Improving job interview skills.

When they have not been in the job market for several years, even confident executives and managers become anxious about job interviews. Rusty interviewing skills are best sharpened by practice. Candidates should prepare for the interview, set interview goals, be rested and relaxed, listen actively,

Prepare for the interview. Candidates should anticipate questions and prepare their responses. They should be able to articulate their talents and skills and be able to state their accomplishments objectively. Candidates should understand exactly what the employer is looking for, be able to compare their abilities with the hiring company's needs, and gauge how well they fit the position's requirements. The employer's financial situation, special challenges, and unique opportunities also should be ascertained for possible fit.

Set interview goals. Candidates should prepare a few key communications objectives for the interview that will highlight their strengths. Then, no matter where an interviewer leads the discussion, candidates can raise the important points that tell their story. Having these goals also will give candidates some control over the interview process. These points should not make their first appearance in a follow-up letter because that may be too late.

Be rested and relaxed. Candidates should allow enough time to get to the interview. If the appointment is in the morning at an out-of-town location, they should arrive the night before and get a good night's sleep. To avoid added pressure, they should not book a return flight too tightly. An interested interviewer might want to keep going, and candidates should not have to break off the interview to make a flight home. Candidates should try to schedule the interview during the time of day when they normally are at their best. Candidates should do whatever helps them relax before an interview, from exercising or meditating to using visualization techniques.

Listen actively. Interviewers appreciate attentive candidates. In addition, by listening actively, candidates can pick up helpful cues. For example, several questions about managed care or reimbursement issues give a strong indication of the organization's needs and the interviewer's agenda, and give candidates an opportunity to showcase their strengths in those areas.

Offer direct, concise answers. Responses to questions should be brief and clear, but not monosyllabic or unfriendly. Candidates should be ready to provide examples and supporting data, but they should not say everything they know in every exchange. Open-ended questions are the norm in interviews, since the interviewer knows candidates' background from their resume and references. But open-ended questions are not an invitation to babble. Candidates should listen to each question and gauge their response accordingly. Interviewers will ask for details if they want to know more.

Do not bide failures. Rather than hiding their mistakes, candidates involved in a failed venture should focus on what the experience taught them. They should keep their explanations brief and positive, without criticizing or blaming others or speculating on others' motives or beliefs. Candidates who feel they must report on unpleasant circumstances should make only factual comments that can be substantiated. Gossiping, spreading rumors, or lying about any aspect of their career or life could permanently damage their credibility.

Do not initiate a compensation discussion. Discussing compensation in a first interview generally is viewed as inappropriate. If asked about current salary or expectations, however, candidates should tell the truth. Although some experts recommend dodging any discussion of compensation in the first interview, this course of action is risky. Telling the hiring company your current salary could limit your earnings, but avoiding an answer could appear evasive.

Do not make assumptions about whether you have the job. Every good interviewer tries to make candidates feel comfortable, and some inexperienced individuals may misread the situation's cordiality as an indication that they have an inside track on a position. The pleasant treatment candidates receive is common business courtesy. If the process moves forward, several interviews with a number of people will occur before a job offer is extended.

No interview is a waste of time, even for a candidate who does not proceed further. Healthcare financial managers can sharpen their skills by accepting requests for interviews even when they are not looking for another job, as long as they disclose their level of interest in the position. Interviewers are constantly looking for qualified people, and they have long memories. The current search situation may not be a good fit, but another opportunity may develop in the future. Keep a positive outlook whatever the outcome of the interview. Even if a job offer is not received, the interview experience can enhance a person's career and life. Engaging in interviews will broaden one's scope as an executive and as a person.

Michael F. Meyer is a senior vice president and managing partner, Witt/Kieffer, Ford, Hadelman & Lloyd, Phoenix, Arizona.