I have an interview scheduled next week for the job of my dreams. This is a senior level position that I have been working towards for a number of years. Opportunities like this come along only once every few years in my profession. I have not had a job interview in over five years and my interviewing skills are rusty. What advice can you give me to make the most of this situation?

K. M.
Beaconsfield, Quebec

Congratulations on obtaining this interview. The organization would not have extended you such an opportunity if they did not think highly of your credentials. It is obvious from your question that you understand the value of preparation in achieving interview success. Let me know if there are other issues not covered in this column that you would like to discuss with me.

1. Expect the Unexpected

   One of my clients tells it's sales reps that they should never encounter a question from a prospect or customer for which they don't have an answer. They drill the sales reps on every imaginable question and provide them with a variety of effective answers. This same philosophy applies to interviewing.

   First, try to find out as much as possible about the organization's interviewing practices. Will you be expected to make a spontaneous presentation? Is the hiring manager known for asking people to solve complex technical problems using a white board? Are group interviews common? Also attempt to get the names and titles of the people who will interview you. Use your network to find out as much as you can about these individuals. Don't get caught off guard by a bombastic or mercurial interviewer.

   Second, make a list of the questions you can anticipate being asked and prepare answers for these questions. Try to determine if the company uses off-the-wall puzzles that are becoming common today in interviews.

   Third, use the Internet to learn everything you can about the organization. Go to their website and review the latest annual report and news releases for the past twelve months.

2. Think Like a CFO

   The days of waxing eloquently in interviews about your responsibilities are long gone. You must be able to articulate significant accomplishments in terms of return on investment, return on assets, cycle time reduction, increased sales, cost per hire, etc. You must sell the company on how you will impact the organization in dollars and cents. Identify key areas they are concerned about and show how you will add value in very concrete terms. "Here is how I would develop a distributor network for product x leading to $$$ in increased revenues." You need to have several of these potential contributions prepared. This is a senior level position and you will not be hired based only on what your resume says.

3. Know What You Want

   The interview process is a two-way street. You need to be prepared to make sure that this job is a good fit for you. Before the interview, think about what you need and want from the following:

   • Type of culture: Is this a place where you can be yourself and be happy?

   • Level of authority: Will you be given the authority and resources (i.e. budget) to accomplish the goals of the position?

   • Top management competence and style: What do you need to know about the key company executives? You can be sure that the CEO's thumbprint will be on every facet on the business. His or her style will undoubtedly impact your work life.

   • Ability to have a life: It's difficult to be successful if you are all work. Does the culture and role allow time for your family and other interests?

I hope this advice helps you in your interview. Do your homework. Get a good nights sleep and knock their socks off.