1. Preparing for Interviews
David Henderson
Careers Adviser
Very few people relish prospect of job interview.
Major success however!!! Your CV has persuaded employer you could meet requirements.
Interviews can come at any stage of selection process: can be one to one/panel/anywhere/telephone.
How to give yourself best chance of success??

2. Interviews and Assessment Centres
Preparing for interviews
Performing at interview
What questions will I be asked?
What can I expect at an assessment centre?

3. Practical preparation
What is the format?
First interview
Second Interview
Technical or competency
Panel
Telephone
Assessment Centre
Interview practice
e.g. mock interview, friends – practice talking about yourself
Questions for the employer!
Basics – avoid unnecessary stress
(location, date/time, travel arrangements, dress, items to take etc)

4. Know yourself, your strengths and your weaknesses
Know your CV and Application Form INSIDE/OUT!
Strengths: your ‘unique selling points’
Weaknesses: Give examples that can be ‘corrected’ / areas for development
Strengths – Unique Selling Points (don’t wait to be asked!)
Write a list – be prepared to back up with examples
Write a short statement about yourself and your suitability for the job – this may help you to answer ‘open questions’ like:
“Tell me about yourself”
“Why do you want this job?”
Weaknesses – Give example that can be corrected (eg IT skills)
“I’m a very impatient person, but I learnt that you can get more out of people if you give them a bit of space to do something you’ve asked.
A ‘perceived’ weakness etc…
Weaknesses: Give examples that can be ‘corrected- (eg IT skills)

5. Know the job and the employer
Talk to someone doing the job
Familiarise yourself with the role
Tip: refer to case studies on Target Jobs, Prospects, employer websites & professional bodies
The Employer
Presentations at University, company reports, careers literature, company websites
Shows commitment, enthusiasm, motivation
Tip: search for company related articles on online websites of the Guardian, Times, Independent etc
The Job
CAS – list of graduates willing to talk to you
Employer’s website
Prospects website

6. Knowledge about the job
Knowledge of the organisation
Sector specific press
Business publications (access via library database
Datamonitor 360
NexisUK

8. Psychological preparation
Selector are not there to embarrass you or show your weaknesses
Conversation not an interrogation
Interviewer sets the pace, but you participate fully
You are there to secure the position – opportunities to make your points
Does the company match your expectations ?
Positive attitude – you are here for a reason!

9. Aim of the interview
To assess the knowledge that you have marketed in your initial application
To evaluate your transferable skills under pressure
To judge how you would fit into their organisation, institution, department
To create a positive impression (on both sides!)
Ultimately, they want to know:
Can you do the job? Will you do the job? Will you fit in?
BUT
It is also an opportunity for you to judge whether you want to work for them
CAN – ability, knowledge, qualities, skills…
WILL - Motivation
FIT - ??? Company culture, etc…

10. First Impressions
Be polite to everyone (they could all be asked for their opinion!)
Professional and friendly manner
Be confident/establish eye contact
The interviewer may be nervous
Quote from booklet – top of page 6.

11. What you say / How you say it
Listen to the question
Try to evidence your answers – don’t just give yes/no responses
Volunteer relevant information about yourself
Get across pre-planned key points
How you say it
Clarity but also enthusiasm and conviction
Body language conveys 65% of what is communicated, words
convey 35%
How long should I speak for?
Difficult to quantify; ensure that you answer question fully
Focused answers; avoid narrative and over-explanation
Use judgement; body-language of interviewer
Quote from booklet – bottom page 6

12. Question Style Positive questions (self-expression) Open Probing
Clarifying
Poor Questions
Leading questions
Laden questions
Limited choice
Don’t assume that the interviewer is
experienced and don’t be thrown by poorly
constructed questions.

13. Key Questions Why are you applying to us?
What interests you in this job?
Why should we employ you?
What do you consider your strengths?…and your weaknesses?
How did you choose your degree subject? Why Durham?

