Some Hints For Facing Client Interviews

Facing Interviews.
Some hints for facing client interviews
Confidential | Copyright © Larsen & Toubro Infotech Ltd.

Interview
 An interview is a conversation
between two or more people (the
interviewer and the interviewee)
where questions are asked to obtain
information from the interviewee.
 Interviews can be (a) interviews of
assessment and (b) interviews for
information

What is clients’ expectation
 An employee who has excellent

communication skills, good grooming
habits and relevant work experience
 Trustworthy employee who can move
right in, get along with their employees
and get the job done
 Working on multiple and new projects is
a challenge not only for the offshore
projects, but selecting the right people is
equally challenging for the clients, on
site

Clients’ Expectation
 An employee who is technically sound

and
 Has behavioural skills and have the
right approach during the selection
process

What is most critical
 Demonstrable skills on technology/domain

 Ability to communicate ( and demonstrate ) that he can
deliver
 Attitude to work with cross border teams in different time
zones
How does the interview happen
 The BU Project Manager sends the CV to the client giving the

details of consultants background, education, experience
and the technology expertise
 Client at times short lists from the CVs sent and seeks an
interview
 9 out of 10 cases the interview is via conference call
(telephone)
How does the interview happen..
 In exceptional cases, it is in person or on video ( usually

video does not work out so well for US due to different time
zones)
 Hence preparation should be for audio conference and/or
video conference
Preparation before interview
• Study what client needs – it would be in the form of an RFP

or a staff requirement or e-mail to our sales colleagues
• Read through your CV that has been sent to the client,
brush up your memory – client would seek to verify/assess
based on the CV sent to him
• Familiarize yourself with clients set up / technology
environment to the extent possible
• Go thru the sites to find out the country/place and the
culture, including the sports the countrymen like, etc.
• Interesting places, language spoken, time zone, etc.
Communication Skills
 Effective communication is all about

conveying your messages to other
people clearly and unambiguously.
* It is also about receiving information
that others are sending to you with as
little distortion as possible

Honesty/Integrity
 Honesty is the human quality of communicating and acting

truthfully related to truth as a value.
* This includes listening and any action in the human repertoire
– as well as speaking.

Teamwork skills ( works well with others)
 Teamwork implies a genuine intention to

work co-operatively with others, to be part
of a team, to work together to accomplish
the same goals/objectives.
* Teamwork as a co-operative or co-ordinated
effort on the part of a group of persons
acting together as a team or in the interests
of a common cause, unison for a higher
cause, people working together for a selfless
purpose and so on

Motivation/Initiative
 Motivation is the reason or reasons for engaging in a

particular behaviour, especially human behaviour as studied
in psychology.
 Performance = ability x motivation
 Initiative is expressed in terms of action taken now to avoid

problems or create opportunities at some point in the future

Strong Work Ethic
 Keeping up to date with the latest

information in our field and learning
new skills and techniques and working
on keeping motivated at all times will
certainly help. Having a strong work
ethic is one of the most vital of all
character traits for success

Analytical Thinking
 Analytical Thinking is
understanding a situation by
breaking it apart into smaller
pieces, or tracing the implications
of a situation in a step-by-step
causal way.
 It includes organizing the parts of a
problem or situation in a
systematic way, making systematic
comparisons of different features
or aspects, setting priorities on a
rational basis, indentifying time
sequences, causal relationships.

Flexibility/Adaptability
 Flexibility is the ability to adapt to and work effectively with

a variety of situations, individuals or groups.
 It is the ability to understand and appreciate different and
opposing perspectives on an issue, to adapt an approach as
the requirements of a situation change, and to change or
easily accept changes in one’s own organization or job
requirements.

Computer Skills
 Computer skills refer to one’s ability to

utilize the software (and sometimes
hardware) of a computer

Self Confidence
 Self-confidence is a person’s belief in his own capability to

accomplish a task.
 This includes a person’s expressing confidence in dealing
with increasingly challenging circumstances, in reaching
decisions or forming opinions, and in handling failures
constructively.

