After years of mock interviews and interview preparations with executives and MBA students. I came up with the realization that effective interviews are those where the interviewee takes a greater lead over the conversation.
What do consultants do when they walk into a new client's office to pitch their services?
Ask: Prepare questions that help you understand their challenges and vision for the future. Consultants cannot know how they can help a client if they don't learn where they are at. The answer to these questions will create some important talking points for their pitch. Interviewees must do the same. How can you know whether or not you are the right candidate, if you don't understand what the goal of this position is, or what are the key success factors of the job? The more you know about the expectations for the role, the better you can present your case.
Listen: Process what they are really saying, not only words but use your intuition to know what is really going on in their turf. Consultants try to find out how urgent, crucial, or relevant these issues are. What is the story behind it? Pressure from the big boss, lack of commitment from the team, and company culture challenges. Interviewees can sense where the interviewer seems to be most focused on or whether the interviewer is enjoying the conversation or seems impatient. Sense the company culture, and match their tone and posture. In coaching, we call this "building rapport," building trust and intimacy with the "client".
Show your assets: Consultants match client needs to their assets: experiences and positive results with past clients going through a similar situation, a great database they can use to find the answers they are looking for, or a team of the smartest people on earth. This is where you match your skills and experience to let them know how you can help them: that you are the answer to their prayers. Interviewees don't have the time to talk about their entire history of achievements and skills, but just the relevant ones.
Assess the gaps: If there is something consultants don't have the answer to due to a lack of previous experience, they just project the possibilities! They design a plan on how they can deliver the answer and the results. If there is a "weakness" in our profile, it is best to address it than to ignore it. The interviewer knows where the gaps in your profile are, so instead of acting as if they didn't exist and hoping that they won't notice, just let them know how you will tackle those obstacles. Reduce the risk for them, and draw a plan. They have to see that you are resourceful in learning new skills or knowledge to get the job right.
Sell a Vision: Consultants sell possibilities, a future vision where their client's problems are solved. Candidates must sell a clear vision of being part of the company and the impact they will create. They want to see a person who will quickly adapt and hit the road and run. Be aware of the company's culture, and the team. "Picture" yourself as part of it.
I hope this shift in mindset helps you approach your interviews. Just remember to stay humble- we do not want to sound like we know it all just that we are trying to discover, the same way as them, how you can add value to the company. Having an honest and open conversation is always a healthy way of starting any relationship.
Thank you for reading. If you have any additional ideas on this topic, I am happy to read your comments, and if you like them, you are welcome to share them.
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