Executive Essentials, from APerfectResume.com

It's Not About You

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.

Don't Forget THIS In Your Next Phone Interview

SMILE!  You're not on candid camera!  You are in a telephone interview!  Scott Beagrie wrote a very informative article on how to effectively handle a phone interview.  I would just add and emphasize one additional point: smiling makes all the difference.  And it most definitely comes through, even over the telephone. 

Presumably you've scheduled your telephone interview for a time when you will have privacy.  Therefore, smiling will not appear odd to anyone.  In fact, you should be up and walking around, as well as gesticulating, because all of these maneuvers will help you relax and sound more natural.

Smiling enhances your overall tone.  You sound enthusiastic and positive.  Once the potential employer has called you for an interview, that means he liked what he saw presented on the resume.  He believes you have the expertise and leadership skills that may prove to be a good fit for the executive role he has available.

The interview is the time to showcase how your personality, style, and brand will be an asset to the organization.  Smiling needs to be the first and last step.

Come Out On Top Of A Tough Interview Situation

The real reasons why you are searching for your next executive assignment may not be the most positive-sounding ones: you disagree with the executive team; or perhaps you were let go when the company changed control.

The challenge is to deal with these issues succinctly, and then move on to why you would be a strong contributor to the employer's executive team.

Master the technique of using truthful, positive information to cast yourself favorably.  Suppose you have good expertise in your field and several key leadership accomplishments, but you also have an unfortunate history of personality clashes.

Try, "I made significant contributions to my last employer, and provided leadership on several organizational initiatives.  However, the business is currently refocusing its priorities, which amounts to a difference in our philosophies.  My research on your company shows your operational philosophy is X.  How do you see me executing that philosophy in the executive role you have open?"

Let's examine this response.  It mentions good performance with your past employer.  It indicates that with your new skills you're ready to advance in your career.  And it looks towards the future by touching on the possibilities with the potential employer's company.  Practice this technique until it comes naturally.

In The Interview, Adopt A Power Position

Operating with an air of confidence in an interview can make a world of difference.  Executives, be confident in your background, expertise, and that what you bring to the table is something valuable to the potential employer.

An interview should be a conversation, not an interrogation.  Meaning, a two-way dialogue between two intelligent people.  You should be interviewing the employer almost as much as he's interviewing you.

Why?  Once you've been called for an interview, it means the employer liked what he saw on your resume, and believes you fundamentally have what it takes to succeed in his organization.  During the interview, he wants to make sure your personality and style will fit with the business.

You need to ask questions to make sure the employer's organization is a fit for you, too.  Who's to say you won't turn them down if you don't like what you hear?  That's how you operate from a position of power during the interview. 

Make Sure Your Elevator Pitch Takes You To The Top

Robert Half Finance & Accounting just did a survey saying most hiring managers form an opinion of you, good or bad, within the first ten minutes.

Remember, that's the time it takes to announce yourself to the secretary, wait for the interviewer to greet you, and actually walk with the interviewer to the designated interview area.

These are the key times in which a savvy executive is on his game. 

When the interview says casually, in the elevator, "So, how's it going?" this is actually not as casual as it sounds.  This is your opportunity to put your elevator pitch into play.

Let's consider the necessary elements of your elevator pitch:

• A statement about the most valuable skill you bring to the table
• A comment thanking the interviewer in advance for this opportunity to be here

An example could sound like so, "You know, I read even more about your organization since I first received your call about this interview.  I feel very positive about today because it really seems like my background in X fits in with your corporate culture.  So I'm looking forward to talking with you further about this."