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Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
Recruiting is a Science (rpm logo)
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Recruiting is a Science (rpm logo)

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Selling and Recruiting is not an Art. Its a science that with the proper information, you can change the performance of a newbie or seasoned veteran....OVERNIGHT. Visit www.rpmdashboar.com

Selling and Recruiting is not an Art. Its a science that with the proper information, you can change the performance of a newbie or seasoned veteran....OVERNIGHT. Visit www.rpmdashboar.com

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  • 1. JON BARTOS Recruiting is a ScienceCopyright © 2011 by Jon Bartos www.jonbartos.com
  • 2. Recruiting is a ScienceJON BARTOS Managing a recruiting team is not unlike that of managing a major league baseball team. The tenured manager understands how to get rookies and veterans off to a good start at the beginning of the year by developing the proper habits to achieve big league success. Once a rookie gets seasoned, the focus shifts to other skills that continue to be worked on based on specific achieve- ments, or lack thereof. How can you tell when one player is doing well and another is struggling and needs some attention? It is often not initially apparent, but eventually shows up in the results. The outcome itself, however, may not provide an explanation and true understanding of the variables necessary to evaluate the stats. The times at bat, the averages, the ERA, the on base percentages, etc. Yes, the true answer lies in the numbers. For recruiters, we refer to these as the metrics. Recruiters and leaders who learn to manage themselves and their teams by their numbers have a better understanding of their strengths and weaknesses and individual skill set deficiencies. They know where they must spend their time to improve both team and individual performance. They also have the ability to see trend lines – both positive and negative which allows them to predict the future. That’s right…predict the future. And change it. PRE-SEASON CONDITIONING: “minimum” levels of expectations on the critical QUANTITY ACTIVITY METRICS activity metrics that lead to recruiting success. The focus must first be on achieving these When a newbie comes to play in the “Quantity” metrics before moving on to the recruiting arena, a good manager knows “Quality” metrics. that the first focus has to be on getting his player’s “at bats.” The more “at bats” they What are these critical “Quantity” metrics? will have, the better chance they will have of success. The tenured recruiting manager Number of Calls per Day and knows that his first job is to get his rookies “at Market Connect Time bats” by getting them on the phone. If the new recruiter does not get enough “at bats”, they will Managers know that if they can fail. Contrary to popular belief – even with today’s focus their team on the Pareto social media, resume grabbers, aggregators, spider principle things (the top 20% of engines, job board alerts, and much more at our activities that achieve 80% of the finger tips – recruiting is still a phone business. results). Most successful players Developing the habit of being on the phone and in the recruiting world average between 3.5 hours not off the phone is a critical objective in the first and 5 hours of phone time each day – the average 90 days for all new players. This conditioning must being closer to 4.0 hours. Many players come and take place to develop the habits necessary for go in recruiting, the ones that average 4.0 hours success in recruiting. Managers must also institute of connect time are the ones that stay in the big 2 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 3. Recruiting is a ScienceJON BARTOSleagues and have the ability to continue to improve next day. Most successful recruiters have 100-125 callstheir game. The ones who don’t however, usually end ready before they show up for work the next day.up a casualty of the game – most having to find a new Verification and research is done during this time ascareer. well. When a recruiter tries to create the plan and research while recruiting, the day ends up completelyBeing a new player in the field of recruiting and initially unproductive.logging four hours of market connect time seems to bean insurmountable task. This is not as easy as it sounds When effective planning is utilized and the call numbersand goes back to the conditioning process and the have reached over 80 calls per day consistently, thecritical metric of number of calls per day. The first goal next thing a manager should do is to focus on marketa manager should give a rookie is to plan effectively to connect time, the “second” key metric. It is quitemake a MINIMUM of 80 calls per day. Two key items normal that a new recruiter will make lots of calls,here – one, being effectively planned, and two, the often have poor quality conversations, and see veryword minimum. little results. Just as rookies develop their stats as they get more experience, the same holds true for newI was at an industry conference at the end of October hires. The better the planning and consistency in calland I can’t tell you how many times I heard from the volume, the better the chance of quality conversationsgroup… that lead to increased skill and success.