Video Conference
 A videoconference (also known as

a video teleconference) is a set of
interactive telecommunication
technologies which allow two or
more locations to interact via two-
way video and audio transmissions
simultaneously

Videoconference
 Know the room – It is interactive – you can

see and hear everything that occurs –
 Know the audience – greet some of the
audience as they arrive and chat with
them
 Know your material – Practice your speech
or presentation and revise it until you can
present it with ease

Videoconference
 Learn how to relax – ease tension by doing

exercise – sit comfortably with your back
straight – breathe in slowly, hold your
breath for 4 to 5 seconds, then slowly
exhale – to relax your facial muscles, open
your mouth and eyes wide, then close them
tightly

Videoconference
 Make contact – You cannot turn towards a

particular viewer to indicate which of them
you are addressing in particular – it is
important to get the names of the
interviewers in advance and to use them to
indicate who you are focusing on at any
point during the interview

Listen with your eyes
 Non-verbal listening cues become more

prominent in a videoconference – try to be
more conscious of what your expressions
are saying to the viewer
 Visualize yourself speaking – imagine
yourself speaking as a successful speaker –
use visual and aural cues to gauge the
conversation

Videoconferencing
 Realize people want you to succeed – all

audiences want speakers to be interesting,
stimulating, informative and entertaining –
they want you to succeed – not fail
 Don’t apologize for being nervous – most of
the time your nervousness does not show at
all – if you don’t say anything about it,
nobody will notice

Videoconference
 Concentrate on your message – you should

concentrate on the message – your nervous
feelings will dissipate if you focus your
attention away from your anxieties and
concentrate on your message and your
audience, not yourself
 Turn nervousness into positive energy –
nervous energy that causes stage fright can
be an asset to you – harness it and
transform it into vitality and enthusiasm

Videoconferencing
 Gain experience – experience builds

confidence which is the key to effective
speaking
 Minimizing background movement - motion
causes the equipment to work harder to
transmit the image, remove such motions

Facing the videoconferencing
 First impressions count – you can’t get a

second chance to make a first impression -
make sure you remember the names of all of
your interviewers, which means paying
attention to them when you are first
introduced, and taking a mental note of their
various roles

Facing the videoconference
 Making positive small talk – you need to

respond to conversational gambits, like the
common question – respond by making
conversation, but do not overdo it and avoid
stressing any negatives, even if you had it

Telephone
 Distinctiveness – use clear articulation and

enunciation – all of us tend to get lazy in
our speech – open your mouth and let the
sound come out clearly – volume should
not be very loud or low
 Expressiveness – vary your tone and rate –
build a verbal picture with your voice

Telephone
 Conversational tone – you are real human being speaking

with another human being – even when using a script, work
hard to keep your tone and language simple and
straightforward
 Alertness – your voice should be energetic – give the
customer the impression that you are wide awake and alert
and eager to help. Sit upright and lean slightly forward – you
will feel energetic and it will reflect in your voice

Telephone
 Pleasantness – your voice should be smooth –

communicate with your voice that you are a
pleasant and happy person – there is no room
for shortness or anger – the pitch should be
varied and natural – high pitch sounds whiney
and a low pitch sounds monotonous – one of
the best ways is to sound pleasant is to smile
while speaking

Listening
 Hearing is a physical ability – it is what happens when sound

waves vibrate your eardrum and that signal is transmitted
via the auditory nerve to the brain
 Foreign Accents – You may sometimes find callers who are
non-English speakers – they are usually very polite and
interesting in talking to you with as much English as they can
manage with

Listening
 Don’t be afraid of technology

 Use the medium to your advantage – this
reflects very well on the candidate –
companies like ours are very proud of how
they leverage technology
 Dress appropriately – a well dressed and
groomed appearance can do wonders for the
first impression

Interviews
 Posture and carriage – the way

you carry yourself while walking
and sitting tells the customer
about your confidence – good
carriage and posture have to be
developed over a period time
and are essential in
distinguishing a careless attitude
from a sharp and alert one

Interview
 Be confident – self confidence is

observed through your behaviour, right
from the way you sit to how you speak –
good manners and proper behaviour are
obviously necessary – suitable greetings
for the time of the day and other
formalities must be known to you -

