Intake Meeting: Is It Worth $30,000 Of
Your Time?presented by Jim Durbin
Why Managers Fail To Hire
“The candidates aren’t good”
“I didn’t see enough people to make a good decision”
“The requirements changed”
“I can’t pay that much in salary”
Actual, Real Statement
“I used to get mad at fast food workers until I realized they worked there for a reason.
I’ve learned to feel the same way about recruiters.”
Why Managers Fail To Hire …when candidates are awesome
• Their ego is bigger than the process
• Fear of candidate (or impact on chemistry)
• They don’t really need to hire
• Fear of Success
What We Need
• Official Description/Marketing Description
• Requirements versus performance profiles
• Soft and hard skills
• Culture fit
Vision
Actual Office: (with higher ceiling)
Stage Ac(vity Timeline Output
Contract and ini(al invoice Ac(on: Signatures and deposit Ini(al
Engagement begins
Requirements Gathering Session
Goal SeAng
Session: Survey/Discussion to iden(fy challenges, opportuni(es, roadblocks, processes, execu(ve expecta(ons
2 days Preliminary findings document
List of Business Needs Preliminary goal seAng Roadblock iden(fica(on
Internal Kick-‐off session
ONSITE:
Recrui(ng Workshop: Present Recrui(ng Program Set expecta(ons Iden(fy Areas for Process Improvement
2-‐4 hours Process Defini(on
Candidate Profile
Updated Timeline
Engagement Overview
Search Process
List building: Candidate screens by Recrui(ng
2-‐4 weeks ini(al search Candidate submission
Ini(al phone screens set
Weekly progress report
Stage Ac(vity Audience Output
Phone Screen Candidate interviews: Script sugges(ons
Manager
Client/Candidate Feedback (24 hours)
Schedule onsite interviews
Ini(al Interviews Candidate onsite interviews: Meet team, discussion of background, 3 and 12 month roadmap
All interviewers Client/Candidate Feedback (24 hours)
Schedule sales presenta(on
Sales Presenta(on Candidate Presenta(on: Specific plans to reach sales goals, deliver content, improve digital profile
All decision makers Client/candidate feedback (72 hours)
Offer decision
Project Overview Samples
Job Descriptions
Job Descriptions• Bring Two Examples
• Explain why one is bad
• Tell a story in the opening paragraph
• Don’t just list requirements - explain them
• Explain difference in official and marketing description
• Get sign-off/validation
Intake Questions
Get Specific
• Soft Skills
• What is a soft skill?
• No really, what is a soft skill?
• how do you recognize it?
• Culture fit - How do you spot it?
• Getting on the same page
Define Culture
**This Space Intentionally Left Blank
“Someone I want to work with...
“When do you want to hire? Do you really mean that? Can I record you saying that?
“Do you hire from my gut”
“Three jobs in four years, disqualified?”
Things We Say
“Are these requirements going to change? ”
Interviewing
Engagement Outline• Define/Understand Engagement
– Recruiting Process Requirement Gathering – Analysis of current Hiring Process
• Search Process – Prospect/Target List – Setting Candidate/Client Expectations – Recruiter pre-screening – Feedback
• Interview/Offer – Completed Interview Stages (resume, phone, in-person, presentation) –Offer negotiation – Acceptance Negotiation
31
“What is the job as it was described to you?”
“What would a deal sheet look like?”
“I’ve gone through your resume and have a few questions”
“What are you looking for in your next position?”
“Walk me through your normal week”
Things We Should Say
Set the time to end ahead of time.
“I’d like to move this forward, but need to get feedback from the other interviewers”
If late, offer to reschedule.
“Our time frame is this. Does that work for you?”
“What is your impression of us after the call?”
Ending The Call
Are You Tough Enough?
“I’m going to call you 5 minutes before the interview. Will you take the call?”
“People who are cognitively busy are also more likely to make selfish choices, use sexist language, and make superficial judgments in social situations…. but of course cognitive load is not the only cause of weakened self-control. A few drinks have the same effect, as does a sleepless night.”
“How did she answer this question?”
“What did she say about us?”
“What examples did he give you?”
“What’s his vision on the next six months?”
“What questions did he ask?”
Evaluation Questions
Top Related