14. Competency Questions
Designed to let you sell yourself and evaluate your
transferable skills under pressure
Provide specific examples; not general opinions or philosophies
Need to impress / interest them here
Consider why question is being asked (make your answer relevant to the job for which you are applying).
E.G. Achievements - Motivation, overcoming difficulties, problem solving
E.G. Career Choice – appreciation of what skills are needed in this role, evidence of when you have used said skills
E.G. Team Work – effective interaction with other people, what constitutes good teamwork, barriers to effective teamwork etc

15. STAR Quality Situation - describe with clarity
Tasks - outline what needed doing
Action - your actions taken (what you did but crucially HOW you did it)
Result - outcomes/reflections

16. Example Questions Teamwork/Leadership
Tell me about a time when you worked hard to get on with others. What steps did you take to improve relationships within the team? How did you encourage open discussion? What was the most difficult aspect & what was most personally satisfying?
When have you had to work with a complete stranger?
How would you motivate an underperforming team?
Decision Making/Organisation
Tell me about a time when you had to make a practical decision about priorities and tasks. What specifically were you trying to accomplish? What was difficult /easy about this? Tell me about the other options you considered. What were the influencing factors you took into account? What was the final outcome?
How would you prioritise between two competing projects?

17. Example Questions continued…
Customer/Client Relations
Tell me about a time when you experienced very good (or bad) customer
service. In your opinion what constitutes excellent service? Why is this
important?
Communication
Give me an example of an occasion when you had to persuade someone?
When have you had to present a case? What approach did you adopt?
Problem Solving
Give me an example of when you sat yourself a challenging goal, and
explain how you achieved it.
What sort of things put you under pressure? Give me an example and
explain how you coped.
Commercial Awareness
When have you improved an organisation or service?
What commercial experience have you gained from p-t employment?
- extracts from graduate interviews

18. Competency snapshot – Barclays Retail
Open questions addressing career motivation and commercial awareness
What do you know about Barclays Retail Bank?
How did you find this information?
Why are you attracted to this position in finance?
How is Barclays doing at the moment?
What do you think you will be doing if you receive this position? (Student comment: I stated some things, and the interviewer asked me what they would involve specifically)
Describe a time when working as a team you have had to analyse information and deliver an objective in timed conditions. How did you ensure the task was completed on time? What sort of information did you have to analyse? What did you learn for the experience? (Student comment: I could not use university examples)
Describe a time when you have had to deliver a difficult message which let down or disappointed someone? How did they react?
Describe a time when you have convinced a team to follow a path they were initially resistant to. How did you convince them? Why did they not want to follow the path initially? What was the result? What did you learn?
Very specific competency questions…you are expected to provide answers that critically evaluate your contribution and impact.

19. Challenging Questions
What would you describe as your greatest strength?
What would you say is your major weakness?
How would you define your approach to team working?
Would you say you were a follower or a leader?
How well do you work under pressure?
How would you rate yourself from 1-10?
Have you ever had a bad experience with another employer?
What would you say is your greatest achievement and why?
Describe how you have overcome a major obstacle in your life
How would the skills gained from your course/previous employment help our organisation?
Are you applying to other jobs?
Consider topics that are challenging or less comfortable for you! I hope I’m not asked about…

20. Challenging Questions
Technical/role specific
What research skills do you have and how have they been applied?
What analytical techniques have used in a laboratory environment?
What is your favourite product/brand and why?
Tell me about your understanding, and experience, of working with young offenders?
What is the share price of…
What should be included in a contract?
Situational
Alternative to competency interviews with emphasis on ‘What would you do…’ rather than ‘When have you…’.
e.g. A co-worker tells you in confidence that she plans to call in sick while actually taking a week's vacation. What would you do and why?
Commercial
Describe a company you think is doing well/badly and explain why you think this is so.
What do you think are key qualities for a company to have to be successful?
What significant factors have affected this industry in recent years? (The Sarbanes-Oxley Act is a key factor for accounting and especially audit.)
What do you understand of the role this firm plays in this industry?
Are you applying to other jobs?
Abstract
If you were a sandwich filling what would it be and why?
If you could be a cartoon character who would you be and why?

