Win in the Room: Best Practices for Interview Execution

Directly Before the Interview: Quick Logistics Checks

Ahead of any interview, you should be doing advanced prep [link to how to prep], but right before things kick off, make sure to: 

• Arrive (or Log On) 5 Minutes Early: Give yourself time for last-minute tech checks.
  
• Test Your Setup: Make sure your camera, mic, and connection are reliable.
  
• Dress Professionally & Avoid Distractions: Sets a respectful, focused tone.

1) Introductions & Setting the Agenda

1. Introduce Yourself Briefly: Name, background, and a quick snapshot of your expertise.
   
2. Acknowledge Their Time: Thank the client for scheduling the interview.
   
3. Confirm the Plan: Outline the flow: (1) clarify the client’s needs, (2) share relevant experience, (3) brainstorm approaches, (4) address budget/logistics, (5) open floor for questions, and (6) wrap up with next steps.

2) Understand the Client’s Problem

• Ask Open-Ended Questions: “Could you walk me through your biggest pain points right now?”
  
• Practice Active Listening: Summarize their points to ensure clarity: “So, one key objective is to boost sales 20% by Q3, and you’re concerned about production capacity. Is that correct?”
  
• Peel Back Layers: If multiple goals arise, find out which is most urgent or has the highest impact.

Pro Tip: Even if you’ve done extensive research, hearing the client describe the problem reveals details, priorities, or angles you might have missed.

3) Share Your Relevant Experience with Examples

• Tell Brief Success Stories: Use 1–2 examples that closely match the client’s project scope.
  
• Emphasize Outcomes: Highlight measurable results (“We improved process efficiency by 30% in six months”).
  
• Make It Conversational: Tie it back to the client’s needs. “When I worked on a similar project for a B2B manufacturer, we found…”

4) Share Your Approach & Problem-Solve with the Client

1. Outline Your Basic Methodology: Overview the steps (e.g., stakeholder interviews, data collection, analysis). Review the article on interview prep if you need help.
   
2. Seek Client Input: “How does this approach resonate with you? Where might we adjust?”
   
3. Invite Collaboration: “Based on what you’ve shared, we could start by mapping out your current sales funnel. Which parts of the funnel do you already track in detail?”
   
4. Explore Alternatives: If the client brings up new info or concerns, adapt and brainstorm solutions together.

Pro Tip: If you can get them co-creating the solution with you, it often signals they’re ready to move forward and helps build momentum in the right direction. This should be your goal.

5) Open Questions & Define Logistics

• Budget & Pricing:
  
  • Confidence Matters: Share your rate or range if asked. If you need more info to finalize pricing, ask for those details and then let them know when you’ll confirm.
  • Catalant-Specific Tip: If you’re on Catalant, mention you’ll include final pricing in your proposal or handle it through your Catalant rep.
    
• Timeline & Start Date:
  
  • Be Ready: Know your schedule or at least a rough window of availability.
  • Flexibility vs. Boundaries: Show willingness to adapt if possible, but be clear about your limits.
    
• Logistics & Communication:
  
  • Preferred Collaboration Model: Share a perspective on what would work best to collaborate and communicate with stakeholders. For example, Weekly calls, daily check-ins, written status updates, etc.
  • Deliverable Format: Some clients need a slide deck; others prefer spreadsheets or a written memo. It’s good to get a mutual understanding on this upfront.

Pro Tip: If you’re interviewing for or actively engaged in other projects that may impact your availability, share that with the client and with your Catalant contacts. It not only adds urgency on the client side, it helps you set expectations on availability. By addressing budget, timing, and other logistical details now, you demonstrate that you are proactive and reduce any friction down the road. 

6) Wrap Up & Next Steps

1. Summarize Key Takeaways: “We’ve discussed [Client’s Pain Points], my related experience, a potential approach, and next steps around logistics and budget.”
   
2. Confirm Any Follow-Ups: If you or they promised to send a detailed proposal or additional materials, specify the timeline you agreed to.
   
3. Ask About Their Decision Process & Timeline: “What are your next steps here, and when  do you anticipate making a final decision on which consultant to hire?”
   
4. Express Enthusiasm: Let them know you’re excited and appreciate their time.