In the modern recruitment world, the lines between a formal interview and an informal meeting are increasingly blurred. A prime example is the approach taken by Iñaki Ereño, CEO of the international healthcare company Bupa, who conducts interviews lasting up to six hours, including a meal at a restaurant. During this lunch, he intentionally observes the candidate's drink order—and, by his own admission, he prefers those who have the confidence to order a glass of wine even when he is only drinking water.
A Six-Hour Marathon: Three Two-Hour Meetings.
Ereño believes that a standard 45-minute interview fails to provide a complete picture of a person. To remedy this, he has designed a process consisting of three two-hour sessions:
- The first meeting involves a deep dive into the candidate's resume and professional experience.
- The second takes place over breakfast or lunch at a restaurant, placing the candidate in a less formal environment.
- The third returns to the office but focuses on personal questions: "What do you love? What do you see in our company? What do you expect from Bupa?"
According to the CEO, this multi-stage format has significantly reduced the number of hiring mistakes.
The "Wine Test": Initiative Over Imitation.
The most talked-about element of his process is the "wine test" during the lunch meeting. Ereño is blunt about his preferences: "I don't like people who lack initiative. Imagine I am just drinking a glass of water. I would be very pleased if someone said, 'Do you mind if I have a glass of wine?'"
Choosing wine serves as a signal of confidence and a willingness to assert one's own will, even when the boss has opted for a neutral choice.
Not Just a Drink.
The CEO emphasizes that his observations go far beyond what is in the glass. A key indicator for him is how the candidate treats the service staff. "How you treat the waiter is important to me," he says. "I want to see how pleasant you are; you need to be respectful."
Body language, confidence, and general demeanor all come to the surface in an informal setting once the formal guard is dropped. Ereño believes these are the moments when the "real" person finally becomes visible.
Cultural Context and Ethical Considerations.
The "wine or water" approach may work effectively within specific cultural and corporate environments. In countries where alcohol is standard at business lunches, choosing wine might be seen as perfectly natural. In other contexts, however, a candidate might avoid alcohol for personal, religious, or medical reasons—and this should never be viewed as a negative.
Furthermore, some countries and companies have strict policies where holding interviews in a bar or restaurant with alcohol could be seen as potentially discriminatory or as creating an uneven playing field. Consequently, the "wine test" is not appropriate everywhere and requires clear, transparent criteria.
What This Means for Candidates.
- If you find yourself in a lunch interview, demonstrate respect for the staff and project a natural sense of confidence.
- Choose whatever makes you feel comfortable: if you don't drink, feel free to order water or juice, but show initiative in other ways (such as suggesting a topic of conversation or asking a thoughtful question about the company).
- Remember: the focus is not on the drink itself, but on how you conduct yourself in a less formal situation.
Alternatives: Steve Jobs' "Beer Test" and the "Walk Instead of a Restaurant."
Steve Jobs famously used a "beer test" earlier on: he would ask himself, "Would I have a beer with this person? Could we talk relaxedly while going for a walk?" If the answer was no, the candidate was not hired.
Some modern executives now choose an informal walk instead of a restaurant to see how a person behaves outside the office.
"Wine or water" is not really about alcohol; it is about signaling whether a candidate is capable of taking the initiative.
In practice, how you carry yourself, interact with others, and fit into the corporate culture is what truly matters. The best strategy is to remain yourself while demonstrating a level of respect and confidence that doesn't depend on your choice of beverage.
