Interview techniques

1. Interview Skills
Emma Chilvers
Tony Dutton

2. • Interview etiquette
• What employers look for and types of questions
• How to demonstrate that your skills match required competencies
• How to structure responses and to convey the message
• Understand sources of confidence and how to use them
Objectives

3. • Many years of interviewing experience
• Specific recent experience of 1:1s with 2012/13 MBAs
• Feedback from 2012/13 graduates
• Feedback from employers
• Building on ‘Marketing Yourself’ workshop
• Role plays/fish bowls
How?

4. • How to approach interview preparation
• Framework for structuring how to convey brand and competencies
• Importance of Preparation, Planning, Practice
• Greater confidence
Outcomes

5. Lessons from MBA 2012 – 1:1 sessions
• 1:1 mock interviews were not treated as ‘real’ – too casual, ill-prepared
• Poor or no ‘elevator pitch’
• No thought about competitive advantage with respect to the role
• Lack of market/product knowledge and relevant news and opinions
• Poor use of resources: LinkedIn, Annual Reports, JBS Tools
• Lack of structure in answers
Interview Etiquette

6. Lessons from MBA 2012 – 1:1 sessions
• Non-verbal communication - fidgeting, lack of composure, poor posture
• Talking too quickly (out of nervousness)
• Not listening to the question being asked and/or not answering properly
• Overly formal and stilted - over-prepared - not letting "real person" show
• Lack of authenticity
• Lack of sincerity when using emotive words like ‘passionate’, ‘committed’
Interview Etiquette

7. Interview Etiquette
The Basics: on creating impact
• Firm handshake
• Respect personal space
• Maintain eye contact
• Hygiene : smoking before the interview; spicy food; alcohol…
• Smile - project a positive image

8. The Basics: on delivering
• Take your time. It's perfectly acceptable to collect your thoughts.
• Don’t be afraid to ask the interviewer to repeat the question
• Be concise, but don’t give one word answers.
• Speak slowly and clearly.
• Bring colour to your tone of voice!
Interview Etiquette

9. Interview Etiquette
The Basics: on messaging
The 3 P’s:
• Positive – avoid negative inferences - eg ‘I didn't enjoy x' …
• Pertinent — resist urge to elaborate on non essentials, tell tales, or
bare your soul.
• Precise — be brief, succinct, and specific, always backing up

10. Interview Etiquette
Importance of Body Language
Source: Albert Mehrabian Professor Emeritus of Psychology, UCLA

11. Interview Etiquette
The Basics: on body language
• Be aware of your body language – posture, poise
• Be sensitive to, and respond to, interviewer’s body language
• Observe the mannerisms and delivery of the interviewer
• Create a connection by mirroring their delivery

12. Body Language Shapes Who You Are

13. Confident
Body Language Shapes Who You Are
Presence
Comfortable
Passionate
Authentic
Enthusiastic
Captivating
Source: Amy Cuddy

14. Building rapport
High
confidence
/ high
likeability
Low /
confidence
high
likeability
High
confidence /
low
likeability
Low
confidence /
low
likeability
Likeability
Confidence

15. Building rapport
High
confidence
/ high
likeability
Low /
confidence
high
likeability
High
confidence /
low
likeability
Low
confidence /
low
likeability
Likeability
Confidence

16. In summary
Industry, trends,
company, issues,
people.
Strengths, personality,
motivators, de-railers,
expertise, fit for the
role.
Cultural background,
authenticity, credibility,
sincerity.
Get Ready
Know your
impact
Know
yourself
Know your
stuff

17. What employers look for

18. What employers look for
examples
Amazon
McKinsey
Goldman Sachs

19. Questions
Likely types
1. You in general
2. Your skills and competencies
3. Your understanding & match to the role
4. About the company & industry
5. Curve balls
6. Back to you

20. You in general “Tell me about yourself” - BT
“Run me through your CV” – Amazon
“Introduce yourself in 3 minutes” – Capgemini
“Walk me through your resume” – Credit Suisse
You
specifically
“Why did you change jobs? - BCG
Why Cambridge? – BCG
Why did you choose to get your MBA? - Google
Example questions
1. You in general

