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Consulting toolkit   interviewing skills Consulting toolkit interviewing skills Presentation Transcript

  • CONSULTING TOOLKIT Consulting Skills: Interviewing Skills© 2007-2012 IESIES Development Ltd. All Ltd. Reserved © 2007-2012 Development Rights All Rights Reserved
  • Informational interviews are not the same as job interviews orinterrogations…….A guided conversation……… © 2007-2012 IES Development Ltd. All Rights Reserved
  • Informational interviews are critical because it is the information inour heads that is usually the key to solving management problems Decision processes, assumptions, forecasts, beliefs, opinions, judgements, fears, values, culture, expectations, motivation, insights, ………. © 2007-2012 IES Development Ltd. All Rights Reserved
  • There are basic skills that will maximise your chance to get important interviews•Plan who you want to interview from your issue tree: – What information are you looking for? – Who is likely to have that information? – What else can you ask them about? – What is the best way to approach them?•Best way - Ask your client to set it up!•Be exact in the logistics – when, where and who will make the call•Be honest – say who you are and what the general purpose of the interview is. Confirm with client you can use their name.•Be confident and persistent•Practice basic networking skills – Chatting up assistants – Ask everyone to suggest 2 others © 2007-2012 IES Development Ltd. All Rights Reserved
  • Preparation is very important…..you might only get one chanceto do the interview Moving from the 7S to the 7P Framework……………… P rior P reparation and P lanning P revents P iss P oor P erformance © 2007-2012 IES Development Ltd. All Rights Reserved
  • Your interview will be more valuable if you build rapport withyour interviewee• The first 15 seconds• Lay the groundwork –Explain the purpose of the interview –Check confidentiality• Use body language• Active Listening –Paraphrase and summarise –Follow-on questions –Focus on the other person –Non-judgemental• Interest and curiosity [people know if you are just going through the motions]• Start with easy questions, work up to the harder questions• Easiest way to put yourself in the right mindset – assume rapport already exists! © 2007-2012 IES Development Ltd. All Rights Reserved
  • During the interview, you will need to guide the conversation•Probe beyond the superficial•Be flexible•Don’t judge, or lead•Come at important topics from multiple directions•Watch your time•Value relationship above task © 2007-2012 IES Development Ltd. All Rights Reserved
  • Interviewing can also be used to engage your client in yourproblem solving What is Heisenburg Uncertainty Principle? “the act of observing something changes the observed” How does this apply to your interviews? © 2007-2012 IES Development Ltd. All Rights Reserved
  • Your interview questions will stimulate your client’s thinking –use them wisely! Don’t think about blue elephants! © 2007-2012 IES Development Ltd. All Rights Reserved