…is, perhaps, the best advice for someone who has not been in the “interview mode” for some time. As every good salesperson understands, it is impossible to speak to ways that your product or service can satisfy customer needs until you have a clear understanding of exactly what those needs are. Sometimes we are so enthusiastic about telling our own story that we fail to recognize that it is most important to listen to our customer’s agenda and needs. And, when we have the chance to meet with a potential employer, it is critical to ask exactly how we might bring value, to know what is needed. Only then can we suggest how we might make a valuable contribution. In an interview situation, ideally information flow should be a 50/50 split, or perhaps even 60/40 with the interviewer doing most of the talking, at least in an initial meeting. It is important, then, to come prepared with a good understanding of the company as well as informed questions.