Interview
 Mental preparation – You should be

well informed about current events,
domestic and international and topics
of general interest – regular reading of
newspapers, listening to radio and TV
discussions, participating in GDs and
general reading habits are helpful
activities in developing the required
mental status for interview

Interview
 Go back to the books – you should

possess adequate knowledge in the
product and domain – a reasonable
revision of the products can solve
the purpose – several general
questions and biographical questions
are usually asked by the client and
you should be well prepared to
answer them

Interviewing
 No guessing games – in situations where you do

not know the answer to a question, it is always
better to state your inability to answer than to
make a guess – no one is expected to know
everything; admitting that you do not know the
answer reflects honesty
 Be clear – Enunciating and putting forth the best
possible image is important – avoid filters such
as “um”, “you know”, “the thing is” – make a
conscious effort to slow down your speaking
tempo – speak in declarative sentences and be
as direct as possible

General tips – for all interviews
 Answer clearly and boldly

 If you do not know the subject, say so rather than trying
to…….
 Answer to the point – what client has asked
 Avoid long winded answers – remember you could lose
client’s attention
 Elaborate when asked, or else be concise
General tips
• If you do not understand the question, ask again politely

• Do not use slang words – client from another culture may not
appreciate it
• Do not use words from your own language
• Please speak correct grammar
• Similarly, if you find that client is not able to get what you
are trying to explain – offer to repeat it
tips
 Be confident – but polite

 Polite is not humble – you have to make a positive impression
FAQs - behavioural
 Tell me something about yourself

 Are you married? If yes, how many kinds you have?
 How old are you?
 What do you do in your spare time?
 You being ____ years old girl (if that is so) in ____/or other
place, would that be a problem for you?
 How would you adjust to the climatic change?
 Why do you want to leave your country and come to a
completely new place like ours with totally different
culture?

FAQs- behavioural
 What do you know about our country/city?

 What role are you looking for in this project?
 Have you been to outside India before?
 What role you have played in onsite projects?
 Have you brought project from onsite to offshore?
 Have you lead a team?
 You have already been to ______ (if that is so), could you
tell me do you like the culture?
 What did you do after coming back from onsite?

FAQs - behavioural
 As a person, who are you? Professional, Personal as well?

 How do you help your team member/s, if he/they get stuck
in a problem?
 How can you motivate your team?
 How can you meet quality and deadlines of the project?
 Tell us about your best project experience
 How soon can you join us?
 What is your work profile in that project
 What are your hobbies

Thank You
Our Business Knowledge,

Your Winning Edge.

Some Hints For Facing Client Interviews

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Facing Interviews.

Some hints for facing client interviews

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 An employee who has excellent

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 An employee who is technically sound

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Demonstrable skills on technology/domain

 The BU Project Manager sends the CV to the client giving the

 In exceptional cases, it is in person or on video ( usually

• Study what client needs – it would be in the form of an RFP

 Effective communication is all about

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Honesty is the human quality of communicating and acting

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Teamwork implies a genuine intention to

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Motivation is the reason or reasons for engaging in a

 Initiative is expressed in terms of action taken now to avoid

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Keeping up to date with the latest

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Flexibility is the ability to adapt to and work effectively with

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Computer skills refer to one’s ability to

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Self-confidence is a person’s belief in his own capability to

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 A videoconference (also known as

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Know the room – It is interactive – you can

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Learn how to relax – ease tension by doing

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Make contact – You cannot turn towards a

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Non-verbal listening cues become more

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Realize people want you to succeed – all

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Concentrate on your message – you should

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Gain experience – experience builds

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 First impressions count – you can’t get a

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Making positive small talk – you need to

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Distinctiveness – use clear articulation and

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Conversational tone – you are real human being speaking

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Pleasantness – your voice should be smooth –

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Hearing is a physical ability – it is what happens when sound

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Don’t be afraid of technology

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Posture and carriage – the way

Confidential | Copyright © Larsen & Toubro Infotech Ltd.

 Be confident – self confidence is