Overcoming interviewing’s fatal flaws

by Lorraine Lavet
For Virginia Business
August 2005

In today’s competitive job market, especially in the talent-rich mid-Atlantic region, experience, professionalism and integrity are often not enough. Interviewing skills are essential, even for seasoned executives — because many of them have not had many structured interviews since college. Securing a position hinges on the ability to communicate with potential employers. While job hunting, here are a few tips to present yourself in the best possible light:

1. Respect: A job seeker’s first (and often last) chance to be considered for a fantastic opportunity may be a call from a junior researcher at an executive search firm or a lower-level manager of an HR department. Don’t underestimate this individual, as he or she reports to the partner or vice president in charge of the search. Be polite and respectful.

2. Find “coaches” who know the game: Savvy job seekers find “coaches” — executive recruiters, former or current company employees, investors, vendors or analysts — who know the organization’s culture, challenges and management style.

3. Risk management: Conduct a thorough analysis of the organization, its competition and the job itself. Calculate the upside/downside ratio to determine whether this opportunity is a sound investment for your career.

4. Anticipate the unexpected: Prepare questions about the job opportunity and decide what strengths to emphasize. By subtly taking charge and guiding the exchange, the interviewer will come away with a positive impression.

5. Be yourself: Don’t rehearse for the interview so much that you seem unnatural and stilted. Relax and engage in conversation.

6. Confidence, not arrogance: Your de-meanor should project confidence but should never spill over into arrogance. Assess the interviewer’s reaction to initial statements and make adjustments to your communications style.

7. Show discretion: Some executives tend to share too much information. Keep examples brief and highlight achievements.

8. Your reputation precedes you: The company will have researched your background extensively before a face-to-face interview. Friends and former colleagues may be contacted. Executives should be genuine so that their reputation is consistent with the “real thing.”

9. Too good to be true: Many job seekers think the best references are those who provide glowing reviews, but search professionals and employers prefer realistic references that show consistency in strengths and weaknesses.

10. Small gestures communicate volumes: After interviews, send a personal note to each individual. Continue the relationship by periodically sharing interesting articles or noteworthy industry information. This signals that you are serious about the position and are participating as a team member.

The good news for local executives is that job market conditions continue to improve. But the bar remains high. To get that competitive edge, do your homework, find out what issues or problems the company is trying to solve, show how you can help, and handle the negotiation stage with care.

Lorraine Lavet is office managing director for Korn/Ferry International in Tysons Corner and heads the National Trade Association Practice. She specializes in the recruitment of senior-level executives for trade associations, federal and state governments, and technology companies.