winning interviews: agenda and structure

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In 30 years of recruiting, I've filled well over a thousand roles. As much effort goes into the interviews that progress as those that don't — so what makes the difference? This is what I've learned. 

Nearly all of a recruitment process focuses on skills and experience. The position description, the job advertisement, your resume, the interview questions. Skills matter, of course and those illustrated on your resume have already brought you as far as an interview. 

But skills only represent half of what an employer needs to know about you, and it's fair to assume that all candidates selected for interview are likely to have similar, suitable experience. The other half, and often the deciding factor, is how you present — confidence, cultural fit and whether you want the role.

An interview is a two-way street. Both parties are deciding whether they like each other.

Some candidates approach an interview to "see what it's like" and present with a degree of detachment. I understand this, but it's important to remember that the employer is assessing for both ability and attitude, and detachment reads as disinterest.

I've often taken post-interview feedback from employers who report that the candidate didn't seem particularly interested. When I've shared this with the candidate, the response is frequently one of disappointment — because somewhere during the interview, they'd realised it was a genuinely good opportunity. But by then it was too late. The employer had already formed their opinion and the decision had been taken out of their hands.

Ensure you're the one making the decision. That means approaching the interview as if you want the job, even if you're yet to fully decide that you do. It keeps you in control of the outcome and gives you the information and agency you need to make an informed choice.

The aim is to reinforce both skills and enthusiasm. Bookending the interview provides a structure to cover one with your opening and the other with your closing.

Opening: Skills

More often than not, the interviewer begins with "tell me about yourself" — a natural phrase intended to start the conversation. Without preparation, many candidates will answer factually but with information that has little to do with the purpose of the meeting: their suitability for the role. With preparation, the question provides an opportunity to start strongly by immediately explaining how you meet the brief.

How? Carefully review the key requirements in the job description. Craft an introduction that shows where your recent experience is a strong match and why this role is an attractive next step for you. You've answered the first question without them having to guess.

Closing: Confidence and Enthusiasm

Your closing bookend is equally important. When the interview winds down, finish strongly. A couple of forward-focused questions show both real interest and preparation. Questions such as "what are your medium-term growth plans" or "what sort of career opportunities could become available to me over time" work well.

Then be explicit. If you enjoyed the interview, don't leave them guessing. Close by saying that you've enjoyed meeting them, you're confident in your ability to do the job, and that you hope you’ll have the opportunity to speak to them further. Most candidates leave without making this clear.

Some people love interviews. I'm not one of them.

Interviews aren't something we attend regularly and if you find yourself feeling nervous, it's worth embracing. It usually means you recognise the opportunity is important and you want to perform well.

But it's worth remembering that the employer has already seen your resume and decided to invite you in. They've already established that you probably have the requisite skills. What they're assessing now is whether you're genuinely interested in the role, whether you're confident in your ability to do it, and whether they like you as a person — whether they think you'd be someone they'd enjoy working with day to day. 

You can afford to go in with that confidence.