 F.A.S.

Interview Guide
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The questions shown below have been written to aid the interviewer in conducting a
competency-based interview. Interviewers should use these questions to gather evidence
from candidates to identify if they can demonstrate the competencies required. This
information or evidence is recorded on the Competency Assessment Form, and given a
rating.

The questions should be prepared in advance of the interview. They are not an exhaustive
list and the interviewer should add their own questions in order to focus on any other
particular aspect of the job that the candidate is applying for.

CORE TECHNICAL

Knowledge Management - develops and manages knowledge of market, clients as

well as industry sectors
• What knowledge management systems have you used?
• How have you used knowledge management systems?
• What experience do you have in (core service line)?
• What experience do you have in (corporate advisor, capital raising, mergers and
acquisition advice, valuations, and transaction services)?
• How would you describe your specific technical skills?
• How have you acquired your area of specialism?
• In which industry sectors have you gathered your experience?

Business Diagnostic Skills - applies analytical techniques to understand business

drivers and identify deal issues
• What is your experience in corporate finance transactions?
• How would you describe your financial analytical skills?
• How do you go about assessing a corporate finance transaction?
• How do you ensure that you provide a value added transaction service to the client?
• Describe a situation where you have communicated (regulatory information, financial
information, and strategic issues). What was the outcome?
• How do you assess the specific drivers of a client?

Relationship Management - manages internal and external relationships in a

sustainable manner to the benefit of individuals and the firm
• Describe how you have initiated a relationship with a client. What was the outcome?
• Describe a successful relationship with an internal client.
• Describe an unsuccessful relationship with an internal / external client. Why was it
unsuccessful?
• How do you build relationship with clients?
• How do you sustain relationships with clients?
• How have you handled a tough negotiation?
• Describe a successful / an unsuccessful fee negotiation that you have handled.

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1Deloitte & Touche Central Europe – Financial Advisory Services
 F.A.S. Interview Guide
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Risk Management - understands and applies Deloitte & Touche Corporate Finance
procedures to manage our risk
• How do you approach the management of risk?
• What experience do you have in managing risk?
• How do you involve others in the management of risk?
• What experience do you have in managing risk in other countries?
• How do you initially assess project viability with regard to risk?

SERVICE EXCELLENCE

Defining Client Needs - develops understanding of clients needs to identify how we

can service their requirements
• Describe how you build rapport with a client.
• What feedback have you had about how clients view you?
• How do you approach building an understanding of key aspect of a client's business?

Serving the Client - ensures that the product and its delivery meet the client's
expectation
• How do you manage client expectations?
• How do you balance client needs with those of the firm?
• What experience do you have in working on cross border assignments?
• Describe how you have managed a difficult situation with a client.

Retaining the Client - obtains regular feedback on performance and acts on the
results
• How do you ensure a high quality of service to the client?
• How do you improve the quality of service provided?
• How have you retained a client in a difficult situation?
• What have your learnt about retaining clients?
• How do you set service standards with colleagues?

MARKETING, SALES AND COMMUNICATION

Understands the Market - perceived by the market as being approachable,

professional and expert in the field
• How do you keep up to date with the market trends?
• How do you analyse the needs of a client?
• What activities are our key competitors undertaking?
• Who are the key players in (area of expertise of the interviewee)?
• What is your own area of expertise?

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2Deloitte & Touche Central Europe – Financial Advisory Services
 F.A.S. Interview Guide
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Building the Market - positions self and firm advantageously in the market to
generate leads
• How have you gone about penetrating the market with services?
• What are the key sales features of Deloitte & Touche corporate finance / transaction
services?
• How do you generate leads?
• How have you leveraged new opportunities from an existing client?
• How much time do you allocate to the sales process?

Making the Sale - converts opportunities identified into sales

• How do you ensure a sale is closed?
• What aspects do you believe are integral to the sales process?
• How do you set high standards for yourself and others in the sales process?
• How do your prepare for a sales presentation?
• How would you generate enthusiasm in clients and potential clients about working with
Deloitte & Touche corporate finance?

MANAGEMENT EFFECTIVENESS

Making Decisions - consistently takes effective decisions

• How do you approach making decisions?
• Who do you normally involve in the decision making process?
• How could you improve your approach to decision making?

Implementing - manages processes and communications to ensure the highest

quality of service
• How would you describe your communication style?
• What information do you believe is important to communicate to colleagues?
• When and how do you delegate to others?
• How do you deal with a team member / colleague who makes a mistake?
• Describe a situation where conflict arose with a team member. What did you do?
• How do you manage your time?

Developing people - acts in a way which values the team members and develops
their capabilities
• Describe a situation where you have given (positive / negative) feedback to individual.
• How do you approach the development of others?
• How do you maintain your own development (of management skills / technical skills)?
• What courses have your recently attended?
• How do you improve your own performance?

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3Deloitte & Touche Central Europe – Financial Advisory Services
 F.A.S. Interview Guide
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Managing the Practice - manages the firm's resources effectively to maximise

performance
• What experience do you have of fee structuring?
• How do you ensure the profitability of assignments?
• How do you manage client expectations with regard to fees?

LEADERSHIP EFFECTIVENESS

Creating the Vision - demonstrates enthusiasm for and receptiveness to new ideas,
comfortable in a fast-changing environment
• How have you demonstrated and innovative approach in your current job?
• How have your responded to an unexpected change at work?
• What changes do you anticipate in the market place? How will you respond to these
changes?
• Do you prefer a fast changing environment or one that is steady?

Developing Commitment - builds commitment by convincing and persuading others

to work and achieve as part of a team
• Give an example of how you have persuaded others to your way of thinking.
• Have you acted as coach or mentor to another?
• How do deal with someone who disagrees with your approach?

Achieving Results - demonstrates a strong orientation towards achievement

• What has been your most recent achievement at work?
• What has been your most recent achievement outside work?
• How do you set high expectations for yourself / others?

Team Playing - is acknowledged as a sarong team player, capable of assuming

different roles, concerned with developing others and building and maintaining
effective relationships
• What is your approach to team working?
• What experience do you have in working with cultural diversity?
• What style do you adopt in a new team?
• How do you ensure the teams that you work in operate well together?
• What has been your best experience of team working? Why?
• What has been your worst experience of team working? Why?

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4Deloitte & Touche Central Europe – Financial Advisory Services