Informational Interviews: The Secret to My Success

by Julie Hatley

Not exactly what I had in mind

I remember how grown up I felt when I drove into downtown Seattle alone as a college senior, looking very professional in a navy suit, for my first informational interview. The Career Directions Department at the University of Puget Sound had suggested that students conduct informational interviews to research careers and make contacts. My goal was to do just that. I had never felt so empowered, ambitious, and scared.

I was confident as I walked from the parking garage to the towering building. I had followed the informational interview instructions to the letter. I had researched the company and industry, prioritized my questions, limited them to 20 minutes (to respect the interviewee's busy schedule), dressed professionally, and planned to conduct myself in a polite manner. I knew I had these items nailed.

The junior executive at Arthur Andersen management consulting firm could not have been more polite and interested in answering my questions. He suggested that we talk over lunch, and as we walked to the café, I discovered that my carefully planned and prioritized list of questions was inadequate. He had answered a third of my questions before we even reached our destination. What was I going to do? My confidence started to crack and I scrambled to think of intelligent things to say.

My fear of appearing stupid was soon replaced by the realization that I did not possess the necessary computer skills to work as a management consultant for Arthur Andersen (and was not interested in acquiring them). I had assumed that the informational interview would confirm my dream of working as a management consultant and provide me with an inside edge to make it a reality. I also learned that the glamorous-sounding job as a regional consultant was really one filled with lonely travel to different cities and being away from friends and family. I was getting married in three months, so the nomadic side of being a consultant was a big turnoff.

It wasn't until a few weeks after the interview that I realized what I had learned was truly a gift. I had been disappointed to discover that my energy had been focused in the wrong direction, but learning the truth about that career allowed me to expand my research and interest into other areas that were more suitable to my skills and nature.

This is more like it

Eight years ago, I wanted to transition from working part time to full time as a freelance indexer, a risky proposition. I knew that to be successful I would have to know a lot about the publishing industry and how an indexer fits in the system. I decided to conduct a series of informational interviews, which led me directly to quitting my regular job, establishing my business, and making my services available to those needing a good indexer.

Initially, I was very nervous when talking to prospective clients on the phone or in person. Some clients were interested in having me meet with them, and although this caused more anxiety, I learned that I always got the job when I met with a client face to face.

To help me appear and feel confident during any interview, I'd pretend that it was an informational interview, and although the prospective client thought they were interviewing me, I was just as equally interviewing them. In reality I was, because taking on new clients and projects involves an element of risk (Will they be easy to work with? Will they deliver docs as promised? Will they pay me on time?) Like my previous informational interviews, I was always prepared with a list of standard questions to learn about the client's indexing needs. As they talked, I'd jot down notes to get clarification on items or to adapt my questions or replies specifically for their project needs.

After eight years as a full-time freelance indexer, I still use informational interviews, or a variation of them, to develop new technical and interpersonal skills, research companies, make contacts, and earn jobs. I rely on this useful tool because it makes me feel confident and empowered in what can be nervous situations. Potential clients are sometimes surprised that I'm so confident and have so many good questions to ask them. I get hired because I've shown that I'm prepared and care about doing a good job for them.

Some informational interviews are initiated by a chance meeting - I'm introduced to a client's colleague and I ask if they would mind giving me their business card so I can follow up with some questions. Other informational interviews occur on the spur of the moment - I've just finished giving a presentation about indexing to a group of editors when someone comes up to thank me. For the next five minutes I ask them questions about what they do and where they work. These opportunities are invaluable because I've met interesting people, made lasting friendships, and have expanded my reputation and business as a good indexer.

Informational interviews are excellent for eliminating bad career choices from the vast number of options available, and for confirming that a direction is the right one. I've learned that, used wisely, these interviews can open doors to new or expanded careers. Ultimately, an informational interview is a tool for identifying who we are, where we want to go, and how we can get there.

Julie's tips for informational interviews:

• Start your search for interview candidates with people, organizations, or professional associations you know. Cold call companies if you need to find contacts.
• When contacting individuals, state that you were given their name by whomever referred you, and that you'd like to ask them questions during a short informational interview because you have X goal.
• If the potential interviewee declines meeting with you, ask for a referral to someone else.
• Be professional, polite, and prepared.
• Prioritize your list of questions, and be conscious that the interviewee's time is valuable.
• Have a secondary list of questions in case your high-priority list goes fast and there is still time left.
• If the interviewee says you can have 20 minutes, be sure to stop when that time has passed.
• Always say thank you, and that you appreciated their time.
• Ask for their business card.
• Send a thank-you note.

Julie's questions for informational interviews:

• How would you describe a successful employee?
• How does my role fit into the department and organization?
• What makes your organization different from your competition?
• What are the greatest challenges you face?
• What suggestions do you have for someone just starting out?
• What would distinguish a candidate from the other applicants?
• What is your management style?
• What is the turnover rate for the department and organization?
• How do you keep employees motivated?
• What are your predictions for this industry in the next two, five, and 10 years?

Julie Hatley is a professional indexer who enjoys speaking to groups about indexing. Ask for her two free information sheets "What is a Good Index Worth?" and "How Do I Hire an Indexer?"