Taking an optimistic view here, if the predictions are true, what will this mean for out-of-work IT folk? Unlike the IT boom of late '90s, we're seeing a more traditional job market developing. Employers are looking not just for technical acumen, but all those other skills I've been writing about in prior columns.

Oh, sure, having the requisite technical skills is still essential for anyone seeking an IT position (and having a few certifications couldn't hurt, either). But if you want to become a positive statistic in this emerging job market, you'll need to bone up on your business knowledge, customer service skills, marketing abilities -- you get the idea. But even if you have all of these things, you won't get very far unless you have good interviewing skills.

So, as someone who has been on both sides of the job interview desk, allow me to share some key insights into the interview process.

Nail the Basics
Whether you are interviewing for the French Fry position at the local burger place or for the CTO of a large corporation, there are fundamental aspects of the interview process you need to have down pat: show up a few minutes early; be properly dressed; bring two (or more, if you will be talking with more than one person) copies of your resume and any other documents you may have; turn you cell phone to silent mode; you know, all those things you were supposed to have learned from your high school guidance counselor.

I know these should be obvious, and yes, I know all of you reading this column know this stuff cold. Yet ask several hiring managers if they've ever encountered job candidates who've missed the mark on any of these items, and they'll tell you that a large percentage have. That certainly has been the case in my experiences as a hiring manager.

Know What You're Interviewing For
Believe it or not, not all Windows System Administrator (or Network Admin, or Webmaster, etc.) positions are the same. I remember interviewing candidates for a Technical Admin position I had open. The job description I posted on Dice.com was quite clear that I was looking for specific Terminal Server expertise, yet three of the four candidates I interviewed were surprised when I asked them about their Terminal Server experience.

I've made this kind of mistake myself some time ago. I interviewed for a Network Operations Manager position for an up and coming ISP (who has since come and gone!). They were seeking someone with POP experience, and I walked confidently into the hiring manager's office prepared to talk about my e-mail expertise (as in Post Office Protocol), among other things. She asked me to describe my experience managing POPs (as in Points of Presence). The sad part is I actually had the experience and skills the position required, but I blew it in the interview.

Know the Company That's Hiring
Not only is it important to know about the specific job requirements, you need to know about the hiring company itself. What does it do, who are its customers, what goals are they trying to accomplish? You know, all that big picture stuff. These days, hiring managers want more than just subject matter expertise, they want employees who fit in with the company culture, and who will be around for a while.

Find out as much as you can about your prospective employer, both good and bad. You may discover something that would preclude you from pursuing a position with the company. Be prepared to talk about the company's mission statement and vision, and how you fit in with them.

Some time ago I extended an offer to a candidate for a technical sales rep position. What impressed me most about him was how he clearly articulated to me exactly what my company's business model was, and how he would fit right in with our vision and mission. (Sadly, his expertise and good business sense cost more than I could offer.)

Know Your Own Strengths
Yes, I know your resume lists the technologies in which you are competent. What I'm talking about here is how you have used your knowledge of those technologies (and other business skills) to produce positive results for other companies. For example, instead of explaining to your interviewer how you really understand Group Policies in Windows 2000, describe a situation where you used Group Policies to minimize the cost and reduce the time required to rollout a new software application.

The marketing gurus refer to this concept as, "benefits, not features." In your interview, emphasize the benefits you have afforded employers in the past, as well as how you will benefit this new company, rather than simply rattling off technical acronyms you have expertise with.

When Do I Start?
Obviously, there is a lot more to landing an IT position than doing well in an interview. However, blowing an interview will pretty much guarantee that you won't get the job. It makes sense, then, to do everything you can during the interview to present yourself as the best candidate for the position.

Now, if you happen to be in the Los Angles area, and have experience selling or implementing IT solutions to small and medium size businesses, you may be able to put these tips to a real-world test. My company is looking for both technical sales reps and technical engineers. If you want more information, drop me an e-mail at .