations to discuss how your work will profit a company.

Just ask yourself: How could I take care of this situation in a way that will increase efficiency, reduce downtime, increase user satisfaction or decrease costs? (It's all profit.) You may wonder, how much do you have to affect profit to impress the employer? You'll know how much is enough from the interviewer's reaction to your ideas.

As you work through some examples on your own (try them out on your IT buddies), you'll start to get the idea. It all boils down to doing a better job than anyone expects — that's what profit is.

Nick Corcodilos is author of "Ask The Headhunter: Reinventing the Interview to Win the Job" and host of www.asktheheadhunter.com.

He can be reached by e-mail at seattle@asktheheadhunter.com or at North Bridge Group, P.O. Box 600, Lebanon, NJ 08833. Sorry, no personal replies.