Internal Job Interview

[stevieb]

I am currently going through a internal recruitment process for a new job.

I have already had 2 interviews and now been invited back for the final phase of the process where i need to give a presentation and go through a general competency based interview. Its just odd as it has been specifically said that i can not refer to any of bespoke work i have done internally i must answer the questions based on other examples away from my current employer. I am now into my 6th year of employment with them out of 10 years of working (Post Grad), so i am struggling for answers some of the time.

So far the process has just felt very strange being interviewed by the people you work with on a daily basis. But that aside, i am struggling with my presentation. The topic is about Business Development, but the role is a purely technical role. I have not carried out much BD work previsouly, and our clients (Local/Central Government) can not be influenced easily by salesman speak. My work is based on being on longstanding framework agreements, where work is won on a competative basis against other consultants.

One of the specific points relates to short and long term plans for BD. which is quiet strange as the Director who is interviewing me is aware that our work is carried out via frameworks. So the question has thrown me somewhat.

I know they will be looking at my presentation skills.

Thanks for any advice

[mr_tony]

Steve - it's impossible to be able to answer your query accurately as we don't know the job, the set up or the level of the role from what you tell us. However as someone who has been both technical and 'BD' I can provide some thought. Hope they are helpful. If not, good luck anyway.

stevieb said:

I am currently going through a internal recruitment process for a new job.

I have already had 2 interviews and now been invited back for the final phase of the process where i need to give a presentation and go through a general competency based interview. Its just odd as it has been specifically said that i can not refer to any of bespoke work i have done internally i must answer the questions based on other examples away from my current employer. I am now into my 6th year of employment with them out of 10 years of working (Post Grad), so i am struggling for answers some of the time.

In terms of a competency based interview, this is a bit of a challenge, but there are likely to be examples from your personal life you could use. If the question is about 'Have you ever had to resolve a conflict of interest' etc, then that could easily be demonstrated by an external event, e.g. club, social event, even family. Experience isn't just what we learn in the workplace.

stevieb said:

So far the process has just felt very strange being interviewed by the people you work with on a daily basis. But that aside, i am struggling with my presentation. The topic is about Business Development, but the role is a purely technical role. I have not carried out much BD work previsouly, and our clients (Local/Central Government) can not be influenced easily by salesman speak. My work is based on being on longstanding framework agreements, where work is won on a competative basis against other consultants.

Business Development, is called that becasue that is what it is, it's not just 'sales'. The Business Development process in a good company will be about understanding a clients needs, aspirations, future direction, constraints, building a relationship and knowing at a technical level what is and isn't possible. In this respect it could easily be a mix of consulting, sales and account management, to varying degrees with each client. TO that end, if you approach this as just an abiltiy to demonstrate 'sales buzzwords' then you'll probabyl have a hard time impressing anyone.
If you're still in the process then your technical background is clearly relavent. What you probabyl need to look at is the opportunity for your company in the contracts you have, or could have with the client base you have. Some of that will be responding to requests, some of it will be doing analysis to define new opportunities, defining the strategies needed to go after those opportunities and then converting them into sales.

stevieb said:

One of the specific points relates to short and long term plans for BD. which is quiet strange as the Director who is interviewing me is aware that our work is carried out via frameworks. So the question has thrown me somewhat.

I guess they are looking to find out how you could suggest they maximise the return from the frameworks, and to how you can suggest defining additional opportunities that exist outside the frameworks or could be 'add ons' to the existing frameworks. I'm sure if you look at the business you'll find examples where the company is missing an opportunity to maximise it's opportunities.

stevieb said:

I know they will be looking at my presentation skills.

Thanks for any advice

You'd have thought so! Probably more important than the content of what you present (unless it's a total disaster!), will be your delivery, the presentation of the material you prepare and the way you carry yourself in front of an audience. I'd suggest practicing, but try not to read from a script, have notes to prompt, but know what you're talking about, be flexible to answer questions as you go etc. Good luck.

[stevieb]

mr_tony said:

Steve - it's impossible to be able to answer your query accurately as we don't know the job, the set up or the level of the role from what you tell us. However as someone who has been both technical and 'BD' I can provide some thought. Hope they are helpful. If not, good luck anyway.

stevieb said:

I am currently going through a internal recruitment process for a new job.

I have already had 2 interviews and now been invited back for the final phase of the process where i need to give a presentation and go through a general competency based interview. Its just odd as it has been specifically said that i can not refer to any of bespoke work i have done internally i must answer the questions based on other examples away from my current employer. I am now into my 6th year of employment with them out of 10 years of working (Post Grad), so i am struggling for answers some of the time.