21. You in general “Tell me about yourself” - BT
“Run me through your CV” – Amazon
“Introduce yourself in 3 minutes” – Capgemini
“Walk me through your resume” – Credit Suisse
You
specifically
“Why did you change jobs? - BCG
Why Cambridge? – BCG
Why did you choose to get your MBA? - Google
Example questions
1. You in general
Share your story
/ elevator pitch
Link to your
story / elevator
pitch

22. Reminder – work on your Elevator Pitch
• Be prepared for any opening to talk about yourself as a
job candidate
• Include the networking component of your job search.
• Response to : “So, tell me a little bit about yourself!”
• Three components:
• who you are,
• what you do,
• and where you’d like to do it.

23. Elevator Pitch
?

24. Elevator Pitch
Hi, my name is Chris Smith, I am currently completing
my M.B.A. at the University of Cambridge Judge
Business School, where I am focussing on
Entrepreneurship and Strategic Marketing.
I have ten years’ experience in multinational,
corporate finance roles and have particular expertise
in M&A. I was instrumental in closing the recent deal
between ACME and Smith &Co. that you might have
heard about.
I am currently exploring opportunities to enter the
Management Consultancy sector where I believe the
combination of my skills and experiences would bring
cutting edge insights and true value to clients. Some
of my target companies include GBC, Brain & Co and
Kinsey MC.

25. Self
awareness
“What does the MBA class like / not like about you?” - BT
“What kind of a person are you? How would your friends describe
you? Do you believe you are funny? Give me an example.” - Gallup
“How do you make friends?” – Barclays
Impact “What do you consider your biggest achievement & why?” – Amazon
“What is the biggest challenge you face in your work?” - BCG
“What has been your greatest achievement when leading a team?” -
Diamond
“Tell me about a big failure at work” – Amazon
Leadership “Tell me about a time when you have taken the lead in a work
situation. How did you become the leader?” – Barclays
“How would your colleagues describe your leadership style?” - BT
“What is your leadership style?’ – L’Oreal
Team work “Tell me about a time when you had to motivate colleagues” – Amazon
“Tell me about a situation when you resolved conflict” – World Bank
“When have you managed a team to deliver against goals?” – Lloyds
Other
competencies
Questions relating to other competencies, e.g. communication,
influencing skills, risk taking, creativity/innovation etc. etc. etc.
Example questions
2. Your skills & competencies

26. Provide evidence
STAR technique
S ituation
T ask
A ction
R esult

27. For example
S ituation
Whilst employed at Acme last year…..
T ask I was given the task of reviewing the stock control system
A ction I looked at factors such as when the stock was last ordered, what it
was used for and how often it was used. I worked out a method of
streamlining this process and redesigned the relevant forms, which I
then submitted to my manager.
R esult My ideas were accepted and implemented and a 20% reduction in
stock levels was achieved
Describe how your personal planning and organisation resulted in the successful
achievement of a task…
Source: Jaguar Land Rover

28. Result first
STAR technique
R esult
S ituation
T ask
A ction
R esult

29. Example questions
2. Your skills & competencies
Self
awareness
“What does the MBA class like / not like about you?” - BT
“What kind of a person are you? How would your friends describe
you? Do you believe you are funny? Give me an example.” - Gallup
“How do you make friends?” – Barclays
Impact “What do you consider your biggest achievement & why?” – Amazon
“What is the biggest challenge you face in your work?” - BCG
“What has been your greatest achievement when leading a team?” -
Diamond
“Tell me about a big failure at work” – Amazon
Leadership “Tell me about a time when you have taken the lead in a work
situation. How did you become the leader?” – Barclays
“How would your colleagues describe your leadership style?” - BT
“What is your leadership style?’ – L’Oreal
Team work “Tell me about a time when you had to motivate colleagues” – Amazon
“Tell me about a situation when you resolved conflict” – World Bank
“When have you managed a team to deliver against goals?” – Lloyds
Prepare several examples using STAR or R-STA

