Interview Like
A PRO
Phil Bruno
Interview Like a PRO
Today's interview processes can be a crap shoot. Sometimes interviewers know
what they are doing and sometimes they don't.
You may even be in front of a poor interviewer but you still want them to receive
your best information. But if you can handle a behavioral based interview, you
can deal with anything.
The techniques learned in this class will allow you as a candidate to represent
yourself in the best way possible to for your promotion or outside opportunity.
You will match your skills to competencies from current planners job descriptions.
Then build stories that exhibit critical behaviors that employers demand.
At the end of this session you will be able to:
 Prepare in a way that builds confidence
 establish professional rapport with an interviewer.
 handle probing questions that zero in on key information.
 use positive body language to engage a team of interviewers.
 summarize your real-life experience in a manner that matches
competencies.
 pick up clues determine whether the organization is a fit for you
Common Planner Interview Questions
Typically, a wide variety of questions can be used to gain
information about a candidate’s job skills. Use these questions
as guides to help you develop stories that illustrate your
abilities.
1.Give an example of a time when you could not participate in a
discussion or could not finish a task because you did not have enough
information. How did you move forward?
2.Give an example of a time when you had to be relatively quick in coming
to a decision on site.
3.Tell me about a time when you had to use your spoken communication
skills with a client in order to get a point across that was important to you.
4.Give me an example of when you felt you were able to build motivation
in your coworkers or subordinates to get through a particular event.
5.Tell me about a specific occasion when you conformed to a policy even
though you did not agree with it.
6.Give me an example of a program you worked on when you used your
fact-finding skills to gain information needed to solve a problem; then tell
me how you analyzed the information and came to a decision.
Interview Preparation – Accomplishment Stories
Write out each accomplishment in your resume to tell a story in the STAR format.
Tell accomplishment stories not just facts and figures.
ST – SITUATION



Two – Three sentences
Explain what the challenge is that you were trying to overcome.
Why where you asked to take on this project?
A – ACTION




Four – six sentences.
Describe what specific actions were taken to achieve the results.
Must be able to clearly understand your contribution to the effort.
Do not use “I” more than once.
R – RESULTS




One – two sentences.
What outcome did you achieve?
Numbers speak louder than words so quantify!
If you have to explain the results then they are not specific enough.
Interview Preparation – Accomplishment Stories
Write out each accomplishment in your resume to tell a story in the STAR format.
Tell accomplishment stories not just facts and figures.
Accomplishment from your resume.
______________________________________________________________________
______________________________________________________________________
ST – SITUATION - Two – Three sentences
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
A – ACTION - Four – six sentences.
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
R – RESULTS - One – two sentences.
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
ACCOMPLISHMENT STORY
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Interview Preparation – Accomplishment Stories
Resume Accomplishment
Saved $240,000 by leading process improvement team implementing 7 of 8
recommendations to streamline operations.
St – Situation:
Maritz had not evolved their Performance Improvement Awards and Fulfillment division
services to keep up with the changing times. The company had labor intense processes
in place that had brought historical success. Costs to process client business
transactions increased over time. A group of key employees were selected to study the
processes of the division and make recommendations.
A – Action:
I was assigned to lead a higher-level group of Executives through a re-engineering
effort. There was meshing of teeth during the first meeting that resulted in a number of
shouting matches and at times for the potential of fights. To break down the barriers, a
number of nerf balls were placed in the center of the conference table during all
subsequent meetings. A rule was introduced that team members could not get at each
other’s throat and nerf balls could be thrown to release frustration between team
members. This was the icebreaker that allowed the team to move forward by realizing
the need to cooperate with each other and the need for each department to be a joint
effort in identifying feasible solutions.
R – Results:
The remaining ten weeks of the project resulted in candid discussions and development
of 8 creative solutions. Solution recommendations were presented by the team Director
to Senior Management of the Awards and Fulfillment division. 7 of the 8 solution
recommendations were approved saving $240,000.
Accomplishment Story
Maritz had not evolved their Performance Improvement Awards and Fulfillment division
services to keep up with the changing times. The company had labor intense processes
in place that had brought historical success. Costs to process client business
transactions increased over time. A group of key employees were selected to study the
processes of the division and make recommendations. I was assigned to lead a higherlevel group of Executives through a re-engineering effort. There was meshing of teeth
during the first meeting that resulted in a number of shouting matches and at times for
the potential of fights. To break down the barriers, a number of nerf balls were placed in
the center of the conference table during all subsequent meetings. A rule was
introduced that team members could not get at each other’s throat and nerf balls could
be thrown to release frustration between team members. This was the ice breaker that
allowed the team to move forward by realizing the need to cooperate with each other
and the need for each department to be a joint effort in identifying feasible solutions.
The remaining ten weeks of the project resulted in candid discussions and development
of 8 creative solutions. Solution recommendations were presented by the team Director
to Senior Management of the Awards and Fulfillment division. 7 of the 8 solution
recommendations were approved saving $240,000.
Name
Phone #
Address
Email
Address
Company Name
Position Title
Job Requirements
Keep this to one page in length
 Any longer and people will not take the time to look
at it in an interview
 If you do not meet a specific requirement leave it off
the document
Copy the key elements of the job description
 Decided what the most important requirements are
and list only them
 Do not change the words just cut and paste
 Do not want people to wonder where the
requirements come from
Provide a copy to each person you interview with
 As soon as they ask the first interview question
answer their question and then hand them this
document
 “In preparation for this interview I prepared this
document. In the left column are the requirements
of the job that I feel are most important. In the right
column are my qualifications that demonstrate how
I met the requirements of the position.
 As soon as the person makes eye contact with the
document offer to take them through the document.
“If you would like I would be happy to take you
through the document?”
One of three options will happen;
1. They will ask you to take them through the
document. This is a home run as you have just
taken over the interview.
2. They will pass but leave the document out in site.
Refer to the document when you answer future
questions to peak their interest again.
3. They put the document away.
Regardless what they do you will be better prepared
by drafting this document.
“Name” Qualifications
 Accomplishments
 Experiences
 Skills
That demonstrate that you meet the
stated requirement
Numbers speak louder than words so
quantify, quantify, quantify.
 Provide enough information so that
the document makes sense on its
own.
 When you cover the document tell
the stories so that you will not just
read it to them
Sample Planner Position
Position Requirements
Manage assigned projects in the area
of meeting/event planning for a
variety of meetings, conferences and
workshops.
Track budgets to ensure revenue and
expenses are kept within established
boundaries and reconcile event bills.
Ensure all logistical details including
room set-up, av, transportations,
housing and f&b for meetings are
planned effectively.
Participate in contract negotiations
and evaluations with a variety of
vendors for meetings.
Participate in the strategic planning
process for all meetings and events to
ensure continual improvement and
quality customer service.
Qualifications
Position Requirements
Proven track record in Healthcare
Industry, overall technical knowledge
is imperative.
Proven ability to collaborate and
influence others.
Strong communication skills (verbal
and written), including demonstration
of skills in both large and small group
settings, as well as strong
relationship management skills.
High standard of integrity and ethical
principles builds relationships based
on trust.
Qualifications
 Business Development experience for provider of
Healthcare Industry Medicare Advantage marketing
services and analytics / predictive modeling.
 Participated in industry Medicare Advantage conferences
addressing evolving regulatory and compliance issues.
 Strong background in business solution development and
deployment for IBM and other technology providers.
 Consultation across multiple levels within UniGroup to
understand business processes and leverage technology
to achieve strategic advantage and improve business
results.

