9. Interviewing

C. The Interview

Now all your preparation comes into play. Remember, your resume helped to get you the interview, but you can’t rely on your resume to get you the job. The resume was a brief summary of your experience, education, skills and accomplishments. During the interview, you will elaborate on these, while still being clear and concise.

Goals of the Interview:

• To find out what the job entails and what the interviewer is looking for
• To find out if the job matches your skills and experience
• To find out if the job matches your interests, both short-term and long-term
• To get the job

Goals of the Interviewer:

• To find out if you match the needs of the job
• To find out if you are interested in doing the job
• To find out if you fit into the department and organization’s culture
• To find out if they can afford you

The Invitation to the Interview

If you receive a phone call inviting you to interview, it can be a great source of valuable information to you. Obviously, you will get the name of the company, the name of the interviewer, the date and time of the interview. But here are some additional pieces of information you can ask for during that phone call.

• “What is the interviewer’s title?” The answer will tell you if the interviewer is from Human Resources, and therefore, this is a screening interview, or is the hiring manager, which means it is going to focus more on the technical aspects of the job.
• “How long should I set aside for the interview?” This will help you plan the rest of your day. Interviews can last from 30 minutes to several hours! Do not assume that you will start at 9:00 and finish at 10:00 and can make an appointment across town at 11:00 - your interview could last all morning.
• “Will I be interviewed by Mr. Smith alone or will there be other people with him?” The answer to this question will tell you whether this will be a one-on-one interview or a panel interview.
• “How much time has Mr. Smith put aside to interview candidates?” A possible answer might be “Oh, he’s interviewing all this week.” To which you reply “Can I be the last person interviewed please!” Studies suggest that 50% of the people hired were the last person interviewed!

Types of Interviews:

Consecutive or Sequential (in which the interviewee is interviewed individually by a series of supervisors and/or potential peers):

· Tailor each interview to the interviewer – style, questions, specific needs

· Get to know each interviewer (develop rapport)

· Be consistent

· Maintain energy

· Treat each interview separately (shake off poor segment)

· Take advantage of opportunity to gain different perspectives/insights

· Ask some similar questions to assess consistency of the interviewers

Panel/Group (simultaneous interview by a group of potential supervisors of peers):

· Answer the question to the person asking – that person “owns” the question and probably is most interested in the answer

· Make eye contact primarily with the person asking, but include others as well

· Be consistent

· Try to get to know each interviewer – ask them questions

Telephone:

· Prepare (write down notes about the position, questions you want to ask, points you want to cover, have resume, pen/pencil, calendar)

· Maintain good sitting position (upright and comfortable); standing can also be very effective

· Voice – be aware of your tone, pitch, demeanor

· Avoid background noise (kids, dogs!)

· Make sure phone is charged with a clear signal (if cordless or cell)

· Consider the amount of time for interview

· If the phone call is not prearranged, ask for time to prepare yourself, get them to phone back in 5 minutes if necessary.

Interview Preparation

Research, Rehearse and Relax

No matter how well qualified you are for a job or how articulate you are about your strengths and experience, there is nothing that can replace preparation. Once you have practiced asking and answering questions, the next step is to relax and remind yourself that:

1) There is no question you cannot answer,

2) You are well suited to the position

3) You would be an asset to the company.

Visualize yourself sitting in the interview feeling serene and confident. Get a good night's sleep before the interview, arrive a few minutes early, take a few deep breaths and seize the day.

Research Before the Interview

Do your homework before interviews by researching the interviewing individual(s), the company and the industry. There are a variety of ways to research:

· The Internet

· Library (books, periodicals, magazines, etc.)

· Literature from company's public relations department

· Annual reports

You should become familiar with the organization's products, structure, services, financial status, competitors, reputation and any recent major changes. In addition, try to discover information about the person who you will meet: his/her background, style, education, and any "hot button" issues.

