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Ace the Executive Interview: Strategies for Leaders
An Article by Sharon Graham, CRS, CIS, CPRW, CEIP
Graham Management Group
If it has been a while since your last job interview, you will
find that there are some significant changes in the way leadership
interviews are conducted these days, and what is being expected
of the interviewee. To be effective, you must step into every meeting
armed with your talent, knowledge, and the tools to present yourself
as an exceptional leader and a valuable asset. If you apply the
following strategies to your rich experience, you will surely “Ace
the Executive Interview”.
Prepare a Career Summary
As a leader, you are likely to encounter a series of meetings during
your interview process. Through each step, you will run into a number
of individuals that will be interested in learning about what you
can offer. You may meet with each interviewer separately or in a
group, on an “interview panel”. So, be prepared to provide
a short introduction and brief career summary, which you are likely
to repeat a few times.
Since our current business environment greatly determines how we
must respond in an interview, you are likely to find that many of
the issues that you encountered during your most recent position
will be similar to the concerns that your prospective employer needs
to deal with. So, before you step into your next interview, review
the issues you have had to wrestle with and resolve in your recent
career.
Rather than “telling” what is already on your résumé,
use your career summary statement to “sell” yourself.
Highlight the value that you bring to the table and give examples
that relate to the company and position for which you are applying.
Know the Industry and Organization
As a leader, it is critical that you are knowledgeable about the
industry, organization, and stakeholders. Be assured that the quality
of your research will separate you from the other candidates.
You must be up on the current market and how it pertains to your
prospective employer’s business needs. Investigate industry
associations and read material on their websites or in their newsletters.
Consider contacting industry colleagues and business partners that
you may be able to leverage once you take on your new role. Ask
your contacts to relay to you current developments and issues concerning
the industry.
Before your interview, research your prospective employer as thoroughly
as you can. Visit their website and make sure to investigate key
corporate information that will give you insight into the important
aspects of the position and the business. Determine the company’s
vision and mission. Download and read their annual report if it
is available. Identify the company’s key decision makers and
stakeholders and learn what you can about their backgrounds. Read
the HR section and learn about the company culture. Review recent
press releases issued by the organization. They will give you important
clues and glimpses into the organizations initiatives and future
business plans.
If there is a job posting available, make sure to review it and
study it thoroughly. Go through each requirement line by line and
determine which of your accomplishments will best meet each need.
Your prospective employer knows that your comprehensive knowledge
will directly affect your ability to deal effectively with the issues
that you will encounter. Once you have learnt all that you can,
prepare a few detailed and specific scenarios and some concise accomplishment
statements to demonstrate that you are the ideal candidate.
Study Your Timelines
During your interview, it is likely that questions will come up
regarding what you did and when you did it. Your interviewer will
probably have your résumé at hand and should easily
be able to refer to points that you are discussing. Make sure to
know the exact start and end dates of all the positions that you
have held.
In addition, when you are discussing accomplishments, you must
be able to clearly tell your interviewer when you did what you did.
If you start fumbling during this process, you may appear to be
less than truthful. Therefore, it is quite helpful to know these
details thoroughly.
Impress Everyone You Encounter
You must make a positive impression to all the people that you encounter
during the interviewing process. Many decision makers will invite
opinions from their co-workers and subordinates and be influenced
by their input. Always treat the receptionist, assistant, and recruiter
with the utmost of respect.
If you are in a panel interview, make eye contact with the other
people at the table when you can. Respond to the person that asked
the question and give every response the time that it deserves,
regardless of what level that individual holds.
Display Confidence Not Arrogance
A senior level candidate must appear confident, but not arrogant.
During the interview do not be controlling or dominate the conversation.
Do not name-drop, unless you have a valid business reason for bringing
that person into your discussion.
Employers are looking for leaders that have interpersonal skills
to connect with and positively motivate their staff and coworkers.
When outlining your accomplishments, never exaggerate or brag. If
your successes were part of a team effort, do not take a greater
role than you deserve or imply that you did it alone. If you feel
that you are coming across too strong in outlining your accomplishments,
try replacing the word “I” with “We”.
Demonstrate Cultural Fit
A large portion of your executive interview will be geared towards
learning if you are the right “fit” for your potential
employer. In order for you to make an impact, your personal qualities,
values, and associated behaviours will need to match the organization’s
needs. Your prospective employer will want to find a leader who
will passionately share their vision. Therefore, it is critical
that you have the personal characteristics and insight to help them
get there.
