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If you ever find yourself in an interview where you’re unsure of the agenda, quickly ask, “Where would you like to begin our conversation?” If he says, “Tell me about yourself,” then you should ask, “Where would you like me to begin?” Where he wants you to begin is what he’s most interested in. Focus on his interests.

Projecting the image of a stellar can’t-do-without candidate comes with practice and preparation. There are 3 things you need to do:

1. Complete a T-account exercise.

2. Build your “story” book.

3. Rehearse your message.

T-Account Exercise

There’s no substitute for this exercise. A sage headhunter taught it to me years ago. The exercise requires you to overlay your accomplishments on the employer’s needs. This preps you to talk about your accomplishments, long-term goals, as well as strengths and weaknesses in the context of the specific job you’re interviewing for.

I know this sounds too easy—too common sense—too logical, but it’s not. In my experience, few job hunters spend time thinking about how their experience and skills relate to a job until they’re actually asked. I’ve seen people blow it when they were asked the simplest questions: “What do you know about our company?” That is the perfect opportunity to explain what you’ve learned and how your experience makes you their perfect candidate. Too often, even the most senior people “wing it.”

Draw a line down the middle of a page. List the employer’s needs on one side and your skills and accomplishments that prove you can do the job on the other. In the interview, you’ll be able to point out these compatible assets for the employer. You’ll stand out as organized and prepared. Grab a blank sheet of paper and do it now. (You can recycle this exercise in your thank-you note.)

Analyzing Your Strengths and Weaknesses

All employers ask you about strengths and weaknesses. It’s one of the few questions you can absolutely guarantee. Yet, it’s numbing how little forethought most people give to this question. This might sound asinine, but I’ve actually had people who, when asked about weaknesses during an interview, either couldn’t come up with any or replied, “I don’t believe I have any.” Candidates who say they have none—I guess they are, in their own mind, perfect—Mr. Employer will view them in a highly negative light. So much so, that once they state they have no weaknesses, the game is over. And I mean over. These are disastrous interview blunders! Assess your weaknesses in advance of an interview.

GUERRILLA MISSION

Strengths

Now that you’ve completed a needs analysis with the T-account exercise, you need to list your top 10 strengths as they pertain to the job you are seeking. Grab a piece of paper and list them in bullet form. Stop. Do it now. This is important.

Now look at your strengths. Which of those applies to the job for which you are being interviewed? If you were the interviewer, would that be enough? Would you spend your last dollar to acquire you? If your answer is yes, proceed to the next exercise on weaknesses. If you said no, congratulations for being so honest; you have just saved your interview from certain disaster. You’re running these exercises because, like a pro sports coach, you understand that practice makes perfect and game day is no time to practice. Run through this exercise until you’ve listed 5 strengths to support the job’s requirements.

Weaknesses

Run the same exercise, only this time list your weaknesses as they apply to the job. Now pick a weakness you’ve been working on and detail what you’ve done to correct it. Are you short-tempered? Don’t mention that one! This is not true confessions time. Interviewers expect you to pick something “light.” That’s what candidates do. Please don’t disappoint them. What you’re going to do that most candidates don’t think to do is demonstrate your follow-through. Right after you reveal your weakness, you’re going to explain what you’ve done to correct the matter.