One of the best managers and peers I have had the pleasure of working with recently gave an interview to a technology analyst. I was really impressed with how she handled the interview. So I tried to read it and analyze why she did such a good job. Click on the image below to see the interview as I marked it up. I hope you can learn from her good job.
Here is a summary of the 11 best practices
There are more, but these were the 11 that I think showed up clearly in the interview I have referenced and marked up above.
- Express humility toward team and market.
- Answer the questions. Don’t be a White House press secretary.
- Know your company and product differentiators cold.
- If you need to mention competition downsides, don’t do it by name if possible but rather by generic shortcomings seen in the market in general.
- Know your numbers and the ones you can (and can’t) share publicly. This is just like Shark Tank.
- Turn a challenging question into a relevant and authentic positive (but answer!)
- If an analyst challenges you directly, don’t be defensive. And you should be prepared to answer the hardest questions. Practice with co-workers until you don’t sound defensive in your answers.
- If you have to mention competition by name, take the high road. If you must take a shot at the competition, make sure you are correct (prepare!) and say it politely.
- If you have to say something about the competition, ensure that what you say will (politely) put them on the defensive when it is their turn to answer the analysts questions.
- Build credibility and thought leadership by admitting when your solution doesn’t do something – by showing industry knowledge and vision by explaining why you don’t do what they asked.
- Share a general vision of the future (not a product roadmap) that is plausible based on the credibility you just earned, or have earned in the past.