Because of the recent downturn in consulting since 2000, new jobs in consulting are few and far between, and consultants will look for anything that resembles poor personal skills in the screening process. We know far too many anecdotes of folks with great consulting skills shooting themselves in the foot by not taking care of the basics, such as grooming and etiquette. In addition to the usual interview questions, consultants are looking to answer three implicit questions about each of the people they interview. Make sure you give your interviewer the right answers to these questions.
• Does this person really want to work here? Does he or she seem genuinely enthusiastic about the consulting industry and, specifically, this firm? Did this person care enough to look the part or slap on a suit and run out the door? Did this person show up on time? Your thoughtful questions at the end of the interview.
• Could I put this person in front of the client? The interviewer is assessing your professionalism. He or she wants to find out if you would be a solid representative of the firm to the client. Your speech is especially important; if you are too nervous or not eloquent, the interviewer may doubt your ability to run or participate in a meeting or interview.
• Would I want to work with this person? Recall the “airplane test.” The interviewer wants to hire someone likeable, someone with whom he or she could work late into the night, wait in an airport, drive to the client or share a meal. A decent sense of humor and the all-important spark of energy should be there as well. In other words, the interviewer is deciding if he or she would want you on the same project team.
How does an interviewer answer these questions? The following sections cover aspects of the interview that help answer them. These issues may seem so fundamental that attention need not be paid to them, but in some ways these presentation elements are the most important aspects of your consulting interview.
Dress the part
There’s no reason to max out your credit cards on the swankiest of Armani suits. Still, presentation is important. It speaks to your interest in the firm and the impression you will make on clients.
How should you dress for interviews? Even though consultants are shifting to business casual in the office and on client sites, interview protocol hasn’t changed that much. Unless specifically told otherwise, stick with business formal in the interview. Men should wear a pressed dark suit, clean shirt, tie, belt, dark socks, and polished dark shoes. (Bonus points for those gentlemen who successfully match the belt with the shoes.) Women should wear a dark suit (either pants or skirt), a blouse or coordinating crew-neck sweater, stockings, and nice shoes (either heels or pumps). Dress as if you are already a consultant with the firm.
Look yourself over before you head out the door and make sure you don’t have any “negative distractions.” These include things like ripped stockings and untied shoes. One candidate was an Ivy League honors student with great leadership experience and terrific problem-solving skills. He interviewed with a leading IT consultancy and had a great interview; the interviewer was visibly impressed that he had nailed the case, and the two had good rapport. Smiling, the young man went home, stopped in the bathroom, and was horrified to see that one of the two buttons on his shirt collar was unattached. It was a small thing, but it looked very sloppy. The message on his answering machine the next day informed him that he wouldn’t be called back for the second round. While he never confirmed if the shirt collar did him in, he wonders to this day if that was the reason he didn’t make it. Again, it’s about reflecting that you cared enough to take care of the easy details. (On some level, the interviewer might extrapolate such details to how careful you would be with your Excel spreadsheet.)
What to bring
We mentioned before that you should bring a pad and a reliable pen. Another companion for consulting interviews should be a leather or high-quality vinyl portfolio that holds a single letter-sized notepad. Here’s what you should put in it:
• Clean pad of paper – It doesn’t have to be graph paper, but it should be something you feel comfortable working out problems on.
• Pen or pencil – Test it out beforehand! The horror stories about interviewees asking their interviewer for a pen exist for a reason. Remember that you will likely be using this device for note taking and calculations, so bring your favorite instrument. And bring a spare.
• A few extra copies of your resume – Your interviewer will likely have a copy already, but it never hurts to have some handy, especially if you have updates.
• Some notes on the company – You will probably have a few minutes to review your thoughts, so jot down the key points neatly on a piece of paper and stick it in your folder.
Try to take only the bare minimum into the interview room. Leave your attaché in the hall closet of the firm or recruiting center; women typically bring their purse to the interview.
Behavior
There are some time-tested best practices for conducting oneself in a stressful environment like a consulting interview.
• Firm handshake It isn’t that the firm handshake necessarily enhances one’s impression of another; it’s that a weak handshake usually causes a negative impression. Don’t try to crack your interviewer’s knuckles or anything, just make sure you have a nice and solid grip. Wipe those sweaty palms on a handkerchief before you go in.
• Maintain eye contact Try not to look down as you speak, and, except for when you need to write or glance at your notes, keep your head high and speak to the interviewer. Think of the interview as a conversation, not a test.
• Speak slowly When people are nervous, they tend to speak faster. The result is that your interviewer will think you are less articulate than you really are and worry about your cool under pressure. Try to be aware of your overall tempo. If you finding yourself rushing, just relax, take a deep breath, and slow down. Take ten seconds if you need to, or sip some water to stall. Here’s another slowdown tactic: when you need to pause, instead of using “um,” say the word “now,” as in “now looking at the company’s costs ” You’ll find this works as a natural break in the action without losing the overall flow.
• Keep out the distractions Try to avoid little movements and gestures that divert the interviewer’s attention from the content of the interview. Examples include constantly brushing your hair out of your eyes, checking a clock or your watch, fidgeting, itching, or playing with your pen. We all do these things; in the interview context, they reflect insecurity. When you practice your interviews with others, ask for their feedback on the little
distractions. You can also set yourself up for success by tying your hair back and keeping your watch at home.
• Be good-natured and energetic Smile. Don’t slump. Don’t touch your face. Speak passionately about the things that matter to you and stay optimistic. If you get a bizarre question, laugh it off and do your best. After all, it’s just an interview!
• Ask for feedback After your interview, if you think you’ve had good rapport with your interviewer, ask for a 10-second summary of your strengths and weaknesses. Consultants must be willing to ask for, and accept feedback. Your proactivity will work in your favor. At the very least, it will help you with future interviews.