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McLovin, Marilyn, Traction and Momentum

How To Get What You Want From An Interview

By Rob Starr, Big4.com Content Manager

It’s not everyday you meet someone who often strolls past the house where Marilyn Monroe’s body was found and had a pivotal scene from the cult classic movie Superbad filmed in his bedroom, but it doesn’t take long to figure out you’re speaking with an original in the business world and why Warren Bennis, past Chairman of The Leadership Institute at USC, called Mark Goulston an “articulate intuitive.”
His current credentials include speaker, advisor and/or consultant to the Goulston Group that provides consulting, executive coaching, workshops and assessments. He’s also been a crisis psychiatrist for 30 years and FBI and police hostage negotiation trainer. It’s this unique blend of credentials this Fellow of the American Psychiatric Association brings to his work as a key adviser and confidante to CEO’s and Founders.

He also works with companies, organizations and agencies to create a “gotta have it” response from clients. We start our conversation about best practices for interviews with a focal point for

Mark Goulston

Mark Goulston

success—the way you and an interviewer relate to each other.

Something Better
“Unless you’re in the middle of a transaction, you want to change any conversation you’re having from the transactional to something better,” he says by way of starting our recent talk on the cornerstones of this “gotta have it” philosophy.

“When it comes to something like a job, the more that you can help the interviewer think more clearly and make a better decision, the more they will like that and appreciate you for helping them.”

The idea, according to this author/co-author of seven books is to take an interview where people are talking over, at, or even to each other and switch the atmosphere to one where they are talking with each other. Communicating in this fashion is a great way to differentiate yourself because one of the tricks to success is trying not to be better than others but different, according to Goulston.
Important and Critical
“The key to communication is not what you tell others,” says this frequent guest expert in media including CNN and the NY Times, “but what you cause them to tell you that’s important, critical and urgent to them.”
He says it’s important to create traction and momentum toward you, not just in interviews but also in the conversations you have in everyday business life. He calls this variation on the “gotta have it” philosophy, “gotta hire you.”

One of the best ways to build that momentum is to ask yourself at the end of every business conversation you have how impactful you’ve been. You can rate yourself from one to ten with Goulston’s SDU metric that stands for Self Discovered Urgency.
“You’ve created a ten when the other person says: ‘When do we get started? How do you like to get paid?’”
Read more about Dr. Mark Goulston and The Goulston Group here.

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