Short and sweet, what to do after the interview. Always, always, always, do a post-mortem, and do it as quick as you can after the interview. What went right? What went wrong? What could we have done better? Ms. Note-taker, did I have the conversation with the person right? Did I make any mistakes? Was there anything you noticed that I didn't notice that would have helped us? What could we have done better? Did we get decent notes? Did we get 2 referrals? Did we ask if there was anything else? All of the above. You want to do that as soon as possible afterwards because the thing's going to be fresh in your mind, so on the way back from the interview, whatever. And if you can preserve the notes from the post-mortem, that's pretty important in terms of getting insight out of it. But a good post-mortem is absolutely essential, and it has to be quick. It has to be soon after. And then how do you extract insights? Okay, you ask yourself a bunch of questions. You ask yourself, what archetype is this person? Is this a typical university professor? Is this a typical soccer mom? Is this a kind of person that we've met before in our interviews and discussions? Were they who we thought they were? We thought this person was going to be a typical nurse, but it turned out that she was doing stuff the doctors usually do and was eager to do it. Interesting. Novel insights. They weren't who we thought they were, why not? Why were they different? What does that tell us? What did they tell us that we've never heard before? Is there anything new, utterly new that we've heard from these people that never came up in any of the interviews we've done so far? What is their Tower of Woes and Wishes look like? What's at the top, what's their number one worry, what are their top three worries? Always ask people what their top three worries are, or the top three things that concern them in their job or in their role. You'd be surprised what answers you get, and you'd be surprised [LAUGH] how often the thing you're pushing isn't in the top. What hypotheses did they disprove? Did they disprove any of the hypotheses we came in there with? Is there something that we cherish, and thought, and and have confirmation bias about, that they tell us is just not so? They don't care about price. The quality doesn't matter as long as they get the things quickly. The real pain point is having to do it over and over again, things like that. So what hypotheses did they just confirm? What new insights did you get? Did they tell us about new customer types? Are there people we didn't know about in the ecosystem that we now know about? Nursing operations has to approve that. Well who's nursing operations? We never heard of them. What new roles are there, and how can we find out more about those roles and types? Finally, did they tell us anything about money? Did we hear anything about money and did we follow the money? Who pays for what? How much do they pay? How much are they accustomed to pay? All those kind of questions are going to be vital to your understanding of the circulatory system of most businesses and most households. And the more you know about that, the better off you're going to be. So extract those insights, and maybe have a checklist, a checklist of things that you want to do after every interview, and work through the checklist. Good system. So like I said, short and sweet. The main points are, always do a post-mortem, write up the notes as soon as possible afterwards, because your memory is going to fade, you'd be surprised how quickly it does. I'd discuss the notes with at least the two people who went to the interview and with the whole team to generate insights. Why did they say that? You were there, what did you think? And finally, tee up the calls with the referrals who came from the interview. Because you're always going to have to be hustling to get more and more interviews. That's the nature of the game here.
