“The quality of an interview is determined long before the first question is asked.”
Over the years, I have conducted interviewing skills workshops for hundreds of managers across industries. Some were interviewing for the first time, while others had spent years hiring people and leading teams.
Yet irrespective of their experience, I noticed something surprisingly consistent. Most interviewers do not struggle because they lack intelligence. They struggle because they are busy. Interviews are squeezed between meetings. Preparation happens at the last minute. The job description is skimmed. Competencies are vaguely understood. Questions are created on the fly.
And then, within the first ten minutes of meeting a candidate, many interviewers believe they already know whether the person is suitable or not. That is where the problem begins. Because interviews often fail not because of poor candidates, but because of poor interviewing.
And poor interviewing usually stems from two challenges:
The inability to probe deeply & the inability to recognize our own biases.
The Illusion of Understanding
One of the most common observations I have made while conducting interviewing skills workshops is how quickly interviewers believe they have understood a candidate.
A few examples are shared. A project is described. A challenge is mentioned. An achievement is highlighted. Within moments, the interviewer begins to form conclusions about leadership capability, stakeholder management, customer focus, or problem-solving ability.
The confidence with which these conclusions are reached is often surprising. Yet when we pause and examine the evidence more closely, an interesting question emerges: what do we actually know?
Do we know how significant the challenge was? Do we know the exact role the individual played? Do we understand the decisions they made, the obstacles they encountered, the trade-offs they considered, or the impact they created?
More often than not, the answer is no. What we have heard is a summary. What we need is evidence.
The problem is that our minds are naturally inclined to fill in the gaps. We hear a brief description of an achievement and unconsciously create a more complete story. We connect dots that may not exist. We infer competence from confidence, influence from position, and leadership from participation. Without realizing it, we move from observation to evaluation in a matter of seconds.
This tendency is particularly dangerous in interviews because it creates an illusion of understanding. We believe we know far more about the individual than we actually do. As a result, the interview becomes an exercise in collecting stories rather than uncovering behaviour. The focus shifts from understanding what happened to accepting what was presented.
This is precisely where effective probing becomes so important. Probing allows interviewers to move beyond assumptions and explore the reality behind the narrative. It transforms broad statements into specific evidence and helps separate perception from fact.
In many ways, the quality of an interview is determined not by the questions that are asked first, but by the questions that follow.
The Lost Art of Probing
If there is one skill that separates average interviewers from exceptional ones, it is the ability to probe. Too often, interviewers ask a question, receive a seemingly convincing answer, and move on. The conversation flows smoothly, but depth is missing.
The first answer rarely tells the complete story. It is usually a summary of an experience rather than evidence of capability. The real value lies in understanding what actually happened, the role the individual played, the decisions they made, the challenges they faced, and the impact they created.
This is where many interviews fall short. Interviewers mistake probing for interrogation, when in reality it is simply an expression of curiosity. The purpose is not to challenge the candidate but to understand them better.
Effective probing helps distinguish participation from ownership, activity from achievement, and confidence from competence. It uncovers the behavioural evidence needed to make sound hiring decisions.
The challenge is compounded by an overreliance on closed questions, which often confirm facts but reveal little about behaviour. Meaningful insights emerge when interviewers explore context, actions, outcomes, and learning.
Without probing, interviews collect impressions. With probing, they uncover evidence.
And in today’s world of polished, AI-assisted responses, that distinction has never been more important.
In my experience, the quality of a hiring decision is rarely determined by the first question an interviewer asks. It is determined by the curiosity they demonstrate after the answer has been given.
The New Challenge: When AI Joins the Interview
Just as interviewers are learning to navigate biases and assumptions, a new challenge has emerged in the world of virtual interviewing. Artificial Intelligence.
Today, candidates have access to tools that can generate polished responses in real time. Some use AI to prepare for interviews, which is entirely reasonable. Preparation has always been part of the interview process.
However, the line becomes blurred when candidates begin relying on AI during the interview itself. The challenge is that AI-generated responses often sound impressive. They are often polished, articulate, and well-structured responses that closely mirror what interviewers expect to hear.
Experienced interviewers often notice that beneath the polish, the answers can lack specificity, personal insight, and the richness that comes from lived experience. This makes probing more important than ever, because while AI can generate an answer, it cannot easily replicate genuine experience.
Why Smart People Make Poor Hiring Decisions
An interesting read I often recommend to leaders is The Art of Thinking Clearly by Rolf Dobelli. One of its central messages is both simple and uncomfortable: intelligence does not protect us from bias.
In fact, some of the smartest and most experienced leaders I have worked with are just as vulnerable to unconscious biases as anyone else.
Interviews provide a perfect example.
In a relatively short period of time, we are trying to assess capability, potential, motivation, judgement, values, and fit. Faced with this complexity, the brain naturally looks for shortcuts. We are influenced by first impressions, drawn to people who feel familiar, impressed by prestigious backgrounds, and often tempted to validate our initial opinions rather than challenge them.
The problem is that once a bias takes hold, it subtly shapes how we listen, what we notice, the questions we ask, and ultimately the conclusions we reach. The interview gradually shifts from a process of discovery to a process of confirmation.
This is why effective interviewing requires far more discipline than most people realize. The goal is not simply to gather information but to remain objective while gathering it. To recognize when assumptions are influencing judgement. To stay curious when the mind wants certainty. To keep exploring when conclusions would be easier.
