May 29, 2025, by Annika Porsch, Management Factory

What sets a traditional job interview apart from a client interview in Executive Interim Management? Almost everything – especially the focus, the objective, and the timeframe. While companies in recruitment processes are looking for long-term candidates, Interim Management clients expect immediate solutions. Anyone who approaches this with conventional application methods is already at a disadvantage.

The Elevator Pitch – Your Ticket to the Assignment

In a client interview, the primary focus isn’t on who you are, but on what problems you can solve. The key: a sharply crafted elevator pitch. Within just 2-3 minutes, you need to earn the client’s trust and clearly demonstrate why you are the right answer to their current challenge.

Goal-Oriented, Not Potential-Based: The Different Logic of Client Interviews

While traditional interviews for permanent roles focus on long-term collaboration, client interviews for Interim Executives follow a completely different set of priorities.

In permanent hiring processes, it’s mainly about assessing a candidate’s potential, evaluating soft skills, and determining cultural fit. Factors like team dynamics, company values, and personal development take centre stage.

In contrast, the client interview in Interim Management is all about immediate problem-solving. Clients aren’t looking for long-term reinforcement – they need someone who can step in at short notice and deliver results right away. What truly matters are hands-on execution skills, relevant experience, and a proven track record of impact. The client’s key question is: “Can this person solve my current problem quickly and reliably?”

How Interim Managers Can Prepare Effectively for a Client Interview

Thorough preparation is essential for Interim Executives to make a strong impression in a client interview. The first step is a solid analysis of the company and its market. This includes understanding the organization’s strategy, structure, and current challenges. Equally important is grasping the market positioning: Who are the main competitors, and what stage of development is the industry in?

The second step is to familiarize yourself with the interviewers. Targeted research – for example, via LinkedIn – can provide valuable insights into their professional background, responsibilities, and potential points of connection. Shared experiences or similar career paths can help build trust and create a more personal rapport during the conversation.

A clear understanding of the assignment itself is also critical. Before the interview, Interim Managers should know what goals the company is aiming to achieve, what actions have already been taken, and where those efforts may be falling short. A well-informed view of the context allows you to offer concrete, tailored solutions during the discussion.

Finally, come prepared with thoughtful questions of your own – they show genuine interest and strategic thinking. A strong opener might be: “What specific results would you like to see in the next 90 days – and how will you measure the success of this interim engagement?”

Why Precision Matters More Than a Resume

A compelling elevator pitch is not just a summary of your résumé – it’s a clear, structured answer to one key question: Why are you the right solution to this client’s current problem? The focus is not on a retrospective of your career, but on the concrete value you can deliver in the present situation.

First, demonstrate that you understand the client’s problem:
For example: The client is facing the challenge of declining revenues and rising costs, which have pushed the company into financial distress. Operational processes are inefficient, and there’s a lack of execution capacity and manpower to implement the turnaround program you’ve designed.

Next, highlight your relevant experience:
For example: In my most recent turnaround assignment at Company XY, we restored profitability within nine months by conducting a thorough cost structure review and optimizing staffing, costing, and operational processes. The company successfully repositioned itself after the turnaround.

Finally, emphasize the unique value you bring:
For example, I do not only bring deep expertise in analysing business models and executing cost-reduction measures, but also the ability to make fast, effective decisions in times of crisis and to align the management team around change. My focus is always on returning the company to a growth trajectory – without losing sight of its long-term strategic direction.

There are clear rules for making a strong impression in a client interview:

Do’s:

• Always keep the client’s benefit at the centre of your message
• Structure your self-presentation to be solution-oriented and tailored to the client’s specific problem
• Use the client’s own language deliberately to build trust and prepare thoroughly for potential follow-up questions
• Present yourself with confidence – but without arrogance – to reinforce your professionalism

Don’ts:

• Avoid lengthy monologues without a clear message
• If your presentation focuses too heavily on your career history rather than the value you bring to the client, the impact is significantly reduced
• Improvised answers instead of thoughtful preparation quickly come across as unfocused
• A lack of follow-up questions – or going too deep into technical details that miss the core of the assignment can derail the conversation

In short: If you present your pitch with precision, clarity, and a clear value proposition, you greatly increase your chances of winning the assignment.

Conclusion: First Impressions Count – Seize the Opportunity

In Executive Interim Management, you don’t get a long runway. The pitch often determines – within the first minutes – whether you are seen as a problem solver and have the needed energy. Your goal is not to impress, but to reassure. Whoever gives the client the feeling, that with this person, the problem can be solved, has already won.

#ElevatorPitch