view, such as the timing of the interview, the industry, or the particular firm/interviewer. The structure outlined below is that of a ‘typical’ interview.
SMALL TALK / GREETING
Key Issue: Do I want to work with you?
Anecdotally, it is said that the interviewer forms an opinion about you in the first 60 seconds and then uses the rest of the interview to validate that first impression.
• Look in the mirror before entering the interview area. Make sure your hands are dry.
• Give the interviewer(s) a firm handshake with eye contact. Smile! • Don’t sit down until you’ve been invited to sit down or until the
interviewer sits down.
• When introduced to the interviewer, it’s important to remember his/her first name and the group/team he/she works with in order to tie answers to their role and ask appropriate follow-up questions. You don’t need to write down names or any details at the beginning of the interview because you will be able to ask for a business card at the end. Moreover, starting the interview off writing is distracting and can lose the engagement of the interviewer.
From the moment you are called for your interview, the interviewer is likely to engage you in small talk. The goal of small talk is to develop a rapport and a “conversational flow” for the rest of the interview. If asked, “How are you?” give a positive, upbeat reply. Return the question. The interviewer may ask about one of your “additional” points on your resume; if so, use the opportunity to give some insight into your motivations that make you a good fit for the position. If you’re asked about an interest or an experience, ask the interviewer if s/he has the same interest or has had a similar experience. Be conscious of the interviewer’s style, and try to match that style. Stay positive.
FIT / BACKGROUND QUESTIONS
KEY ISSUE: What brings you here?
Your odyssey — which is a roughly 2-minute story that answers the question, “What brings you here?” — sets the tone for the entire interview. Sample odyssey questions include: “Tell me about yourself.”
“Walk me through your resume.” “Why this industry?” “Why do you want this job?” While the odyssey theme (namely, why you fit the job) would
be the same for each of these questions, you still need to know the difference and be able to adjust the odyssey to answer the question at hand.
Elements of a strong odyssey:
Compelling Introduction
• What sparked your interest in the function or industry for which you are interviewing?
• Tell a story that illustrates that you have a strength, skill, or life experience that connects you to this function/industry and makes you a good fit.
• Help your listener understand what motivates you (“what makes you tick”).
PREPARE AND INTERVIEW
For more in-depth information and advice, refer to Ross’s Advice for On-Site Interviews & Super Days handout — a checklist for before, during, and after on-site interviews: bit.ly/SuperDays.
Your Experience
• Segue to choices you made that helped you figure out what you enjoy and are good at that match the position. • Highlight projects, achievements, jobs, and/or college
activities that are relevant for the position for which you are interviewing.
• Mention what you’ve liked about what you’ve done that fits well with this position.
Tying it All Together
• How everything you’ve said has led you to this function/ industry/company.
• Three unique and personal reasons why this company appeals to you, with reference to attributes of the company’s products/ services/culture.
• Implicitly or explicitly it should be clear, “...And that’s why I’m here today.”
AND REMEMBER...
• It isn’t possible — or useful — to cover all the issues referred to above, so focus on elements that create a convincing story to support your interest, fit, and aptitude for the position and company for which you are interviewing.
• Don’t just list the jobs/positions/extracurriculars you’ve had! Instead, explain the why behind your choice of activities, and highlight skills used/gained and accomplishments.
• Tell a story in which you are the main character and in which the pieces tie into “Why this job?” and “Why me?”
• Highlight any ‘aha moment’ or turning point that got you on the path you’re on.
• Make sure you have at least three well-thought-out and well-researched reasons for “Why this company?’’ • Know your story, but don’t memorize it (use short bullet
points); you should sound authentic and original. Your energy is as important as the content!
BEHAVIORAL QUESTIONS
KEY ISSUE: Can you do the job (transferable skills and
accomplishments)?
Behavioral questions typically take the form of asking for an example of when you exhibited skills and traits the recruiter is seeking. You may also be asked to expand on certain bullet points on your resume. Regardless of how a behavioral question is posed, your answer should be 1.5-2 minutes long in the form of Headline — Compelling Example using Context-Action-Result (CAR) — Takeaway, providing details about what you’ve done. Use different examples for different questions. Refer to the “Interview Response Technique” on pages 39-41 for details on structuring your reply and building a story bank.
Be prepared for the interviewer to ask follow-up questions. The interviewer wants to get at details and learn more about your abilities, decision-making, and character. Take a moment to think, and continue to use the CAR format for your answers.