The best interviewers understand that first impressions are only hypotheses, not conclusions. They consciously challenge their own thinking, probe beyond surface-level answers, and look for evidence that supports as well as contradicts their initial views.
Ultimately, the quality of a hiring decision depends not on how quickly we reach a conclusion, but on how willing we are to question it.
Moving from Assumptions to Evidence: The Discipline of ORCE
One framework I frequently introduce during interviewing skills and assessor certification programs is ORCE – Observe, Record, Classify and Evaluate.
The framework is simple. During the interview, your job is to observe and record. The classifying and evaluating come later.
Yet this is where many interviewers struggle.
The moment a candidate begins speaking, the mind starts making judgements. A confident response becomes evidence of leadership. A polished communication style becomes evidence of influence. An impressive achievement is automatically translated into capability. Evaluation begins before sufficient evidence has been gathered.
ORCE is designed to prevent exactly this.
It reminds interviewers to separate what they observe from what they conclude. To focus on facts, behaviours, decisions, actions, and outcomes rather than impressions. To remain curious for longer and postpone judgement until enough evidence has been collected.
This discipline has become even more important in the age of AI. Candidates now have access to tools that can help them craft polished, articulate, and well-structured responses. While these answers may sound impressive, they do not necessarily reflect the depth of the candidate’s experience or capability.
The antidote is not suspicion. It is evidence.
Whether the challenge is unconscious bias or AI-assisted responses, the principle remains the same: observe carefully, record diligently, probe deeply, and evaluate only after sufficient evidence has been gathered.
The real value of ORCE is that it helps interviewers replace “I think I know” with “What else do I need to understand?”
And that simple shift can dramatically improve the quality of hiring decisions.
Great Interviewers Stay Curious Longer
Great interviewing is not about asking clever questions. It is about having the discipline to remain curious.
The best interviewers prepare thoroughly, take objective notes, and resist the temptation to form opinions too quickly. They understand that every answer is only a starting point, every achievement has a story behind it, and every competency reveals itself through behaviour, decisions, challenges, and outcomes.
They do not rely on memory alone, knowing that memories are often shaped by impressions and biases. Instead, they capture evidence, probe beyond surface-level responses, and continually test their assumptions.
Most importantly, they recognize that interviewing is not about validating first impressions. It is about discovering what they do not yet know. Because every candidate is more complex than a résumé, and every hiring decision deserves more than instinct. The most effective interviewers stay curious long enough for the evidence to emerge before deciding what it means.
Leadership Spice: The Dhansak Principle
As I reflected on the lessons from interviewing, I realized they are captured perfectly in what I call The Dhansak Principle. A great Dhansak begins long before the cooking starts, with preparation, careful selection of ingredients, and understanding what each ingredient contributes to the final dish. But preparation alone is not enough. A good cook continues to observe, taste, adjust, and understand how the flavours are evolving before deciding what the dish needs next. Great interviewing is no different. It requires thoughtful preparation before the interview, disciplined probing during the interview, and the patience to gather multiple pieces of evidence before reaching a conclusion. The Dhansak Principle reminds us that great hiring decisions are built through preparation, curiosity, and the careful blending of evidence and not through assumptions, first impressions, or the first answer we hear. After all, neither a dish nor a candidate should be judged before their full potential has had a chance to reveal itself.
Leadership Spice Recipe: Traditional Dhansak
Before I share the recipe, I must acknowledge my many Parsi friends, through whom I have had the good fortune of discovering and learning this wonderful dish. Over the years, I have enjoyed countless versions of Dhansak, each with its own unique touch, and have come to appreciate not just its rich flavours but also the care, patience, and tradition that go into preparing it. What follows is my version, inspired by those experiences and adapted with a few personal twists of my own.
Ingredients:
1 cup toor dal
½ cup masoor dal
1 small brinjal
1 small sweet potato
1 cup pumpkin
1 onion, sliced
2 tomatoes, chopped
2 green chillies
1 tbsp ginger-garlic paste
2 tbsp dhansak masala (typically a blend of coriander seeds, cumin seeds, dried red chillies, black peppercorns, cinnamon, cloves, cardamom, fenugreek seeds, mustard seeds, and turmeric)
500 g mutton or chicken (optional)
Salt to taste
Fresh coriander
Method:
Wash and soak the lentils for 30 minutes. Pressure cook the lentils along with the vegetables, turmeric, tomatoes and green chillies until soft. Blend lightly to create a thick consistency. In another pan, sauté onions until golden brown. Add ginger-garlic paste and cook until aromatic. Add the meat and cook thoroughly. Add dhansak masala and cook for a few minutes. Add the pickle and the jam. Combine the lentil mixture with the meat and simmer gently until all the flavours blend together.
Garnish with fresh coriander and serve with brown rice.
Final Reflection
Dhansak teaches a simple lesson: no single ingredient defines the dish. Hiring is no different.
A résumé, a first impression, a polished answer, or even a great interview moment can never tell the whole story. The best hiring decisions are made when we resist assumptions, stay curious, and gather enough evidence for the complete picture to emerge. After all, the most expensive hiring mistakes often begin when we mistake one ingredient for the entire dish.









