Job interview questions-technical professional example

Let’s return to the scenario about the IT professional. (See Write Resume-working professional example) You’ve already had a good interview with the CEO whom you previously met at the awards ceremony. Now you’re scheduled to meet with the Chairman and founder of this midsize IT firm. You’re concerned that this individual might think that because you’ve worked at a multi-billion dollar company, you won’t be able to relate to his firm’s corporate culture and middle-market clients. How can you overcome this obstacle?

Now let’s apply The Fast Track Way:

Step 1-Analyze Your Situation: You suspect that the Chairman won’t think you’re a fit for his company. In other words, he may have a negative perspective toward you. Your purpose will be to convey that even though you work for a large company, your philosophy reflects a small-to-midsize company mindset.

Bearing in mind your interviewer’s perspective and your purpose, let’s now consider a number of questions the Chairman might ask and how you could reply. As you’ll see in what follows, you’d use the information from the preceding Step 1-Analyze Your Situation in order to deliver Step 2-State Your Main Point, Message, or Theme, which is also your answer. Here are some good sample questions and answers:

Question: You’re working at a multi-billion dollar IT company that has multi-billion dollar clients. How can you possibly relate to our middle-market clients?

Answer/Step 2-State Your Main Point, Message, or Theme: Although I can understand why you’d doubt that a former EDSer could work with middle-market clients, my philosophy is that all clients—whether large, midsize, or small—want the kind of focused customer service that a savvy small-to-midsize company can provide.

Through your answer, you show you recognize your interviewer’s perspective. But, you also accomplish your purpose by telling him that you don’t share big company values.

Question: That sounds good, but words are cheap. Give me an example.

Answer/Step 2-State Your Main Point, Message, or Theme: Three years ago, a $50 MM client informed EDS that it wouldn’t renew its contract. This client was extremely dissatisfied with EDS’ customer service. To avoid losing this client, EDS management asked me to assess where and how we needed to improve and then implement these changes. I determined that the cause of EDS’ poor service was the big company attitude of the team on this account. Accordingly, I built a new team and also met with and listened to the client’s management. In turn, our team established a highly-responsive approach to customer service. As a result, our client is satisfied, and EDS’ revenues and profits on this account have increased.

You’ve provided what the interviewer was seeking—proof that you are what you seem to be. By doing so, you’ve connected with his perspective, and by giving a clear example of how your philosophy works in practice, you’ve also advanced your purpose.

Question: You may want to make a move from EDS. But, besides our firm, there are many other midsize IT companies. What’s wrong with them?

Answer/Step 2-State Your Main Point, Message, or Theme: Most likely, there’s little that’s terribly wrong with your competitors. It’s just that there’s so much that’s right about your firm. I like your market niche—middle-market companies. I also greatly admire your leadership team—especially you and John. And because I’ve met several of your people at high-tech events, I’m impressed by your organization’s attitude. In a word, your company is where I want to be.

You’ve handled a tricky question well. You didn’t disparage this midsize IT company’s competitors. Even so, you affirmed your goal.