Winning the Interview

Winning the Interview by Doug Maxwell, CSPC

Many potentially great candidates spend hours and hours creating a world class resume that walks and talks, sings and dances, differentiates them from the rest of the pack and ultimately accomplishes the mission. The mission of the resume is really quite simple-to get an interview. Nobody ever hired a resume. These same great candidates often shoot themselves in the foot by not preparing for the interview with the same degree of professionalism and focus. Therefore it is important to craft a resume that is heavy on quantifiable accomplishments and literally shouts at whomever is scanning it, "interview this person!!!" Then, when you get there, make the most of the opportunity.

The goal of each interview is to advance the process. If the process is a four-step process, each step's goal is to move to the next step. Ultimately, the goal is to get an offer. Some companies only conduct one interview. The next step in that process is to get an offer. The final goal is always to advance to the final step-getting an offer.

In order to differentiate yourself from most (or all) of the competition, here are eight tips for winning the interview.

(1) Do some thorough pre-interview planning and research. Learn everything you can about the company and its culture. Check out the website, read trade journals, talk to people you know in their industry to gain as much background and insider information as possible. Make it your goal to inject information during the first interview that indicates you have done your homework. You will now have a distinct advantage over others who have not. The interviewer needs to know you are seriously interested. Don't assume they do.

(2) Compile and bring a personal performance portfolio to the interview. This accomplishments file can include: performance evaluations, recommendation letters, congratulatory and/or thank you letters, company announcements of awards, copies of news releases or trade publications that mention your name, and samples of work product (as long as the information does not violate company confidentiality or divulge client information). Specific examples that illustrate that you have contributed to the bottom line by increasing revenues or reducing costs that are quantifiable (and true) will always get the attention of the decision makers at prospective employer companies. Some people are hesitant to do this because they consider it in bad taste, or "over the top". How can you try too hard to let this interviewer know that your accomplishments have been outstanding? Give yourself the edge over others who have not invested themselves in the interview as much as you have.

(3) Bring a fresh copy of your resume. Check to be sure that it is perfect, neat and clean with correct spelling and punctuation. Be sure that it is "accomplishments oriented", not "duties enumerated". Beware of spell check. "Manger and manager" will both pass inspection with spell check. Were you a sales manger, or a sales manager? "Claims and clams" will both be acceptable to spell check. In your last insurance job did you examine claims or clams? Proof read your resume.

(4) Dress the part. Look great. The interviewer may be dressed business-casual, but it is always better to be overdressed than underdressed for the initial interview. An exception to this rule is that if you are coming from work in a business-casual environment, and don't want to tip off your current employer. In this rare case, just explain it to the interviewer. A better approach is to allow extra time, and change clothes prior to the interview into the attire that will give you an edge over those who did not. Little things mean a lot.

(5) Be an active listener, and DON'T INTERRUPT. Try to discern what is most important to this manager (or these managers), and respond to their questions in a concise and sincere manner. Always be as specific as possible when discussing how you would handle a situation by making reference to examples from your career. Examples should be well thought out and consist of 3 parts;
a) Think of a problem/challenge that impacted your employer's business.
b) Discuss your specific role in the solution
c) How your employer benefited from the solution.
Further more, it is important to be able to discuss how you can provide those same results to potential employers. Interviewers are more interested in specifics from your background than in theories. No-one wants to hire a rambling generalist. Everyone needs a decisive and confident key employee.

(6) Be prepared to discuss everything on your resume including short-term employment, and the reasons why you have changed jobs. If you made a mistake by accepting a position that turned out to be less than it was represented to be, just say so. Chances are the person interviewing you has done the same thing at some point. Honesty with a positive attitude is always the best approach. Never, never, never discuss a previous employer in a negative fashion. Look back on your career as a series of learning experiences that have brought you to where you are today, and find the positive in each of your previous situations. Be sure that your reasons for changing jobs do not convey the impression that you are a sour malcontent. The bottom line is that managers want to hire strong team players with a positive attitude who will work hard, be reliable and make them look good. Your goal is to convey that you are that type of individual.

(7) Don't be coy. Express your interest in the position and ask what the next step will be. Do not try to play "hard to get". Let them know you are excited about joining their team. The interview process is a relationship under construction. Most people like to continue relationships with people who seem to be interested in them. Interviewers are people too. Here are some sample questions you may want to ask at the end of the interview in order to advance the process:

"Based on our conversation today, and my background, how do you see someone like me fitting into your organization?"
"What concerns do you have about my ability to successfully perform this job?"
"What kind of results will you expect from me for the best possible job evaluation in the first year?"
"I am impressed with your company and I would like to be a part of what you are doing. What's the next step?"

(8) Try not to discuss money during the first interview. If the interviewer presses the issue, tell them what you are currently earning, and break it down between base and bonus or commission (or what it was in your most recent job). Then tell them that you are sure they will make you a fair offer. Toss the ball to them rather than overprice yourself, or sell yourself short. If they press the issue, just ask if you are within their range, and if they say yes tell them again you are confident they will make you a fair offer.

All other things being equal, chemistry will make the hire. If you have prepared yourself better than your competition, the likelihood that your future employer will want you instead of them is much greater.

About Doug Maxwell
Doug has been a perennial Pacesetter at Westport One for the past 10 years. Focusing in the Insurance and Financial Services industry, he has successfully conducted over 1,000 searches across the nation.