Is Time Killing Deals?
by Barb Bruno, CPC, CTS www.goodasgoldtraining.com
There is nothing more frustrating than to have a deal “falling apart” due to timing. It is important to realize that often when decisions are delayed, your candidate is not really “pending.” Your client has continued to interview and will not provide you with feedback until an offer has been extended and accepted. Most of us have also experienced the joy of a shortened interview process, when we have sent in a “star” candidate!
The following are NINE tips to help Expedite the Hiring Process:
TIP #1 - Let Your Client Know there is Competition
It is important for you to send your candidates on more than one interview. Most people want “choices” and the Internet and Job Boards have made is easy for your candidates to identify other opportunities. The minute you book your candidate on an interview, market them to companies identified by your candidates. Everyone wants what “everyone else” wants which is why your candidate becomes more desirable when your client realizes they are actively interviewing.
TIP #2 – Obtain a Specific Target Date to Hire
It’s time to stop writing “ASAP”, “Yesterday” or “Immediately” on your Job Orders or Assignments for the Target Fill Date. Ask your clients for a specific target date to fill the position. If you want to successfully fill the positions you write, timing is everything. That is why it is so important to obtain this date.
TIP #3 – Identify the Problem
If you want to determine the urgency to fill a position, identify what problem exists as a result of this job not being filled. If there is no problem, there is probably no urgency. If the job is being covered by another employee, the client can save payroll costs. If this employee is threatening to quit because they are performing two jobs, there is a level of urgency to fill the position.
TIP #4 – Obtain Interview Times
Your primary focus as a recruiter is to book interviews for your candidates with your clients. When you write an order, contract or assignment obtain three interview times. You now have a commitment from your client to interview and you have given your client your commitment to surface talent. Ask for the name of another “contact” to confirm interviews if your client is not available. This will increase your ability to book interviews. The hidden benefit is it will prevent you from accepting orders you should NOT be writing. You will not want to obtain interview times for Mission Impossible!
TIP #5 – Realize the Importance of “back-filling” candidates
If one of your candidates is eliminated in the second or third interview process, you need to replace this person with another candidate. You want to have two to three candidates in the final interview process. Keep working your search until you have an offer and acceptance.
TIP #6 – Provide Expectations
Our Profession is no longer “cookie cutter.” Every firm has customized their services to fit the needs of their clients and candidates. Most clients and candidates are confused on how to best benefit from our services. Take time to write down expectations for both your candidates as well as your clients. These should include the following:
1. What they can expect from you
2. What you expect from them – stressing the “what’s in it for them”
This eliminates confusion and will help expedite the process. Stress the importance of communication during the entire process always showing your client the WIIFM (What’s In It For Me).
TIP #7 – Utilize Multiple Resources
You owe it to your clients to present candidates they can’t find themselves. Make a commitment to present the best candidate available, not the best candidate on a Job Board or in your database. Always work to expand your network of top talent.
TIP #8 - Use “on a scale of 1 to 10”
Numbers take the emotion and mystery out of feedback obtained. Ask your clients to describe their interest level on a scale of 1 – 10, 10 being the highest. This leaves nothing to the imagination and clarifies the exact level of interest.
TIP #9 – Test Delays in the Process
If you experience a delay in an offer being extended, ask your client for permission to present your candidate on additional opportunities. If they give you permission to send your candidate on other opportunities, there is obviously not a high level of interest.
When you implement these tips you will enjoy a higher level of production and income.
Re-posted with written permission from the auhtor.
Precision Recruiting
Ottawa: 613-287-3767 Toronto: 647-727-4737 Web: www.PrecisionRecruiting.ca
