1. CONSULTING TOOLKIT
Consulting Skills:
Interviewing Skills
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2. Informational interviews are not the same as job interviews or
interrogations…….
A guided conversation………
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3. Informational interviews are critical because it is the information in
our heads that is usually the key to solving management problems
Decision processes, assumptions, forecasts,
beliefs, opinions, judgements, fears, values,
culture, expectations, motivation, insights, ……….
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4. 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
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5. Preparation is very important…..you might only get one chance
to 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
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6. Your interview will be more valuable if you build rapport with
your 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!
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7. 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
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8. Interviewing can also be used to engage your client in your
problem solving
What is Heisenburg Uncertainty
Principle?
“the act of observing something
changes the observed”
How does this apply to your
interviews?
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9. Your interview questions will stimulate your client’s thinking –
use them wisely!
Don’t think about blue elephants!
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