Part 1: Direct Response or “Headline”
Start with a one-sentence answer to the question; your claim. Part 2: Support: Compelling Example
Support your claim with a story in the CAR format: Context => your Action(s) => the Result.
Part 3: Takeaway
Conclude with what you took from the experience; e.g., an import- ant lesson or insight that fits one or more of their requirements.
TECHNICAL / CASE / STRESS QUESTIONS
KEY ISSUE: Can you demonstrate the relevant business
knowledge while under pressure?
Responding to technical questions involves: 1) displaying relevant business knowledge and 2) using analytical processes. You’ll need to collect your thoughts before responding; use that time to identify the information and analytical processes you’ll be using. Start at a high level, and then work your way into the details through follow-up questions. Systematically talk through the analysis leading to the an- swer, so that the interviewer can appreciate your thought processes. You may find yourself in a discussion that is very industry-focused, for example, “What are the main opportunities and threats facing the X industry?” The interviewer may want to test your knowledge of the industry by getting into a discussion of this sort. Make sure you are prepared to discuss key trends and issues of the industry. Keeping up with current events will also be of help to you. It’s important to remember that the interviewer is looking for your opinion, not just the facts or the opinions of others. Hence, it is important that you take a stance, rather than being indecisive because you are worried about being wrong.
Sales interviews may include questions such as, “Sell me this pen,” but other interviewers may ask it as a question to see how you behave under stress. (When asked to sell something, focus first on finding out more about the customer.) Other ways that interviewers may test your reaction to stress include interrupting you while you are talking, or asking, “Entertain me for a couple of minutes,” or “Why is your GPA lower than other candidates I’ve seen?” In situations where the interviewer is trying to throw you off balance, remain calm (pause and breathe) and don’t take it personally. Continuing to use the “Context-Action-Result” format will help you tell clear stories even when under pressure.
QUESTION FOR YOU: WHY DO YOU WANT THIS JOB?
KEY ISSUE: Are you really interested in this job and in this firm?
Ideally, your opening odyssey included why you want this role and this company, but the interviewer may probe further to determine how serious your interest is. You should have at least three unique and personal reasons for why this firm and role are ideal for you, with details to back up these reasons. Answering this question well requires research and networking. Base your answers on the alignment of your interests, skills, values, and ambitions with specific aspects of the role and the firm, with particular emphasis on what differentiates the firm’s culture, strategy, structure, etc. from its peers. These answers include your personal experience; for instance, a close mentor who told you about the firm, or your having felt welcomed at the firm’s recruiting events. Be specific in your reply.
QUESTIONS FOR THE INTERVIEWER
KEY ISSUE: How well do you know the firm?
Prepare a few questions beforehand based on your research and also be ready to ask questions based on topics discussed in the interview. Make sure your questions are appropriate for role of the person interviewing you. Ask questions of honest curiosity that show knowledge about the organization and/or questions about the interviewer’s own experience and opinions. Respond to the interviewer’s reply to show your interest. If appropriate to the flow of the conversation, ask questions during the interview, not just at the end. Do NOT ask for feedback on how you did in the interview!
CONCLUSION
KEY ISSUE: Can you close with a positive impression?
Before the interview ends, take the opportunity to mention things that you didn’t have a chance to bring up and that are relevant to the position. At the end of the interview, express enthusiasm for the posi- tion and the company. Ask the interviewer for a business card, thank him/her/them for the interview, and leave with a strong handshake. After the interview, immediately make some notes of key points. Send the interviewer(s) a thank-you email within 24 hours; refer- ence a key point and reiterate your interest. Following up with a handwritten note is a nice touch and can help you stand out.
ADDITIONAL DOs & DON’Ts:
DO make sure that you can tell a many-layered story about typical
interview topics and each of your resume bullet points.
DO turn off your cell phone (not just the sound).
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DON’T lie. If you get a question for which you don’t have an
answer, tell the interviewer that nothing comes to mind at the moment. If something occurs to you later, you can try and work it into the conversation or put a brief reply in your thank-you note.
DON’T exaggerate your role or accomplishments, or make
claims that you cannot support with an example.
DON’T try to create answers you think the interviewer wants to hear. DON’T speak negatively about previous bosses, teammates,
faculty, etc.
DON’T undersell yourself or apologize for shortcomings. DON’T ask about salary or benefits.