Rehearse for the Interview

• Know how to keep yourself calm. The best way to do this is to be prepared!
• Know what kind of interview to expect—a screening interview, a stress interview....
• Get the interview schedule
• Practice your personal introduction
• Know why you want the job.
• Identify your wants and your needs—and know the difference!
• Remember your skills, experience, education, accomplishments (P.A.R. stories)
• Match your accomplishments to what the company is looking for
• Practice replying with PAR stories
• Remember your values, interests, motivators, career vision
• Be prepared for the standard interview questions and know your answers to them.
• Be prepared to answer that killer question.
• Know how to deal tactfully with illegal questions asked during the interview.
• Prepare questions you wish to ask—only ask questions you can't find answers to yourself.
• Practice, practice, practice
• Line up your references in advance and verify that they will be good ones.
• Relax, breathe…

You must be able to articulate key aspects of yourself in the interview. The inability to express yourself clearly is more often a problem than the lack of required experience for a specific opportunity. One of the best ways to prepare for interviewing is by "scripting" lines in answer to key interview questions. Career counselors and outplacement specialists remind transitioning executives and professionals to look and act the part of a self-confident and successful person, even when you don’t particularly feel it. With a friend or co-worker, organize and review your answers to both tough and basic questions. Use the next section of these materials for practice.

Presentation

• Find out the standard dress for the organization.
• Dress on the conservative side.
• Be sure you know how to pronounce your interviewer's name correctly.
• Be polite to everyone you meet there. They all count. Even the secretary.
• Be personable as well as professional.
• Do not chew gum, smoke, swear or use slang.
• Be aware of body language, vibes, and reactions—use your instincts to keep things on course.
• Assume all questions are asked for a good reason and answer accordingly.
• Do not assume that your interviewer knows how to elicit the information he/she is looking for.
• Feel free to ask for clarification before answering a question.
• Take some time to formulate your answers before you speak.
• Answer all questions honestly, but in the best, most positive light.
• Do not bad-mouth old employers.

Interview Protocol:

• Physical Presence--dress appropriately/professionally, be clean and well groomed, firm handshake, sit forward/upright, no cologne or perfume (some people are allergic), it’s okay to drink water (mouth gets dry
• Movements and Mannerisms--use natural gestures, don’t hold anything
• Manner of Speaking--be heard, be clear, change tones, avoid jargon
• Demeanor--show enthusiasm, be warm and sincere – avoid negativity
• Listening Skills--(full concentration, don’t interrupt, allow for silence, maintain eye contact, nod, smile)
• Communication Skills--listen, then respond, be concise, match style, answer honestly, ask for clarification)

· Two-way Process – discussion in which both interviewer and interviewee ask and answer questions

Interview Content:

Marketing vs. Sales Approach (for you, the interviewee):

Sales--“product focus” (fixed questions and answers, the focus is on you and not on the needs of the position)

Marketing-- “customer focus” (assess the needs of the position and adapt your questions and responses accordingly)

Whichever approach is appropriate for you and/or the situation, the following points are important:

· Introduction – establish rapport

· “Tell me about yourself” – use your personal introduction

· Needs Assessment – Ask broad, open-ended questions about the job and the interviewer’s requirements (i.e. “What will I be doing? What are you looking for? What are your expectations? What are the initial priorities of the job? What are the goals in the next six, twelve months?”)

· Match your skills, experience, education, accomplishments to the needs of the job

· Ask questions relating to your key values and interests

· Summarize – review the key elements of the discussion such as what the interviewer is looking for and how you match, your interest level and why, why you feel you can do the job and contribute to the department/organization

· Close – try to obtain feedback (i.e. “What do you think? What is the next step? Where are you in the process? How do I compare to other candidates? Do you have any questions or concerns?”)

Examples of Basic Interview Topics:

• Tell me something about yourself.
• Why are you looking for a new job or why did you leave your old one?
• What are your goals, where would you like to be in five years? (Are your goals compatible with our needs?)
• Why should we hire you? What is unique about you?
• What are your salary requirements?

In preparing your answers to these questions, think of yourself as a candidate in a political campaign. A skillful candidate is focused on the message he or she wants to communicate. Rather than being led by the interviewer's questions, candidates stay in control with responses that articulate what they want the listener to remember. Ask yourself, "What is my goal in the interview?"

