PREPARING FOR INTERVIEWING

 Taking the time to gather information on the company before you speak or meet with them goes a long way in improving your chance of progressing through the process towards an offer. As extensions of the company, managers are flattered and impressed when people they meet for the first time are knowledgeable about their background, industry, company, and products.

 Today’s resources make the information gathering process quick and easy. The volume on information available and the vast number of resources can be almost overwhelming. 

 Obviously, a quick Internet search will typically offer you a stupendous quantity of information to filter through:

•  Visit the “free” section of sites such as Yahoo Financial and Hoover to check on their stock value and history, and determine their major competitors. If they are a privately held company and you know the name of one of their publically traded competitors, checking that firm’s history on the financial sites may give you related information on the privately held company.
•   Look for “user sites” for the company’s products to discover what their customers have to say about them. These sites in particular will be useful in developing questions to ask during your interviews. As in, “I have heard that your ladders typically collapse when extended above the half-way mark, is research being conducted to overcome that issue?” Or maybe softer issues, such as “I have noticed your stock seems to be gaining in value over the past few months.  Many people are recommending it. Do you attribute that gain to new product expectations or changes in management, or some other cause?”
•   Of course visit the company’s website and review it thoroughly, jotting down comments and questions as they occur to you. Include even trivial thoughts on your worksheet; as you complete your research, the ones that appear to be most important to your situation and interest will come to the forefront.
•   Check on-line industry publications and white papers for industry trends and how the company seems to compare against the competition. Make notes on industry trends and updated products. Develop those notes into several pertinent questions to ask during your interviews.
• Take the time to review the company’s competitors. Make notes and develop questions regarding those competitors and the competitive relationship between the companies.

 Social networking sites are treasure troves of information to use in preparation for interviewing. 

•   By searching by company name you can check to see if you already know people who are with the firm, or who may have worked there in the past. You can also figure out the companies from which they like to hire people, and what companies like to lure their employees away from them.
•   When you have a list of the individuals with whom you will be interviewing, check those people one-by-one. Sites such as LinkedIn will tell you how long each person has worked for the company, and where they worked prior to joining the company.  Checking the groups they have joined will indicate personal interests you may share. (If you sincerely share a particular interest, join the group.
•   Look at the pictures of employees to determine the company’s position on hair length and beards or moustaches. Notice if there seems to be a variance from one department or division to another. (For instance, beards may be acceptable in technical or internal roles, but discouraged in customer-facing roles.)

 My daughter-in-law, an Industrial Psychologist, came up with a trick I should have thought of myself. She goes one step further with the social networking sites and clicks on the references the individual has made for co-workers. She reads these carefully, making note of phrases and words they use to describe positive traits of others to determine what habits, talents, and performance they consider important, and tailors her own presentation to incorporate similar verbiage.

 There are numerous off-line resources to use in your research as well:

•   Check magazines and newspapers at the library for articles and information on the company. As you read through them, make appropriate notes to use in developing your questions.
•    Obviously, if you have personal contacts within the company, call and ask them what they know about the manager(s) with whom you will be meeting. Try to discover any corporate or divisional goals that may not be public knowledge. Ask abut the company’s culture and dress code. Ask if they have any suggestions for you or are aware of any pitfalls.
•     Call a couple of the company’s customers and do a reference check on the company. (If you can pass on favorable customer comments during an interview it adds a gold star to your rating.)
•  Give plenty of time and thought to developing your interview questions. Managers who interview regularly have been asked all of the textbook questions over and over. Developing your own unique set of questions establishes you as an individual who has given serious consideration to the opportunity within their company. Individuals who ask several carefully crafted appropriate questions are typically considered as more intelligent and aware of the industry and company.
•    Prepare for your interview(s) as though you already had the job and were meeting with your managers to establish goals and determine how to meet those goals. Develop questions that would help you in your role of helping the company. Draw on your past experience and expertise to project yourself into the role.
•   Select questions pertinent to the individual with whom you are speaking—market questions of sales managers, benefit questions of human resources, technical questions of the IT managers. Interviewers are more comfortable with individuals whom they can help. Try to avoid textbook questions. Ask questions that have real meaning for you.
•   Be certain at the onset of each interview that you and the manager are talking about the same position. Ask him to describe the opportunity and background requirements.
•    After you have determined your interest level in the opportunity and your ability to perform, you may ask a few relatively textbook questions regarding career path and turnover.

