The Art of Business: Learning to Love the Panel Interview
It’s hard enough pitching yourself to one prospective client, but at some point you may have to face three, five, or — heaven forbid — seven people all at the same time. Yes, the opportunity to blunder grows exponentially, but so does your chance to make a great impression on all decision-makers at once and wrap up the contract more quickly.
Companies are increasingly using panel interviews to save time and to “build consensus” (a tidy way to ensure no one takes the blame if things go wrong). There are advantages for you, as well: You only have to tell your story once, and you’ll more than likely get a single story from the panel about the project scope and expectations.
Here are a few points worth following before you step into that crowded room.
- Do your research. As with any interview, you will want to learn as much as you can about both the organization and the contract in question. Start with the company’s Web site. Google like crazy. Ask for a list of panelists beforehand and Google each person. Talk to people who are familiar with the organization and its business. Know the size and structure of the organization, main lines of business, major competitors, culture, and challenges, and as much about every participant as possible.
- Don’t rush. We all have a tendency to want to rush through interviews, perhaps even more so in a room full of people. And we find all sorts of excuses to do so: We don’t want to waste the time of others; we want to flee; we didn’t really want this job anyway. But you can’t think of it that way. Take the time to greet everyone personally with a handshake and eye contact. Do your best to ask for and remember everyone’s name. Remember, you have something they need — the ability to get a job done well, on budget, and on time.
- Anticipate questions. Along with your research, think about the questions you might be asked: Have you worked on a project similar to ours? Can you handle the technical aspects? What are your rates? Can you give us a list of references? Be ready to answer in detail and confidently. If you don’t have definitive (or good) answers, learn how to sidestep like a politician. A list of references? Sure, I’ll be happy to email you a few by end of day. What are my rates? I can give you a much better idea once I learn more about the project and your expectations. Technical aspects? Absolutely, between my skills and the skills of my network of associates there’s never been a project I wasn’t able to handle.
- Answer every question. The biggest challenge of the panel interview is that anyone and everyone can throw questions at you. One person may ask a question, and before you have an opportunity to answer, another person shoots a separate query your way. It’s disconcerting, if not frightening. The best way to deal with the situation is to handle the first question, and then without pausing answer the second question, and then the third, if they came at you that fast. You have to store the subsequent questions in your head for a few seconds, but it’s mighty impressive when you do it successfully. (Add the name of the questioner and you’re doubly impressive.) Be sure to answer all the interviewers’ questions so that none leave the room thinking you ignored either them or their questions.
- Ask for clarification. Sometimes you may not fully understand a question, or two people may talk over each other. It never hurts to ask for clarification. In fact, it makes you look confident and ensures that you don’t give a wrong or inappropriate answer. You don’t have to be elaborate, a simple “Do I understand you correctly?” or “Let me rephrase that” will do.
- Make it a dialog. It’s tempting to let others do the talking, but remember that this is an interview, and like any other interview, your job is to persuade someone that you’re the best person for the job. If you’re too quiet, the panel will compare notes after your meeting and conclude that they didn’t get a good sense of who you are and what you can do. Therefore, don’t be afraid to make comments or ask questions. Prepare a list of questions beforehand so you’re not spending your time in the room trying to conjure up a few. Ask about process and expectations, goals and history. Ask questions that show you’re already thinking about solving the problem the company has.
- Make eye contact with everyone. It’s tempting to find someone you like in the crowd and direct your attention largely to him or her, but you’re far better served by making meaningful eye contact with each member of the panel. Catch the gaze of a particular member, hold it for about three seconds, and move to the next panel member. Practice with friends first — they don’t even need to know you’re doing it.
- Mentally rehearse. Close your eyes and imagine yourself in a conference room with several people sitting around a large table anticipating what you might say in response to their questions. Visualize yourself relaxed and open, answering each question with ease, interacting with the panelists, and ending with a smile.
- Thank everyone. Just as you greeted everyone, try to say individual farewells, however brief. And, if appropriate, send separate thank-you notes to each member in the same way that you would had you met each one-on-one.
Once you make the panel interview your strength, you’ll have a leg up over the competition.
This article was last modified on July 11, 2023
This article was first published on August 29, 2007
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