How to nail SME interviews in 6 steps

When it comes to interviewing SMEs, I have to put forth some energy to ignite my inner extrovert to get the best information so that we can build strong resumes and win more work.

If you want to get the most out of your interviews and stack the deck in your favor with clients, follow my 6 steps for interviewing SMEs…

Step 1: Do Your Homework.

·??????Do your due diligence by reading their past resumes and conducting your research of the role and requirements.

·??????Read up on existing subject matter material and gather background information such as job history and previous resumes well in advance.

·??????Read the RFQ/RFP so that you understand the client’s requirements and duties of their role.

Bottom Line: If you do nothing else, be sure to follow The Cardinal Rule of interviews… Never call up an SME without thoroughly developing a clear list of questions.

Step 2: Prepare and Over Prepare.?

·?????? If you do your research well, a number of questions should naturally arise, making it easy to develop an outline and get organized before your call. You can also use the RFP and the proposal outline to help you prepare your questions.

Bottom Line: Whatever you do, make sure you are laser focused during the interview and respectful of their time – you’re likely dealing with SMEs who are high in demand.

Step 3: Schedule Your Interview with Confidence.

There are three things you can easily do that will immediately make you more confident.

1.?????Approach your SMEs with 2-3 options for dates and times to schedule.

2.?????Have a set time limit for the interview.

3.?????Provide the SME with some background information on your purpose and overall goals for the call.

Bottom Line: Take control of the process, but be respectful of the SME. And remember, no two SMEs are the same, so (as if I haven’t said it enough)... do your research ahead of time.

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Step 4: Conduct the Interview (And Don’t Stress It)

Don’t stress out about capturing every detail you need for the proposal on the first go. Don’t forget you can record the interview, ask questions if you don’t understand something, and schedule follow-up conversations when needed.

Bottom Line: Come to the table as prepared as you can be, but also set expectations that you may need follow-up conversations to finish the interview process with SMEs.

Step 5: Follow Up to Fill the Gaps.

You’ll gather additional details after you’ve written your initial content but before red team.

If you don’t feel the win themes are strong enough in your first draft, go back to the SMEs and keep asking why. Peel back the layers to get stronger and stronger writing.

Bottom Line: Use this step in the process to assess what you have and what you still need to strengthen your proposal.

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Step 6: Review and Fine-Tune.

Use your last round of questioning to find the holes, fill in the gaps, and clarify any conflicting information. You can also use this step to validate the accuracy of the design, estimate, and schedule proposed.

Bottom Line: Don’t consider your document complete until your SME has signed off on it. Not only will this help build trust with the SME, but it will ensure that your win themes are well-defined and give you a competitive edge.

Okay, that was a lot, but I hope it was helpful.

Talk soon,

Angie “The SME Whisperer” Wolfe