Watch this video and more on Strategytraining.com
Kevin is trying to determine three things about Alice’s reasoning process when she calculated and, thereafter, delivered the recommendation.
Alice explains the actions she undertook, and their sequence, to increase the consulting offers to Yale graduates and how these steps alone led to the increase in offers.
Kevin skillfully focuses the question on Alice’s awareness about the steps she took as President to increase membership and influence the members.
Alice makes a typical mistake of candidates when explaining her influence skills. She does not break down the conversation where she convinced a colleague to support her.