30. What drives
you
“Why consulting?” – BCG
“Why are you interested in BT’s leadership programme?” – BT
“How do you see yourself just before retirement?” – Barclays
What do you
bring
“What do you think you can contribute to Facebook?” – Facebook
“Why do you think you are suited to this role?” – Goldman Sachs
Example questions
3. Your match to the role

31. What drives
you
“Why consulting?” – BCG
“Why are you interested in BT’s leadership programme?” – BT
“How do you see yourself just before retirement?” – Barclays
What do you
bring
“What do you think you can contribute to Facebook?” – Facebook
“Why do you think you are suited to this role?” – Goldman Sachs
Example questions
3. Your match to the role
Link role to your
objectives
Show your
understanding of
role & link to your
profile

32. About the
company
“What is your favourite Google product and why? How would you
change it to make it better?” – Google
“What is the biggest challenge facing Samsung mobile division
currently?” - Samsung
About the
industry
Talk to me about global growth and how does this translate to equity
valuations? – Goldman Sachs
“Talk to me about the market size for cloud computing” – Samsung
electronics
Example questions
4. About the company and industry

33. About the
company
“What is your favourite Google product and why? How would you
change it to make it better?” – Google
“What is the biggest challenge facing Samsung mobile division
currently?” - Samsung
About the
industry
Talk to me about global growth and how does this translate to equity
valuations? – Goldman Sachs
“Talk to me about the market size for cloud computing” – Samsung
electronics
Example questions
4. About the company and industry
Do your research
and prepare your
insights!

34. Example questions
5. Curve ball questions
Little to gain
and much to
lose
“What are your salary expectations?”
“Have you ever been laid off?’
Deepening of
understanding
“What else?”
Potential trip
ups
“Who is your first choice company?”
“How long will you work here?”
“Who else have you applied to?”

35. Little to gain
and much to
lose
“What are your salary expectations?”
“Have you ever been laid off?’
Deepening of
understanding
“What else?”
Potential trip
ups
“Who is your first choice company?”
“How long will you work here?”
“Who else have you applied to?”
Example questions
5. Curve ball questions
Play it safe and
minimise risk
Respond to the
probe by providing
more depth
Be honest and
authentic

36. Fit “What is the culture like? How does this compare to other banks?
“What do you like / not like about working here?”
Career
progression
“What are the development opportunities?”
Company &
market
“How is the recent merger impacting morale?”
Example questions
6. Back to you

37. Fit “What is the culture like? How does this compare to other banks?
“What do you like / not like about working here?”
Career
progression
“What are the development opportunities?”
Company &
market
“How is the recent merger impacting morale?”
Example questions
6. Back to you
Focus on what you
really want to know

38. Interview Practice
Fish bowl

39. Interview Practice
Fish bowl
• How would your friends describe you?
• What do you consider your greatest achievement and why?
• Tell me about a big failure at work
• How would you describe your leadership style?
• When have you had to manage a team to deliver against a specific
goal?
• Tell me about a time when you had to resolve a conflict

40. • Eat a good breakfast
• Know your CV well
• Be honest
• Prepare good reasons on why you want to work for ‘x’
• Quick, short answers for the behavioural questions
• “Be concise, my interviewer would show impatience if I took too long to answer”
• Participate in the group discussion, but do not dominate
• Show your enthusiasm
• Read the Economist – it’s a must! (Goldman Sachs)
Tips from last year

41. Understand sources of confidence

42. • Draw on experiences of when you were confident
• Know your strengths – believe in them!
• Understand your drivers and motivators
• Preparation and practice
Understand sources of confidence
Prepare
Perform Practice
Drivers &
motivators

43. Try a Power Pose!
Understand sources of confidence

44. Tiny tweaks BIG CHANGES
Try a Power Pose!
Understand sources of confidence

45. • How to approach interview preparation
• Framework for structuring how to convey brand and competencies
• Importance of Preparation, Planning, Practice
• Greater confidence
Outcomes