 If you have never read anything on neuro-linguistic programming, now is the time to do so. For those of you who have never heard of neuro-linguistic programming, it is the theory that each of us communicates in one of three styles at any given time: (1) visual, (2) auditory, or (3) emotional. In a nutshell, the theory is that if you incorporate similar style words or phrases into your conversation, your response will be more readily understood and accepted. Conversely, if, in communicating with an individual, you respond in a mode different from theirs, they will either not hear what you are saying, or will respond negatively. 

 A person will normally give off clues to their communication style by the verbs and adjectives used, by body language, or by eye movement just before speaking:

•   Visual communicators will often look upward (picturing the topic in their imagination) before speaking—to the left if they are remembering something; to the right of they are creating a new idea. They are likely to use picturing words to express their thoughts, i.e., “observe,” “dark,” “clear,” “perspective.”
•  Auditory communicators will frequently look directly to one side or the other (towards their ears) before speaking.  They may use words such as “harmony,” “sounds like,” “static,” “heard,” etc.
•    Emotional communicators will frequently glance downwards (towards their hearts) before speaking and may use words such as “like,” “feel,” “understand” “believe.”

 In a nutshell, the theory is that if you incorporate similar words or phrases into your conversation, your response will be more readily understood and accepted.

 One of the simplest books I have seen on the subject of neuro-linguistic program is an ‘80’s book called How to Make a Man Fall in Love with You. It might help a manager to just like you a little more.

 Mirroring techniques are an integral part of neuro-linguistic programming. 

 Most people employ basic mirroring techniques naturally when they are with people with whom they are comfortable or like. In its simplest form, it is the process of assuming a body posture similar to the person with whom you are communicating—legs crossed at the knee or ankle, leaning on one arm, head cocked, nodding, etc. Conversely, assuming a contrary body posture may indicate incompatibility or disagreement: turning away from the person, crossing of the arms to create a barrier, pushing a chair further away from the other person.

 One of the strongest illustrations I have ever observed was during a presentation for a well known job search support group meeting.  In the front row of about twenty chairs were clear examples of compatible individuals—with the exception of one person at the end of the row. An individual at any point in the row would cross or uncross his legs, or shift sideways in his chair. Within seconds, like a carefully choreographed chorus line flowing away from the initiating person, all the others would shift their position to mimic the first one—except of course, the poor soul at the end of the row, who maintained his original attentive but unchanged posture throughout the presentation. When I raised the point of mirroring, I am sorry to say I pointed him out as the wrong example. He had been—as I recognized—totally unaware of the chorus line activity; out of step, so to speak. As I suspected, his search seemed to be falling apart at the face-to-face meeting stage where he would typically experience a disconnect with the interviewer. He began practicing his mirroring body language throughout the rest of the session, reminded when necessary by his practice partners, and showed considerable improvement by the end of the day.

You already subconsciously know more than you realize about both mirroring and neuro-linguistic programming. Reading a quick book or several articles on the subjects and consciously monitoring your interactions with others should make you more aware of your own communication style and how to adapt that style to help establish rapport within the first few minutes of an interview.

•    Don’t try to become an expert, but read enough to become comfortable with the concept and practice interpretation by watching a few talk or reality shows or political speeches (this is an exceptionally good year for that). Observe the audience reaction to the speaker as well as the participants. 
•    Watch the natural interactions of acquaintances, guests at social functions and interpret the unspoken messages.
•   Practice the techniques on your friends and family members to see how it helps your communication.

