I remember the day we hired Eric.  He was young and though he had had some good experience, he hadn’t had much of it.  But he was bright and he came highly recommended so I got him an interview.  The meeting was tense (as it always is when you’re down to the last two or three candidates.)  We were trying to be sure we got the right person for the job and when the job is CFO, there’s no room for mistakes or mis-steps.

Accompanying me in the interview were a couple of key managers and the owner of the business.  The owner had taken the lead in the conversation.  It went like this:

Owner:  “Well, Eric.  Your experience looks good, but you’re sure young.”

Eric:  “I may be the youngest applicant, but I assure you I also have more energy than the others.”

Owner:  “Hmm.”  He knew, as did we all, that the job ahead of us was monumental and that it would require a ton of energy.  That was definitely the right answer.  “I like that you have a lot of energy, but with all due respect, I think we were looking for someone with a little grey around the temples.”

Eric:  Without missing a beat Eric came back with the best response I have ever heard in an interview, before or since:  “I understand why you want someone older.  You want to be sure they’ve seen it all and done it all, and that they’re going to do the job the way it needs to be done.  I can appreciate that.  But let me ask you one question:  would you rather have someone with 20 years experience doing it wrong, or 6 years experience doing it right?”

That was the finest example of thinking on your feet I have ever seen!  Not only did he strengthen his own position, but somehow, he cast a shadow on applicants that had three to four times his experience.  The interview was pretty much over at that point and we gave him the job.  He was the best financial person I’ve ever worked with.

A lot of times we go into an interview with managers who are looking for the “right” person for the job.  If you’re going to get the job (and edge out all the other candidates,) you’re going to have to convince them that you’re the best (and if you’re going to keep the job after you get it, you’d better be the best.)

Eric was a master at making even his weaknesses look like strengths.  Every time someone brought up an objection, he had the right answer.  And at the end of the day, what he said was true.  His energy level was well above most people.  He knew how to do it right and he knew how to do it right now.  He was quick and accurate.  He had more data tucked away in his mind than you can imagine.  He didn’t have to look anything up.  He knew his business and he knew his job and he did it well.

If you’re going to compete at the highest level, you have to know how to do those things.  If you can’t do it now, have someone help you.  You should prepare for an interview like you’re preparing for the big game.  Getting the job could mean hundreds of thousands of dollars over the years, not to mention the job satisfaction and happiness that is possible.  Don’t ever interview unprepared.  Make sure your interview was one of those things that the interviewer just don’t ever forget.