The most important question is "Why should we hire you?" Answering this will require research and preparation. You must first identify and understand the needs of the company and the problems that the ideal candidate must be prepared to solve. Information sources include networking contacts, search firms, vendors, the press, the Internet, news outlets. Be prepared to convince the interviewer that you are uniquely qualified to make a contribution.

Examples of Topics For The Tough Interview Questions:

• How has your personal background (upbringing, schooling) influenced what you are today, your career progression, your management/people style?
• How do you define success? How "successful" have you been?
• What mistakes have you made during your career?
• What is the most adverse situation you’ve had to deal with in your personal or professional life? How did you deal with it? What was the outcome?
• What is the difference between a good position and an excellent one?

Additional Interview Tips:

• List five adjectives that describe you and then list five adjectives that would describe the ideal candidate for the position. Is it a good match? Where are the gaps?
• Read the company's annual report, and make note of adjectives used to describe the leadership and the employees. Is the culture one in which you will be happy and do your best work? Be prepared with brief anecdotes about your work that illustrate the qualities that the company values.

The more you practice your answers, the more your confidence will grow. Rehearse until you can easily answer questions with clarity, spontaneity and crispness.

Experience has proven that everyone can use interview practice. Even the most extroverted, self-confident, verbal, "sales-person type" needs help in thinking through and rehearsing answers to interview questions.

Questions To Ask the Interviewer

Prepare a list of questions you have about the job, the company or the industry. See the next section for some ideas. Be sure to frame your questions carefully to avoid those that are easily answered from a review of the Company website or other easily obtainable information.

Good topics to touch on include:

• The competitive environment in which the organization operates
• Executive management styles
• What obstacles the organization anticipates in meeting its goals
• How the organization's goals have changed over the past three to five years.

Generally, it is most unwise to ask about pay or benefits or other similar areas. The reason is that it tends to make you seem more interested in what the organization can do for you. It is also not a good idea to simply have no questions at all. Doing so makes you appear passive rather than curious and interested.

Quick Tip

Q: I've been on several interviews lately, and invariably the interviewer invites me to ask questions about the position or the company. What kinds of questions would be most appropriate to show genuine interest? I know what not to ask, e.g. "How much am I going to make at this place?" Still, I think it is possible that I have done less than my best in this regard.

A: Ask the following questions:

1. What are the main objectives and responsibilities of the position?
2. How does the company expect these objectives to be met?
3. What obstacles are commonly encountered in reaching these objectives?
4. What is the desired time frame for reaching the objectives?
5. What resources are available from the company and what must be found elsewhere to reach the objectives?

Relax and Project Self-Confidence

Relax -- you are ready and confident. Arrive 10-15 minutes ahead of time so that you can make sure your appearance is intact.

• Act like a consultant, not an applicant. Think of yourself in problem-solving mode, in partnership with your interviewer.
• Engage in a dialogue; don't put yourself in a question/answer mode. Let silence occur.
• Present your value, and always protect your dignity and self-worth. Be engaging and enthusiastic.

Always leave the interview with knowledge of the next step and with a sense of how your candidacy will be evaluated. Ask, "How would you like to proceed? Have I provided you with the information you need? Where are you in the process? What will happen next? When should I plan to follow up?"

After the Interview:

Your work is not done when you leave the interview; follow-up is important, and the following steps are suggested:

· Write down some notes right after you leave – key points, questions, issues left incomplete

· Review what went well

· Review what went poorly and think of how you could improve next time

· Write a follow-up thank you note ASAP to each interviewer – summarize key discussion points, include any additional relevant information, re-state interest and fit. Be sure to know how to spell all names and know correct titles.

· Know time frame for feedback and follow-up

It is important to follow up with each person you contact in your search for a job. This includes following up with people in your network, including those you phone. This effort can make a big difference in their remembering and helping you. The best way to follow up is to send thank-you notes!

It shows good manners to also send a thank-you note to the person who first helped you. Send a thank-you note right after the phone call. If you arranged for an interview, send a note saying you look forward to your meeting. If the contact gave you a referral to someone else, send another note telling her how things turned out. Or send a thank-you note telling her that you followed up on her suggestion.