21. Technical snapshot – Trafigura
Which derivatives could Trafigura use to hedge against scenarios x,y,z in liquid, illiquid markets?
What risks are involved in shipping Angolan oil to US refineries?
Technical, commercial questions concerning both financial instruments and a specific market (oil); use of jargon and finance terminology

22. Sector specific questions...
Unilever – questions linked to business function
Finance - Interesting that Unilever has the cash to make a large acquisition in a recessionary environment. How is the Unilever share price doing vs. peers?
Marketing - How has the recessionary background impacted our marketing spend year on year? How do we present value to cash-strapped consumers through our brands?
Customer Development - How has the growth of discount supermarkets changed our business model?

23. Sector specific questions…Market Research (Ipsos Mori - healthcare)
Competency questions linked to decision making, leadership, teamwork, results, organisation
Why Durham and degree subject
Technical question about statistics based project experience
What do pharmaceutical companies need to do to gain market access?
How is the recession affecting healthcare businesses?
Who are the main competitors of Ipsos Mori and why didn’t you apply for a job with them?

24. Sector specific questions…Professional Services
Give an example of a company that you think could improve its performance. How?
Why Ernst & Young and not Deloitte, KPMG, PWC etc?
Why Business Advisory?
Give an example of a team that you have worked in that did not function. Why and what could you have done?
How do you think you will spend your first year?
What are the main issues concerning Ernst & Young this year?
(the challenge of emerging markets or broader issues linked to commerce such as mortgage collapse and consequent effects for business: more reluctant to invest in consultancies and professional services?)

25. Sector specific questions...Faststream
Building relationships:
What are the components of a good team?
When have you been part of a successful team? What did you contribute to its success?
Provide an example of working with someone from a different background?
Handling conflict:
Provide two examples of working with difficult people.
Learning and developing:
When have you benefited from feedback?
Have you given feedback to someone?

26. Sector specific questions...Law
Why did you decide to study history and not law; it is a rather strange choice if you knew you wanted to enter the legal profession? - this was designed to trip up those candidates who had just picked a career in law without thinking about it.
Why did you pick Durham University?
Why did you apply to our Manchester office rather than London?
If a firm was relocating from the south to the North, how would Eversheds go about attracting its business in the face of the other competition?
What three things would a client look for in a solicitor?
What three things would a client look for in a law firm?
Why did you decide to apply to Eversheds rather than a 'magic circle' firm?
Why a career in law?

27. Sector specific questions...Corporate Finance
What are the four steps that define a merger deal?
How would you invest £100,000?
What do you know about…Operational Risk Management/Islamic Finance etc
Why…asset management?
What is your understanding of a ‘hostile takeover’?
What is a hedge fund/derivative/fixed income product?

28. Telephone Interviews
Additional sifting & selecting tool for employers
Prepare in the same way that you would any other interview
Environment
Professional manner – do not treat this as an informal chat
Prompts / notes / copy of CV or App form
Hand gestures / body language / voice

29. The Interview - Important Points
First Impressions
Body Language
- Body language conveys 65% of what is communicated words convey35%
Answering their questions
– what you say & how you say it!
At the end
- Q’s/positive conclusion
After the interview
- reflection/make a note of Qs asked
- feedback/practice

30. Assessment Centres These are used by many employers as a stage of
selection
They can include individual and group tasks,
presentations, psychometric tests, panel interviews,
structured discussions, ‘non-assessed’ socialising
opportunities
Using a variety of different methods can give an
employer a good overall impression of you
Range from ½ - 2 days (employers premises/hotel)
Remain positive: a weakness in one area may be
overcome by a strength in another area!
Unassessed:
Never relax your guard – especially near the bar!