In terms of a competency based interview, this is a bit of a challenge, but there are likely to be examples from your personal life you could use. If the question is about 'Have you ever had to resolve a conflict of interest' etc, then that could easily be demonstrated by an external event, e.g. club, social event, even family. Experience isn't just what we learn in the workplace.

stevieb said:

So far the process has just felt very strange being interviewed by the people you work with on a daily basis. But that aside, i am struggling with my presentation. The topic is about Business Development, but the role is a purely technical role. I have not carried out much BD work previsouly, and our clients (Local/Central Government) can not be influenced easily by salesman speak. My work is based on being on longstanding framework agreements, where work is won on a competative basis against other consultants.

Business Development, is called that becasue that is what it is, it's not just 'sales'. The Business Development process in a good company will be about understanding a clients needs, aspirations, future direction, constraints, building a relationship and knowing at a technical level what is and isn't possible. In this respect it could easily be a mix of consulting, sales and account management, to varying degrees with each client. TO that end, if you approach this as just an abiltiy to demonstrate 'sales buzzwords' then you'll probabyl have a hard time impressing anyone.
If you're still in the process then your technical background is clearly relavent. What you probabyl need to look at is the opportunity for your company in the contracts you have, or could have with the client base you have. Some of that will be responding to requests, some of it will be doing analysis to define new opportunities, defining the strategies needed to go after those opportunities and then converting them into sales.

stevieb said:

One of the specific points relates to short and long term plans for BD. which is quiet strange as the Director who is interviewing me is aware that our work is carried out via frameworks. So the question has thrown me somewhat.

I guess they are looking to find out how you could suggest they maximise the return from the frameworks, and to how you can suggest defining additional opportunities that exist outside the frameworks or could be 'add ons' to the existing frameworks. I'm sure if you look at the business you'll find examples where the company is missing an opportunity to maximise it's opportunities.

stevieb said:

I know they will be looking at my presentation skills.

Thanks for any advice

You'd have thought so! Probably more important than the content of what you present (unless it's a total disaster!), will be your delivery, the presentation of the material you prepare and the way you carry yourself in front of an audience. I'd suggest practicing, but try not to read from a script, have notes to prompt, but know what you're talking about, be flexible to answer questions as you go etc. Good luck.

Thanks Tony, made me think a bit more about my content. I have already identified a few areas where the current team need to improve the quality of our product and as such should improve profitability if we are running a lump sum job.

I know the technical side of my job well, and i am currently 'acting up' from my current position while they look at alternative either external and internal.

But the company face a problem if i get the job then who the heck is going to replace me. But i am trusting that they make the right decision.

Ultimately the job will lead to be the technical director of the team when the current one retires in the next 18-24 months.

Thanks for the advice

The details of the role are below


About the Role

To deliver complex strategic modelling projects to programme and budget and in accordance with technical standards; to act as a technical expert and provide technical advice on modelling methods and audit allocated projects; to lead teams of professionals and give technical support to junior staff; to act as Project Manager on allocated commissions.

About You

Qualifications
Numerate first degree in Transport, Mathematics, Geography or Civil Engineering.
Chartered Professional (CEng, TPP or CMILT) or MSc in Transport Planning.

Knowledge/Experience
Expert knowledge of transport modelling methods, data collection, analytical techniques and appraisal methods.
Significant experience of strategic modelling program suites such as SATURN, Cube/Voyager, EMME or VISUM.
Extensive experience of highway scheme appraisal and current economic modelling software including, COBA, QUADRO and TUBA.
Comprehensive knowledge and understanding of UK Government transport planning policies and guidance, including WebTAG and DMRB.
Extensive and successful experience of undertaking and leading major transport planning and modelling projects .
Strong project management, resource planning and financial management skills.
Experience of drafting and presenting technical papers, giving evidence at public inquiries and being subject to cross examination.
Expertise to design modelling studies and provide advice to others, including, resourcing and costing.
Experience of micro simulation models is also important.

Technical Skills/Ability

Highly numerate with strong problem solving skills and innovative thinking.
Strong capability in mathematics, statistics, economics and mathematical methods for transport modelling, including problem soling skills.
Strong presentational skills including report writing, presentations and client relationship skills

[mr_tony]

Seems from what you've posted that the bias is heavily towards the technical there, the mention of client relationship skills shows a bit like an afterthought!

If you're seriously technical, and not so much BD, given the job description you would appear to be a good fit!

On that basis it would seem this is the final phase where they are testing the 'client' bit of this, and at this point it's really about soft skills. I guess the question is how important this is to them - from the JD it doesn't seem particularly high up their list. As they are bothering to test it seperately however it must have some bearing, so I'd just ensure that you're well prepared, be prefessional, and try and relax.

Can help on the techical side of things, I'm in finance, and therefore know sod all about about real maths