How to conduct efficient investigation and interview

Consultants have a skill, that is, they can understand the operation and industry information of the whole enterprise in a very short time. In just a few days, consultants can learn more information than business managers. The key point of this paper: performance management advertising consultants have a skill, that is, they can understand the operation and industry information of the whole enterprise in a very short time. In just a few days, consultants can know more information than business managers. Sometimes, a manager has worked in an enterprise for several years, and no consultant knows a lot in a few days. Why? Is it true that consultants are born better than managers, and have three heads and six arms? No. The most commonly used methods for consulting and understanding enterprises are surveys and interviews. Because of the consultant's third-party status, he can learn the information at all levels of the enterprise and the information that managers know but can't communicate with each other. Here, in addition to their special status, consultants rely on surveys and interviews. Investigation and interview are not only the basis of consultation, but also a superb practice, because if you want to consult an enterprise, you must first understand the operation of the enterprise, have an overall understanding of the enterprise, sort out and focus on the problems existing in the enterprise, which requires consultation and interview. In addition, it is superb practice, that is to say, investigation and interview can not be completed by fluent language expression, nor by talkativeness. It also requires excellent technology, full preparation, profound grasp of enterprise operation, keen perception of industry information and skillful control of management theoretical framework. From this perspective, it is not easy to do a good job in investigation and interview. Tell me about your first experience in research and interview. The first time I went to the project, I had no idea what an interview was, how to do it, and how to grasp the interview process. At first, the project manager didn't ask me to do an interview, but helped him take notes. He has the ability to speak and take notes. Because I have been writing articles for many years, the typing speed is not slow, and it is not difficult to record the whole process. The project manager talked for several hours, wanted to have a rest, change his mind and exercise his consultant by the way, so he arranged for me to interview the next manager. The next manager happens to be a technical manager and is not good at talking. It was my first interview, and I was not familiar with the interview outline, so I couldn't remember several pages. So I was very nervous at first, and I was afraid to look at the interviewee on the screen at first. At this time, the project manager is more alert and smart, and has not been interviewed for a long time. Speaking of the first time, the scene is still fresh in my memory. To tell the truth, that experience hit me hard. I once doubted myself and lost confidence in being a consultant. Fortunately, I have survived in this industry. After many exercises and summaries, I have basically overcome this obstacle. Now I don't need to read the outline anymore. The outline is basically in my mind and in the process. The so-called process refers to asking questions and digging out details according to the interviewee's conversation, which is also the core of the interview. At present, this skill has been used very skillfully, so don't worry about doing it badly. Here are some of my summaries to share with you. 1, fully prepared. Prepare the enterprise information of the enterprise to be consulted, have a general understanding of products, technology, scale and organization, have a general understanding of the development of the industry where the enterprise is located, and have an understanding of the main local competitors. These preparations are all for interacting with the interviewee and gaining the trust of the other party. In addition, an interview outline should be prepared. What is the purpose of your interview, to find problems or to understand the operation of the enterprise? Make a framework interview outline for your interview objectives. The outline doesn't need to be too detailed, because after the interview, your outline is just an outline, and the interviewer's conversation is what you are most interested in. 2. Make a detailed interview plan. After entering the enterprise, first make a thorough investigation of the managers of the enterprise with the docking person, and then make a detailed interview plan and inform everyone in advance. 3. Explain the purpose of the interview. After a brief greeting with the interviewer, you should carefully explain the purpose of the interview, tell the interviewer the purpose of the interview with the consulting company, and inform the employees of the confidentiality agreement. Ask employees to talk about anything regardless of the content of the interview to help the interviewees open their hearts. 4. Start with understanding the manager's work experience and department settings, let the interviewee talk about when he came to the enterprise and what positions he held, and make an understanding of the interviewee's professional experience, and then ask him to talk about department settings, starting with personnel, and then start talking about responsibilities. 5. inspiration. When the manager talks about something abstract, the interviewer should use some language to enlighten him, such as: "The on-time delivery rate is only 40%, so it should not be high. Why? " Help managers think clearly, ask questions and let them tell the answers through inspiration. This is an interview skill that the interviewer should improve, and similar questions should run through the whole interview process. Step 6 ask questions. As mentioned above, asking questions is the guarantee to ensure the interview effect. By asking questions, one purpose is to keep the rhythm of conversation and avoid silence. In addition, by asking questions, the interviewee can tell the details of the matter, which is convenient for the consultant to analyze and refine the problem. Some consultants are not sensitive to what the interviewees say. When the interviewee says, "Our salary is unfair!" Insensitive consultants will ask, "Oh, so, how do you make your annual business plan?" "Directly interrupted the interviewee, changed the subject. Then, what do you think of the unfair salary of the interviewer, how unfair it is, and what is the reason? Is the structure unreasonable or the wage level low? Or does the work value not match? Wait, these excellent research opportunities are just missed. Therefore, in order to do an efficient interview, it is very necessary to ask questions in time. 7. Distinguish between different objects. What kind of people you may meet in an interview, some can speak, some can't, some are managers, some are louts, which varies from person to person. For example, for opinion leaders, they have a deep understanding of the enterprise and master some management theories, so they can discuss the solution for a longer time, and they don't know anything about management and don't care. Then, the consultant doesn't need to use some. 8. respect This is a consistent principle. Consultants must respect each interviewee. The expression of respect is language and behavior, both of which are generally valued, but the other may be ignored, that is, time. For example, make an appointment for an hour. After consulting for a long time, I found that I didn't talk about it. In less than half an hour, I let people go. At this time, the interviewee will think that you don't respect him and agree for an hour. As a result, I let people go before the time, which was obviously disrespectful. We all have a feeling that the longer the interview, the better. The interview is the same. Just because you think there's nothing to talk about doesn't mean that the interviewee has nothing to talk about, but you didn't inspire and give people a chance. Every interviewee deserves respect, even if it is an operator in a workshop.