 I like to recommend an “Innerview” to prepare for an “Interview.” Many times candidates make elaborate physical preparation before interviews, while neglecting the mental and emotional side of the equation. The more totally prepared you are prior to either a telephone or face-to-face interview, the more confident you will be in your presentation. Even if the interview does not proceed exactly as you had planned, you will be better prepared for having spent some advance time talking yourself through the anticipated discussion.

 Early in your search, compose a check list of physical and mental steps you need to take to get ready for an interview. Run through it prior to each interview. As you progress to the second and third interview stage you should be able to focus your review on specific goals of the department and manager with whom you will be working. Update your list as required.

 The day before your interview, sit down with a pad and pencil in a quiet, relaxed environment and review what you know about the opportunity and the company.

 List what you know about the requirements for the position on the left hand side of your paper; list your credentials on the right hand side. How do they stack up? 

List both subjective and objective requirements. Writing it down reinforces your knowledge much more than simply running through it in your mind. 

Condense into a sentence or two why you want the job, and why the company should hire you. What important short-term contribution could you make to the company? Long term? How does the opportunity match your personal goals and plans?

 If you tend to be unusually nervous in an interview situation, practice some relaxation techniques beforehand. Prepare an affirmation statement, (“I am an excellent and productive employee. I deserve the excellent salary I receive. All meetings proceed smoothly and productively, etc., etc.”) and repeat it to yourself as you look in the mirror each morning and evening and before you fall asleep at night. Repeat it again (silently please) while you are waiting in the reception area of the company, at traffic lights enroute if you are driving, or on the plane if you are flying.

 Run through this exercise before each interview. As you progress to the second and third interview stage you should be able to focus your review on specific goals of the department and managers with whom you will be working.

Carry your “innerview” notes with you to your face-to-face interviews. Knowing they are tucked away in your briefcase or pocket will reinforce them in your mind. If you have a few minutes between session, add notations about newly discovered aspects of the position, company, or managers you have met.

Now let’s talk about image. I know you’ve heard it before, but it is so true it bears repeating. The first few minutes or even seconds of any interview is going to weigh heavily in deciding your fate. If that first impression isn’t favorable, you’re going to have to work many times harder to get to the next step.

 We’ve all heard about presenting the right image—and we all think our own is good. Sometimes we’re right about this, sometimes we’re wrong. Either way, it’s best to go by the book:

Men—gray or dark blue suit, white, long sleeved, starched shirt, conservative tie, black or navy socks long enough to cover your calves when your legs are crossed, well-shined shoes. No cowboy boots unless you are applying for a cattle wrangling or motorcycle mechanic job (we conducted a search for one of these a few years ago.)

 Women—dark or neutral suit or tailored dress. No cleavage.  Read that again: NO CLEAVAGE. (I had a cleavage discussion with a female candidate prior to an interview.  She absolutely agreed.  Feedback I received from the company was that she wore a blouse that was low enough cut that she was clearly uncomfortable throughout the interviews.) Neutral stockings (no bare legs, please) low to mid-heel pumps. Minimal makeup and jewelry. Small handbag or a briefcase—not both.

 Regarding our persons, there are some things we can change, some we can’t, and some we shouldn’t even though we can. If I hurt anyone’s feelings, I apologize in advance, but if you’re afraid of getting your toes stepped on, you’d better leave the dance floor now:

•  If your hair is thinning or gone, don’t pretend you can hide it. Bald is not only beautiful, it is professional; trying to hide it is not. Please never lower the part in your hair and comb those remnants over to the other side. No matter how we smile about this, there are still men who do it. Other men laugh at their vanity and women pity them. (Strictly from a woman’s point of view, I’ve never heard one say, “Wow, look at that great looking guy over there with the six hairs combed over his bald spot!” I have heard plenty of them say, “Wow, look at the great looking guy over there.” “Where? Which one?” “The bald guy with the great eyes—or smile—or build.” [The absolute sexiest guy I know falls into this category!])
•  And if you can’t afford a wig somewhat above the quality of Burt Reynold's, don’t go that route either. Accepting and even flaunting your baldness is a sign of maturity and high self esteem—admirable qualities in a potential employee. (All right, ladies, this is one item that is primarily applicable to men—unless you are a woman of exceptional courage.)
•  And a little more about hair and the mature person. Put yourself in the hands of a capable hair stylist and let them work their will. If you don’t know one, ask the Vice President of Sales who they use (supposing of course, he doesn’t sport a comb-over). Hairstyles are one of the barometers of any era, and individuals who are still wearing a ten or twenty-year old style may be considered to have a mindset to match. If you don’t like the new style at first, don’t worry—ask some other opinions. And, you will either get used to it, or it will grow back.
•  By the same token, a too avant-garde style on a person of any age may signal a rebellious attitude or rash nature . . . beware!
•  If there is anything outside the norm in your grooming (long or “big” hair, neon colors, beard, mustache) bring it up in the first interview. Make it clear that if the style does not conform to the company’s guidelines, you are willing to make the necessary changes. You do not need to shave your beard or mustache before an interview, nor change your hair color, but bring the subject up and be sure they understand that if hired you will adhere to their policy or practice. Don’t wait for the interviewer to mention the subject, because they probably will not do so. But if the company frowns on facial hair, you may never hear from them again following the interview. Corporate culture vulture—and now you know why we call it a vulture.)
• Remove all jewelry from facial and body piercings. Hope they don’t notice the holes. Women may wear one set of matching earrings; men do so at some risk.
•  If your hands sweat, apply an antiperspirant to your palms for several days prior to the interview. They work by shrinking the pores, so only the stickiness washes away if applied regularly—the protection remains. Even better is a 10% or 20% aluminum chlorohydrate solution normally recommended for excessive perspiration of the feet, but you may need a doctor’s prescription for this; check with your pharmacist.

 Do more than just think about what you will wear to the interview. Check your garments and shoes. Are they cleaned, pressed, shined, coordinated? If you are indecisive in these matters, do “dress rehearsal” the day before, not in the morning when you are scrambling to get ready. Group your ensemble together in your closet for easy access—and try not to make last minute changes.

•    Assemble an emergency repair kit to tuck in your briefcase or handbag: An extra button, pre-threaded needle, safety pins, spot remover. A few strategic staples can save a lost hem or seam in an absolute emergency, but the repair may not go unnoticed.
•   Please remember your mother’s advice and make sure you have a clean handkerchief! (I had a candidate once who literally blew an opportunity because he had to use his napkin in place of a handkerchief.)

 If you will be traveling to another city for the interview, you can expect the company to pick up the expenses. They may prepay the flight, or you may make your own arrangements and turn in an expense report for reimbursement.

•  If time permits, it is usually preferable to have the company make your flight reservations. Otherwise, if you are interviewing heavily, it won’t take long for your travel expenses to reach frightening proportions while you wait for reimbursement from the companies.
•  Cover how expenses are to be handled in advance of the trip, and if you are pre-paying, don’t be bashful about asking how soon you can expect reimbursement. Ask if they have a way to prepay the flight for you.
•  Plan on traveling coach class or paying for first class upgrade yourself. And the same criteria applies to overnight accommodations and meals.
•  Most companies receive corporate rates at hotels and prefer to make accommodations for you.

Now, how about a little exercise to make sure you are prepared:

PREPARING FOR INTERVIEWING EXERCISE

1. Pick three companies in which you are interested and use either Internet or off-like resources to determine each company’s culture. Research and review the direction and goals of the company. Write several paragraphs describing how your experience relates to those goals.

 2. Review at least three competitors of each company. Compare and evaluate with your selected companies. Jot down several observations of those comparisons to use in your interviews. 

 3. Choose a manager from each company and review social network sites to determine his communication style. Develop several paragraphs about yourself and your experience to match that style.

 4. Develop a set of questions which you would want answered about any company or position before accepting employment. List at least 20 questions. Separate them into categories relating to benefits, technology, business planning, etc.

 5. Critique your interviewing wardrobe. 

6. Observe and describe the mirroring behavior in several social settings. 

Good luck!