My fundamental position on resumes is that the resume is about you. That is: what you accomplished in each position, as opposed to a description of the position. Or, the elements that you uniquely bring to your next executive level role, as opposed to outlining a set of skills that many executives have.
But as you progress from resume to interview, it’s necessary to shift your focus from you to them. That is: the employer. The presumption is that if the employer has called you to request an interview, then you proved your potential value on paper. The interview is the employer’s opportunity to evaluate how you align with and can advance his business. That’s not about you. That’s about him.
A key concept I emphasize with executives during interview coaching sessions is the importance of posting intelligent questions that truly probe the employer’s current business situation. Ask thoughtful questions. Listen to the answers. And respond in a way that positions you as the solution to the employer’s problems.
Valuable questions to pose during the interview could be:
• “What are you really looking for as you try to fill this position?”
• “Based on what will you gauge the performance of the person in this position?”
• “Is there one indispensable quality or area of knowledge the candidate must have for this position?”
Another point to keep in mind is, particularly on the executive level, an interview is not an interrogation. It’s a conversation. Give and take. You should both be evaluating how good of a fit you will be to the employer’s organization.
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