Information Interview Etiquette

Dear Coach:

My uncle has arranged an information interview with a friend in a company I’d love to work for. I’m not sure how to approach this. I’d really like to work for this firm, but I don’t know how to parlay this interview into a job. Help!

Beholden to Uncle Vinnie

Dear Beholden:

Job search books often suggest informational interviews as an excellent way to gather information and let a company know you’d like to work for them. When I owned my own company, I got up many, many calls a month requesting information interviews. In fact, at one point, I was getting so many calls that I decided to hold a workshop on my industry once a semester at a local university so that I could meet the demand. I simply didn’t have the time to respond to every request.

The requests I always responded to, though, were referrals from a friend or client. Your uncle has given you a terrific opportunity to talk to someone who is probably pretty busy but is happy to do your uncle a favor. So here are some ground rules on information interviews that might help:

Honor the time. When you set up the interview, set a time limit. Say, for example, “I’m wondering if we could meet and talk for 30 minutes about your company and your industry. I know that you’re probably very busy, and I’ll make myself available at your convenience.” Then, arrive on time. Keep track of the time that you’ve spent together. Once you’ve reached 30 minutes, even if you’re engaged in conversation that’s going very well, acknowledge the time. “I promised I’d ask you for only 30 minutes of your time and we’ve reached that point.” If your interviewee is really engaged, he’ll give you more time. At any rate he’ll appreciate that you’ve stuck to your request and respected his time.

Come prepared. Don’t waste time asking questions that you can find out on the company’s website or annual report. Do an online search to see if the company’s been in the news. Ask your uncle what he knows about his friend’s work. Knowing something about the industry and company shows that you are serious about your career.

Make a list and check it twice. Before you arrive, make a list of questions you’d like to ask. Of course during the interview, your conversation may generate other things you want to discuss, but having a list an reviewing it right before your interview will prevent awkward pauses. Here’s some sample questions I’ve been asked:

• What combination of education, skills and experience would you like to see in a candidate for a job with your firm?
• What do you like most about your job? What are the challenges?
• Is there a chance to grow in your company? Is there a career path for employees?
• Is your field growing? What are the trends you see in your field over the next few years?
• What kind of salaries to people earn in your field when they are starting out? What is the earning potential?

Plan for the wind up. Don’t ask for a job at an information interview. Ever. It will likely make your interviewees feel pressured and used. Thank them for the time and great information they shared. Of course, if they ask you to submit a resume, you can follow up quickly.

Listen to your Mom. She was right about thank you notes. A few days after your interview send a handwritten note of appreciation, not an email. Your uncle’s friend made a special effort for you that’s important to acknowledge in a personal way. When you are ready to apply for a job in the future, you’ll have left a favorable impression.