| Goal | Description | Example |
|---|
| Clarify the task | Orient the interviewee, who may not be well informed about the reason for the interview. | “As you may know, we’re looking for ways to increase productivity among our sales associates. I’m hoping you will help me jump-start this initiative.” |
| Define the relationship | Make a connection to a third party respected by the interviewee to put him or her at ease. | “I was referred to you by Liam Fitzpatrick, who told me that you’ve done great work for him in the past.” |
| Determine the motivation | Request the interviewee’s advice or assistance with regard to a problem. | “Perhaps you can give me insight into the way things work between your division and marketing.” |