The Senior Executive Interview: A Rough Guide to Negotiating the Process

Congratulations! You have secured an interview for that all-important senior executive position. But how does one go about preparing for this step? There is no secret or best way to interview for a senior level position, but there are certain basics that always hold true.

Getting to this stage of the interview process is generally the most difficult hurdle to get over. At this point in the selection process, the Company has already satisfied itself that the candidate has the requisite background and experience to meet the job responsibilities. In effect, you and your interviewers are trying to assess whether you and the Company are a good fit for each other. The main purpose of the interview will be to see whether your values, temperament and style are a good match.

With this in mind, here are some useful steps that every candidate should follow prior to, during and after the interview.

Before the interview:

• You should perform what effectively amounts to “Company due diligence.” Gain an in depth understanding of the Company, its competitive position in the marketplace, and the issues and challenges confronting the industry and the Company itself. Annual Reports can be a helpful source of background information. Search the internet for industry- and Company-related articles and news.
  
  
• If you are familiar with anyone within the organization, or know of someone who has had dealings with the Company, contact them and elicit their thoughts, experiences and opinions.
  
  
• If you are familiar with anyone within the organization, or know of someone who has had dealings with the Company, contact them and elicit their thoughts, experiences and opinions.
  
  
• Obtain an understanding of the position, the duties and responsibilities, reporting relationships, and the key skills and competencies required. If you have acquaintances in the Company, try to find out why the position is open. Match your background and experiences to the position’s key responsibilities. Be prepared to point to actual successful work experiences relevant to the position’s duties and remember - the best predictor of future success is past success in a similar role.
  
  
• Have a list of questions prepared that you would like to discuss with them. These should be more than “look good” questions and should be ones that are of real interest to you.
  
  
• Grooming and appearance: Those first impressions are critical, so dress in conservative business attire with immaculate grooming and shoes shined.
  
  
• Assess your background, weaknesses and potential deficiencies. Anticipate the tough questions by developing a list and craft a response for each. Sometimes a mock interview with a colleague or friend can be useful and provides an opportunity to articulate your views and receive candid feedback.

During the interview:

• Nothing kills an interview like being late, so ensure that you are on time. Heavy traffic is no excuse.
  
  
• Thank the interviewers for the opportunity to meet with them and discuss the position and your candidacy.
  
  
• Be yourself. Be candid, honest and straight forward in answering questions. Be confident, but avoid coming across as arrogant.
  
  
• Executive level positions are about leadership. The Company is looking for someone to lead the organization and work effectively as a team player. Functional skills are important, but at the executive level it is leadership, communications, team building and political skills that are more important.
  
  
• If asked a question that you don’t know the specific answer to, discuss the general principles that you would use to address the issue/challenge/topic.
  
  
• Look the interviewers in the eye when listening and responding to questions. Seek to connect with them on a personal basis through common interests, and experiences. Be prepared to discuss your own career hopes, dreams and aspirations and how the position fits into them.
  
  
• Ideally, you should let the interviewers lead the first part of the interview, and then you should take the lead for the second part where you are asking the questions and directing the conversation. At this point, you are effectively interviewing your interviewers to determine whether the position and the Company are right for you. Ask your interviewers for their own personal experiences and thoughts about the organization.
  
  
• Compensation is always a troublesome topic. It’s best to talk about the package at a later stage in the process so you should avoid bringing up the subject during the interview. If they ask about your expectations regarding compensation, stick to generalities.
  
  
• If, as part of the interview process, a dinner or lunch is involved, order something easy to eat, not messy. Naturally, avoid alcohol if possible.

After the interview:

• Send a short, hand written thank you note, thanking them for the opportunity to meet and discuss the position. Indicate that you would be pleased to respond to any other questions or comments they might have regarding your candidacy.

Good Luck!

Dr. Richard Stafford is Executive in Residence and EMBA faculty at the College of Business Administration, Loyola Marymount University. He is founder of Human Capital Management, a firm dedicated to helping organizations develop and implement leading-edge Human Resources strategies.