31. Selection Methods Aptitude Tests (verbal/numerical/spatial)
Personality Tests (styles of behaviour)
In-Tray or E-Tray Exercises
(prioritising/decision-making/time management/information management)
Case Studies (+ interview) – management consultancy/law/finance
(often involves analysing a company and making recommendations based on financial data)
Briefing Exercise (Civil Service: 10min pres and 20min Q + A)
Debate – often in Law interviews (globalisation, EU, interest rates)
Voice Mail Exercise
Written exercise e.g. drafting letter or document
Critical Thinking (comprehension, logical reasoning)
Presentations
Role Play
Discussion Groups e.g. Cancer Research
Social Assessment e.g. Barclays Capital
Pages of booklet

32. E-tray Exercise
Difficult to prepare for but there are useful online resources with
which to develop your understanding of what is required:

33. Group discussions Possibly based on a relevant case study or scenario:
give opinions and contribute…you can only be assessed if you are involved
don’t be aggressive
listen to others
value and respect the contributions of others
encourage others to keep to the point but don’t be overly controlling!
remember peoples names
use body language to show interest

34. Case Studies
Often linked to a group activity but can be individual activities
Basis for interview/presentation
Subject matter not always important but ability to analyse information, prioritise key issues and make recommendations that you can support!
Means of assessing commercial awareness, problem solving, decision making and information management skills
Prior knowledge not required but important to practise and appreciate relevance to business area

35. Case Studies Useful resources
University of Kent (
McKinsey & Company (
Bain & Co (
Boston Consulting (
Oliver Wyman (
Ace the Case (
Capital One (
OC&C Strategy Consultants (

36. Presentations Usually 5 -20 mins (shorter if prepared on the day)
Preparation key – understand topic, purpose, audience,
time, facilities
Logical structure
“Tell them what you are going to tell them, tell them, tell
them what you have told them”
Interesting but simple
Notes as a prompt, not a script
Practise your delivery – clarity, enthusiasm, timing, change pace
Be prepared for Q & A
Plan your presentation along the lines A-B-A – highligh what you are going to tell them, tell them and then summarise what you have told them
Pitch talk at appropriate level for audience e.g. expert scientists, HR managers
Don’t give too much detail
Aim for conversational delivery – not news reader. Try to learn as much of content beforehand and just refer to small prompt cards as reminder
Make eye contact with everyone in the audience at some point – talk to them not at them.
Keep to time – nerves can make you go too fast or hesitate
Speak clearly – don’t mumble, talk to notes or screen, use colloquial language, speak louder than you think is necessary – project to back of room.
Don’t fidget as talk but you can move around, just don’t obscure screen
TRACT – Thanks questioner, rephrase the question for rest of audience, answer question, check that questioner is satisfied, thank them.
KEY IS PREPARATION – MAKES YOU MORE CONFIDENT AND PREFORM BETTER

37. Interviews + Assessment Centres Prepare and Present
Be yourself
Confident in the examples that you use for competency questions
Be willing to expand on any responses that you make
Don’t be thrown by the unexpected question
Stay calm
Buy time to think
Remain positive throughout
Show them that you are right for the position and for them!
At the end of the interview think about what impression you want to leave with them:
‘If you can’t think of good questions [to ask them] don’t ask stupid ones.’ Ian Jackson, BT

38. Tip from an Interviewee
“Prepare, think positively, ask for feedback later on and, whatever happens, aim to learn from the experience.”

39. How can the Careers Centre help?
Videos/DVDs
The interview & assessment centre DVD
Case Study DVD
Books
Great answers to tough interview questions Pub. Kogan Page
Mike Bryon, How to pass graduate recruitment tests Pub. Kogan Page
Online psychometric tests: MyPotential & Kenexa (
Information Staff will direct you to the available resources and help you to book
an appointment with an adviser should you wish to
discuss your interview!
Useful links on the Careers Centre website (Interviews and Assessments)

40. Feedback from other students / alumni (http://www. dur. ac

42. Events for your diary
Practise assessment centre exercises (group activity & presentation)
Quick Query appointments (bookable online) can be used to discuss upcoming interviews
Mock interviews, assessment centre workshops, skills sessions delivered by employers
Employer events throughout Epiphany term...keep checking the events diary (Careers Online - and weekly ed events bulletin

43. Please also refer to the resources in the Careers Centre!
Useful websites
Please also refer to the resources in the Careers Centre!

44. Careers, Employability and Enterprise Centre
49 New Elvet
Open 10am – 5pm
Tel /1424

45. Any Questions?