Interview Approaches

What’s Your Approach?

When it comes to the sales pitch, project interview, or shortlist presentation—whatever you call that moment when your client chooses between you and your competitors—the question to ask is simple: What’s your approach?

I recently spent a day coaching a team through this very decision, and what became clear is that most teams don’t realize they have options. They prepare their materials, rehearse, and present. But there are actually multiple approaches you can take—and each one communicates something different about your team.

Understanding Common Approaches

Over time, we’ve identified several recognizable ways to structure a presentation, each with its own advantages:

• Traditional: A slide deck presentation where each team member owns a section. This approach projects professionalism and authority—it shows preparation and respect for the process.
• Tag Team: A more conversational handoff between presenters. This showcases team synergy—the way your people connect naturally with one another.
• Hockey Game: Everyone contributes across topics, offering insights from multiple angles. This demonstrates integration—how different disciplines collaborate on shared challenges.
• Interactive: The team engages the client with questions and dialogue. This highlights collaboration—you’re not just presenting; you’re co-creating understanding in real time.
• Discussion: A sit-down, working-session feel. This gives the prospect a sense of what it’s actually like to work with you—open, engaged, and focused on shared problem-solving.

Choosing the Right Fit

Each approach serves a purpose. The key is to match your format to what the client most needs to see. If they want authority, go traditional. If they want to see synergy, go tag team. If they value integration, use the hockey model. If collaboration is what they prize, interact. And if they want a preview of partnership, have a discussion.

Staying Open to Creativity

Of course, there’s always room for new ideas. In fact, during a recent coaching session, a team came up with a completely new hybrid approach that better fit their prospect’s expectations. That’s the point—your approach should be intentional, not habitual.

The Takeaway

Don’t assume that preparation equals approach. Designing your message is one step; deciding how to deliver it is another. Think strategically about what you want your client to see, feel, and believe about your team—and choose the structure that shows it best.