Interviewing Tips That Get Results

by Marcus Ollig

Interviewing is an important skill under any circumstances. In a growing economy it can mean the difference between landing the "right job" versus just the "next job", or help determine the salary and perks you might be offered. In a down economy where there is increased competition for each position it means the difference between getting the offer and losing out to a competitor.

The current economic contraction is creating a much more competitive environment for job seekers. Since most of us are not professional interviewers and actually have limited experience interviewing for jobs, the entire process can seem intimidating. How can we improve on this important skill? While there is no substitute for a professional recruiter in assisting you with your career options and interviewing savvy, this article will attempt to provide guidance for everyone in their next interview - the seasoned veteran or the rookie on their first interview. After reading it, I hope you find useful information that can build both confidence for the interview as well as skill in negotiating this important part of your career search.

Start by recognizing that you and your potential employer have the same goal in mind: Both of you are trying to determine whether or not the position to which you are applying is a good fit for you and for them. Only by matching your needs as well as theirs can a successful long-term relationship ensue.

Despite the different tactics used, all employers are searching for the same answers in interviews. They seek to learn if an applicant has the required knowledge, skills, attitude, and personality to contribute and fit into the company culture and that the reverse is also true.


Key Elements: View the interview as a time to talk about your strengths and history of professional and personal achievements and, just as importantly to learn about the position, the organization, its goals and the people you might be working with.

• Be prepared with answers to the traditional interview questions - if you've heard it more than once you will probably hear it again.
  
  
• Aim for clarity, honesty and appropriate brevity. Stay on task and on topic. Often an interviewer has limited time for an interview and will judge you on what they believe is a "gut feeling" about you. It may be something they ate, but your chances of their "gut" feeling good about you are better when they have had a chance to have each of their questions answered. Going off on tangents and talking over silences does not add to your answer - it detracts from future answers.
  
  
• Concentrate on the employer's needs, not yours. Emphasize how you can help the company achieve its goals. Describe your past responsibilities and achievements and explain how the skills you bring will benefit the company.
  
  
• Be specific in your answers. Ask for clarification if you aren't sure what information they are seeking. This is very important. Asking them questions about their team and goals gives you a lot of information about their attitude toward work, their team, motivation for the future and the type of employee they are looking for.
  
  
• Take responsibility for communicating your strengths. Don't rely on the interviewer to pull it out of you.
  
  
• Ask questions at the end (see below). Once you have determined what you think the employer will be looking for, talk about examples of situations that showed your skills in those areas.
  
  
• Before leaving the interview express your strong interest in the position and ask how he/she feels about your qualifications for the position.
  
  
• Follow up: In our experience, 80% of job applicants do not send any type of follow up note, email or card. Always get a business card so that you can follow up with a thank you note or letter (your choice). Minimally include the following: Thank them for their time, mention specific things you learned that excite you about the position and your ability to perform it, and let them know you look forward to continuing the conversation.
  
  
  

Ask Questions: Be prepared to ask well-phrased questions of the interviewer. Here are some examples of general questions you can use as the basis for your own more specific list:

• What are the major responsibilities or objectives of this position?
  
  
• What would you consider the major challenges facing this position?
  
  
• Whom does the person in this position report to and work with?
  
  
• What's the work atmosphere like in this company?
  
  
• What happened to the person who previously held the position?
  
  
• Where do you see the company headed in the next five years?
  
  
• Tell me about your goals for this department, group and position?
  
  
• What are some of the challenges facing you as you try to achieve these goals?
  
  
• What are the key traits and skills you are looking for in the ideal candidate?
  
  
  

A note about Behavioral Interviewing

Behavioral interviewing is based on the theory that past behavior is a strong prediction of future behavior. If you have ever interviewed for or at my organization, you went through a chronological version of this type of interview. The interviewer asks specific questions seeking information about candidate's traits, skills, character, and performance based on examples of past behavior. By using these answers, the interviewer can rate the candidate based on past actions, not "gut feelings" or "intuition". The key in behavioral interviewing is to "paint a picture" of the reasons and thinking about the decision or behavior without bringing in unessential details.


Examples of Behavioral Interviewing Questions

• Describe a time when you have improved procedures in your company. Be specific.
  
  
• Tell me about a high stress situation when you needed to keep a positive attitude….What happened?
  
  
• Any open ended, general questions about accomplishments over time and how you reacted to or view the same.
  
  
  

Basic Interview Do's - the "To Do List":

• Look up the firm or company web site and learn as much as you can in advance.
  
  
• Be five minutes early.
  
  
• Bring something to take notes, three copies of your resume, references or letters of recommendation, etc.
  
  
• Be friendly and respectful to everyone, receptionists are often vocal about their opinions.
  
  
• Deliver a firm handshake, make eye contact throughout the interview and dress conservatively.
  
  
• Be specific in your answers… avoid rambling or getting off on a tangent.
  
  
• Send thank you notes to everyone you've interviewed with. See above.
  
  
• Ask clarification questions when unsure what is being asked.
  
  

Basic things to avoid - the "To Don't List"

• Don't comment on sensitive subjects (politics, religion, etc.).
  
  
• Don't discuss pay or benefits during your first interview. Focus on the position and your relative skills. When interviewing through us, we negotiate pay and other sensitive subjects for our candidates anyway.
  
  
• Don't cross your arms in front of you or use negative body language, wear excessive or flashy jewelry, chew gum or open a laptop during the interview, etc.
  
  
• Don't "talk over" the interviewer.
  
  
• Don't step into silences after your answer is complete. You cannot talk your way into a better answer - just out of one. It is called golden silence for a reason. If you cannot stop talking end your answer with a question of your interviewer to get them talking. "Did I answer your question adequately, Mr. Jones?" works nicely.
  
  
  

Try to stay positive – your job search will take time, but believing that the right job awaits is half the battle. Remember it is important that you learn what you need from this process in order to make the best decision about a specific opportunity. That is a two-way street and you should view it as an opportunity to learn about a new organization and career option for yourself. Implementing the tips detailed above will help you compete during periods of economic growth and during downturns. More importantly, I hope it assists you in landing the right opportunity - which is the key in any economy.


Marcus Ollig is president of The Advocates, a legal search, staffing and consulting firm. His practice focuses on mergers, consulting and lateral partner placement. Phone: 303.825.2600; email: mollig@targetedlegal.com.