Column: Interviewing Successfully

To interview successfully, remember that interviewing is a two-way process.

You need to learn as much about the organization as you can to make a good decision and the employer needs to learn about you so it can make a good decision also. Each party is selling. One, both, or neither may buy.

Preparation Step 1

Get out all the information you have gathered: the ad or job lead, your research on the organization, and any contacts you may have there. Review it all and decide what else you might need.

If some time has passed since you applied, do the following:

• Do a search for new articles or press releases;
• Look at the Web site for anything new and explore the parts you did not look at before.

Preparation Step 2

Define the questions you want answered. You can bring them as notes so you remember them all. Some questions might be:

1. The Organization
   What is the strategy?
   What are the critical business issues facing the company?
2. Executive View of Function (especially critical information for more senior positions, helpful for any level position)
   What is the function's role within the company?
   Current view of critical issues for the function?
   What are the 'critical few' objectives for this position in next year?
3. For the Position's Immediate Supervisor
   What are the key projects linked to the strategic plan?
   What results are expected in the first year?
   How will performance be measured? Timetable?
   What is the function's role within the company? Is it effective as is?
   Why is the position open? Any internal candidates?
   If I asked the most recent incumbent, what would s/he say about the organization and this function?
   How would you describe the ideal candidate?
   What are the next step(s) in process and estimated timeline.

Preparation Step 3

Decide what you will wear. Sounds silly, but too many folks get tripped up here. Clothing and accessories should be professional and appropriate to the organization and position and should enhance your self-confidence.

Do be sure it is something you are comfortable in. That stunning new pantsuit is not the best choice if you have not worn it enough to know it fits well and you won't be fiddling with it during the interview. Tugging on clothes or hobbling down stairs and long corridors in the wrong shoes tries your confidence and raises questions for the interviewer(s), but is way too common.

Be well groomed - also obvious, but not always done. If you have questions about the organization's dress code, you can look at your research or ask during the screening process. But it is always wise to dress your professional best during interviews. You want to feel good about how you are presenting yourself as well as be physically comfortable so that you can forget about your clothes

Preparation Step 4

Learn where the place is and how long it will take to get there. New buildings and streets make the metro area confusing at times - get directions from the interviewer, do a Web search, check your maps in advance - whatever makes you comfortable. And give yourself extra time to get there. Rushing in late because you could not park easily or you thought it was a shorter trip starts you off on the wrong note.

Screening Interviews

Many organizations screen candidates by telephone before inviting them in. Some start this process by e-mail with a set of questions to answer before any further discussions. Whether you are screened by phone or e-mail, respond when you can take the time and give your response your full attention. If a recruiter or hiring manager calls and you cannot really pay full attention or do not have the privacy to respond, tell the person you cannot talk then and provide some alternative times. If you are answering by e-mail, don't just dash something off. Take the time to prepare a professional reply and spell-check it, too.

When you do a phone interview, do the following:

• Have your resume and cover letter in front of you;
• Note the caller's name, title and organization, phone number or email address for your records;
• Be prepared to give brief overviews of your skills and experiences;
• Ask some basic questions of your own so that you know whether you are interested in proceeding or not;
• Ask what the next steps are and the timetable.

After a phone interview, send a thank-you note to the person, highlighting your special attributes if you are interested in the position. These differentiate you positively from the many candidates who think their role is just to respond, not to enter into the process actively.

There are a few companies that do video interviews for candidates who are not local. If you are asked to do one of these, consider it an in-person interview and prepare accordingly.

In-Person Interviews

They want you to come in and talk! Hurrah!

Organizations arrange interviews in many ways. Some do each interview one-on-one. Some do group interviews, while others have a panel of interviewers. Some have all the interviews on one day and others bring you back several times. You may see the Human Resources representative up front or not at all. You may start by filling out an application form or go directly to the hiring manager or a technical interview. Do be sure to ask each interviewer for his or her card. This gives you the information you need for future contacts as well as for thank-you letters.

In most cases, you will be asked to complete an application. These are used for a variety of purposes, including legal compliance issues. If you do it by hand, print legibly. If you are asked to sign any agreements as part of this, read them carefully so you know whether you are willing to sign as is or want to modify them. These generally give the organization the right to check your credit history or other data as well as checking your references. You will have to decide what salary information you are willing to provide. And, while many people write in 'see resume' rather than putting job details on the application, do check to see what information they ask for that is not on your resume and fill it in. Be sure the information you do give is accurate - you do not want to later lose a good job because you falsified your application. Yes, this does happen.

Your role in the interview process is to gather all the information you need to make a good decision and to sell yourself effectively. Thus, you need to be prepared to answer questions and to ask them. Unfortunately, there are many untrained interviewers who do not know how to effectively learn what they need to know about you. You need to be able to present a clear picture of your skills and knowledge.

When you go to an interview, be prepared to give some real examples of your achievements. These will help you succeed with any interview. One of the easier ways to do this is to prepare a few stories in advance that demonstrate:

• A situation or a task you faced (at work, or as an intern or as a volunteer);
• What you actually did;
• What the results were (qualitative and quantitative are best mix).

If you have several of these, you will be prepared to demonstrate your skills, knowledge, and expertise effectively in response to a wide range of questions.

Behavioral Interviews

Many organizations use behavioral-based interviewing techniques. These seek to find the common patterns of your past behavior as they relate to the position.

Here are some questions you might be asked so you can prepare for a behavioral interview:

• Describe a time when you had problems with a supervisor and had to communicate your unhappy feelings or difficult disagreements. Tell me what you did and what happened.
• When you are dealing with customers, what really tries your patience and how do you deal with that?
• What was the hardest "sell" of a new idea or method you have had to make to get it accepted?
• Tell me about your experiences in dealing with frequent changes in your assigned work tasks or priorities.
• Have you ever had to suddenly take on a new role, such as filling in as team leader or giving someone else's presentation? Tell me what happened and how it worked out.

If you have not been told in advance and the first person you talk to does not tell you, do ask who you will be talking with and what the schedule is. These do sometimes change during the interview process, but a roadmap helps you plan your time and gives you insight into the employer's process. When you interview with more than one person, be sure you ask each one about his or her role and how it relates to the open position. This gives you insight into the position and organization. It also will help you to tailor your thank-you note to that person after the interview. Also ask for schedules - how much time does the person have for the interview? This sends the message that you understand the person has other commitments. Be sure you pay attention to the time so that you get your own questions answered, too.

Never hesitate to ask if you need to go to the bathroom, get a drink of water, or make a short call. Some interviewers remember to ask and offer such time, but not all do.

What if the interviewer is not skilled?

After a brief series of welcoming questions and comments, many interviewers will ask, "Tell me about yourself." This is the time to pull out your personal 'elevator speech' (described in the column on marketing yourself) and give it. That keeps the conversation professional and gives the interviewer an overview of your skills and experience.