During the interview, focus on cultivating a personal connection
with your interviewers. Build chemistry with them by interacting
in a pleasant and relaxed style. To demonstrate cultural fit, concentrate
on your soft skills such as your strong work ethic, interaction,
and team building abilities. What you say is just as important as
how you say it, so remember to stay positive and smile often.
Use “SAR” To Your Advantage
Prospective employers look for leaders that can get their point
across clearly and concisely. You need to use vivid stories to capture
the interviewer, draw them in, and create a lasting impression in
your interviewer’s mind. Make sure to keep your storytelling
concise and to the point.
An effective technique that you can use to prepare your responses
is the SAR technique. Create responses that include a brief description
of the situation, issue, or problem that you encountered. Outline
the action that you took to resolve the situation. Then tell the
interviewer the result or outcome, and how it positively affected
the bottom line.
Communicate Clearly and Confidently
It is essential to be able to convert the organization’s strategic
vision into language that is easily understood by everyone. You
will need to show your interviewers that you have the ability to
make others feel connected with the organization, its goals and
vision. Be aware of who you are speaking to. Make sure to talk to
the level of the person who asked the question. Do not use sophisticated
terms or technical jargon unless you are sure that the person that
you are responding to will understand your response.
When communicating about a large issue or accomplishment, start
with the “big picture” overview and smoothly work your
way through to your final point. Try to keep your answers concise.
Do not overwhelm the interviewer with peripheral details or information
that does not directly add value to your point.
Focus on Achieving Immediate Results
Years ago, it was common to be asked by an interviewer about your
long term prospects because loyalty to one organization was valued
quite differently than it is today. Organizational values have moved
to favour speed over stability. Most organizations today are looking
for leaders that can produce results quickly.
Since these employers tend to value immediate results over company
allegiance and longevity, it is in your best interest to focus on
what you can do immediately upon hire. In your discussions, use
examples of how you resolved issues and instituted positive change,
in a decisive way. Demonstrate how you produced results that impacted
the bottom line within a short period.
Concentrate on Creating Organizational Synergy
Years ago, the ability to build solid teams and change corporate
culture in a systematic, long-term process were of utmost importance.
This is still important today, but because of our fast-paced environment,
it is equally important to be able to create teams with the flexibility
and adaptability to deal with change inside and outside the organization.
Show how you can help the organization to deal effectively with
the constantly changing business environment. Demonstrate your ability
to create synergy and motivate individuals and departments to work
together no matter what comes their way.
Show How You Manage Major Transformations
Prospective employers are looking for leaders that will build on
and improve their organization. You must be able to show the ability
to transform the organization and lead it into a strong and healthy
future.
Our business environment is in a constant state of flux. Many organizations
are continuously undergoing major transformations in the form of
mergers, acquisitions, centralization, decentralization, downsizing,
upsizing, restructuring, and so forth. In order to address this
need effectively, you will need to deliver some stories that outline
your ability to plan and lead organizational change initiatives.
Highlight how you can institute stability during a state of change,
all the while maintaining strong financial performance.
Appreciate the Power of Technology
Development in technology will not be slowing down anytime soon.
It is likely that you will need to show how you can exploit appropriate
technological advances to improve the company’s market position
and take advantage of emerging business opportunities.
Since your interviewer will be more interested in the “big
picture”, rather than focusing on your personal technical
skills, use examples of your achievements to demonstrate that you
are comfortable with technological change. Show how you can harness
technology to meet the organization’s needs and deal effectively
with the bombardment of technical information.
Answer Unasked Questions
Many interviewers have difficulty asking appropriate questions to
leaders, so if you feel that there were some points left unsaid,
you must find a way to bring them up. Know what information you
want to communicate and make sure to answer any questions that you
feel should have been asked.
If there is a point that you would like to bring up, you can ask
a question related to that area. When you receive your response,
you can follow up by introducing your point. In addition, you can
certainly take the initiative to indicate to the interviewer that
you have some additional details to share with them. Your prospective
employer will want to know all the pertinent information to select
and appoint an effective leader.
There is no doubt that you must conquer the executive interview
to open up the doors to the next phase of your professional career.
Take charge of the interview knowing that you have the background,
knowledge, and ability to successfully meet your prospective employer’s
needs. With interview success, you will be well positioned to receive,
evaluate and accept a top-notch employment offer!
Sharon Graham is a certified professional resume writer, employment
interview strategist, and author of Best Canadian Resumes. She assists
job seekers though her consulting firm Graham Management Group,
www.GrahamManagement.com and is executive director of Career Professionals
of Canada. You can reach Sharon by e-mailing info@GrahamManagement.com
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