 Proposals, RFP responses, and presentations of technical
concepts to non-technical C-level executives at UniGroup,
Boeing, Boatmen’s, and Magna Bank.
 Federal security clearance approval.
Ability to work in an environment that  Fully adherent to CMS and HIPAA regulations in Medicare
is highly regulated and requires
Advantage/Healthcare environment.
compliance to regulatory standards at  Full compliance with Federal Acquisition Regulations in
all times.
highly regulated government procurement environment.
Ability to demonstrate compelling
communication, specifically listening
to others ideas and conflict
resolution.
 Worked with AG Edwards to understand and clarify
ambiguous stakeholder requirements, evaluate potential
technical approaches, and develop optimized, integrated,
strategic business solution.
Interview Recap
Company:
________________________ Position:___________________________
Date: ____________________________
Top priorities for the company/position?
1.
2.
Description of culture and work environment.
Current opportunities/challenges?
What can I do to demonstrate my value with the opportunities/challenges?
What did I learn from my questions?
Red flags stopping me from being hired.
What can I do to address the red flags?
Follow up questions I would like to ask?
Presenter – Phil Bruno
“I create experiences that inspire people to take responsibility for
their own happiness and success.”
Phil Bruno, Management consultant, speaker and trainer, works with organizations to
exceed customer expectations. He does this through engaging keynote speeches and
training sessions. His "Hooked on Hospitality " on-line inter-active videos have been
adopted by leading DMOs as the delivery vehicle for hospitality training to their entire
communities.
Since 1999 Phil has worked independently as a speaker, trainer and consultant
throughout country, with hundreds of clients and thousands of audience members
spread across all industries. His most popular keynote presentation “Surviving and
Thriving” reflects his 30 years experience of studying generational issues, leading
focus groups and more recently researching various industries for the latest
recession success stories.
Bruno says, ”During this period of economic stress, consumerism has taken a major turn
and the food chain has been shaken. People are looking for what works for them NOW.
You are experiencing more new trial than ever before. Your brand promise, and the
customer experience must match or you're done."
The Experience Economy is upon us and if you don’t know what that means, you need
to slap yourself and dial in before it’s too late...the market is going to the fleet of foot.
If you are not exceeding expectations, you’re just not in business anymore.
Keynotes and breakouts titles listed on www.Treatemright.com
Call 314-846-9139 or e-mail Phil@treatemright.com