Good questions to ask include:
- How do most people enter the industry (field)?
- How did you break into the industry (field)?
- The position I'm interested in is_. How strong are my qualifications for it?
- What can I do to improve my qualifications?
- What kind of job Am I qualified for that will lead to this position?
- For someone coming in at my level, what kind of career path can I expect?
- What are the characteristics of the people who are successful at this work? What are their strongest skills?
- What do most people find difficult about this work? Are there any particular obstacles that you think I might encounter?
- What are the long-term trends that are influencing the industry (field) right now? What effect are they having on the position I'm considering?
- How do you see the industry (field) changing in the next few years?
- Where do you think there will be the most growth?
- Are there any particular difficulties that the industry (field) is experiencing right now?
- What professional publications do you recommend that I read?
- What would a realistic first-year income be? What could I expect to be earning in 5 years? In 10 years?
Since you're in a learning mode, you'll make an especially favorable impression on a manager if your questions demonstrate that you've become knowledgeable about his company, particularly its history, recent activities and successes, current problems, and future plans. At the very least, you should be aware of the company’s products and/or services and know what its size is, in either dollar volume or number of employees. If the company is publicly owned, you should also know whether it's earning or losing money, how much, and the current trend.
An information interview will usually begin with the manager asking what it is that you want to know. First, give him a copy of your resume so he'll have a complete picture of your background. Then explain your current situation and what it is you're trying to learn. Also, feel free to take notes. You are actually the "interviewer" and the manager is the "interviewee."
As you engage the manager in conversation, your meeting will go in one of two directions. He'll give you the information you need and leave matters at that, or he'll take a more active interest in you because he sees you as someone he might like to hire.
The following are signs that you've struck a responsive chord in a manager and that he's considering you for employment:
- He begins to probe your background and the reasons for your interest in his field;
- He starts to take notes;
- He describes a need in his department and it's one you could obviously fill; and
- He begins to talk enthusiastically about his company and describes the advantages of working for it.
Most information interviews, however, won't take this turn. At a certain point, the manager will state that he has answered your questions and must now conclude the meeting. Thank him for his time and help, but ask if he can refer you to managers at two or three other companies. Explain that he's given you the information you came for, but that you would like to gain additional exposure and hear other perspectives on the field.
If the manager gives you names, ask if you may use his name when contacting these individuals. He'll most likely consent to this and you will now have referrals. If you prefer, it's appropriate to call these managers on the phone instead of writing them a letter, since you were referred to them by somebody you both know. When placing each call, state the name of the manager who suggested you call, explain your purpose, and set up a brief meeting.
After each information interview, write a short note thanking the manager for his time and help, whether you were given referrals or not.
Once you've completed your information interviewing, you should have a good idea of whether or not you want to pursue the position you've been investigating. In the process of gathering information, you may also have been made an offer you want to accept.
In the event that you've defined the type of work you want to do but have not received an offer, call the managers for whom you'd like to work and update them on your situation. Explain that you've completed your research, have determined the position you want to hold, and ask if an interview can be arranged for this kind of job.
If the manager doesn't have an opening to discuss with you, you now have many contacts in the field and can network for job interviews, instead of information interviews.
As stated earlier, information interviewing is the most appropriate for job-seekers who are pursuing entry-level positions or who want to make a career change, since it's customary to investigate a field before entering it.
This approach is seldom appropriate for individuals who hold senior-level positions, since expertise in a field is usually a prerequisite for hire. There are two instances, however, when senior-level job-seekers can benefit from information interviewing.
The first is when someone is changing industries, not fields. This is where he wants to do similar work, but for a company that offers different products or services. An example would be the manufacturing manager who wants to move from the television industry to the computer industry. Because his manufacturing knowledge might be transferable, it would be appropriate for him to gather information on how these two industries differ from a manufacturing standpoint.
The other exception is the job-seeker who has recently moved to a new part of the country or who is investigating the area before relocating. He will want to find out what's happening in his specialty in that locale. In the process of gathering this information, he may generate job offers.
If information interviewing is appropriate for your situation, it's important to understand that this method for meeting managers has been greatly misused and abused in the past. Many job-hunters have told managers that they wanted to meet with them to find out about work they were considering for future employment, but when they arrived at the interview it was obvious that they were really looking for a job. Their "doing research" was just a guise to set up a personal meeting. As a result, don't be surprised if some managers are suspicious—and even challenge you—when you tell them that you're looking only for information, especially if you're unemployed.