“There is no way you can make 80 calls per day. You have Quality conversations are the key to increasing Marketto source, do the research, find the numbers then make the Connect time as well as bottom line results. An inversecall and have quality conversations – all in about 8 hours? relationship happens with phone calls and marketImpossible!” connect time. Once the phone call numbers are being achieved on a weekly basis, then the focus moves toI am sure that many of you reading this article are increasing the quality of the conversations, which endsthinking the same thing. The truth of the matter is that up increasing the length of the average call, whichmost of the recruiting industry struggles with this con- eventually decreases the number of dials needed to becept and it’s one of the main reasons why nine out of made to hit the Market Connect time goals.ten people don’t make it their first year as a recruiter. Once we develop the right habits to plan properly forYes, it would be difficult to do the sourcing, research, the number of dials the next day and we start hittingand make calls at the same time. This is where the some strong Market Connect time, we can start to“effective planning” comes in. A good manager under- focus on the other activity or quantity metrics that willstands this and ensures that at the end of the day, his lead us to success:team spends the time needed to develop an effectiveplan that allows for a minimum of 80 calls to be made Conversationsthe next day. Typically, managers focus the team onplanning for the following day’s recruiting at the end of In the age of technology in which wethe day around 4:00 pm. This means everyone gets off are living, it is somewhat ironic that itthe phone and works to prepare a solid call list, making is easy to create lists of numbers andsure they have an effective plan for over 80 calls for the to make a lot of dials and yet not get 3 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 4. Recruiting is a ScienceJON BARTOSanyone on the phone. Yes, we can develop the habit that is available. From the 15-20 recruiting presenta-of making 80 calls per day but if a recruiter never tions achieved each day, a minimum of 1-2 qualifiedtalks to anyone, how will they ever get the chance candidates should be identified. Depending on theto present the wonderful opportunity they are so market and the experience of the recruiter, thisexcited about? This is why the next metric is so cru- number could vary but 1-2 QC’s per day should becial. Actual conversations need to be measured if we the industry expectation. A quality candidate (QC) iswant to get results. A conversation simply means we a candidate that matches the position requirementsconnect live with someone on the phone – a and is interested in pursuing the new opportunityhiring manager, potential candidate, or potential presented. If QC numbers are not being achieved,referral. During an average day, a manager wants to it is easy for the manager to evaluate the metricssee 20-25 conversations. to determine what is falling short. Is the presenta- tion solid? Is it being articulated in a way to generateNot only should conversations be tracked, they interest? If the presentation is good, the next stepshould be categorized as well. It is important to would be to verify the number of calls per day todetermine if the conversation is for marketing or for ensure there is enough activity on the go to hit therecruiting and to establish the appropriate quantity of desired amount of conversations.expectations for each. Experience has taught us thatit is often tougher to get a hold of a hiring manager Job Ordersor CEO than it is a potential candidate. We look forour recruiters who do both marketing and recruiting Just like the expectations set forto have a minimum of five marketing presentations recruiting presentations, there should beper day and twenty candidate presentations. A targets in place for expected results frompresentation is a live conversation, with a recruiter making marketing presentations. Thoughon the phone presenting an opportunity or a there are several goals for a marketingcandidate for an open position. Our expectations presentation, the ultimate objective is to get a jobare for 20-25 conversations per day with five being order. Out of five marketing conversations each day,marketing presentations and 15-20 being recruiting we set a minimum expectation of getting one newpresentations. If a manager sees the numbers not job order, one per day. These initial job orders arebeing achieved, then steps can be taken to improve often not of good quality and most probably shouldthe quality of the presentation, the target people we not be worked on, but in measuring the quantity thatare calling or the recruiter’s techniques involved with is generated directly from presentations, it providesgenerating interest. Recruiting is still a selling game; a great tool for measuring the effectiveness of oursometimes we need more sizzle to generate interest. marketing presentations to hiring managers.Quality Candidates Mapping “EPOEJO” Calls Assuming the recruiter makes enough calls Another valuable quantity metric that during the day and is able to have several provides essential insight in to quality is live conversations where presentations can the mapping or “EPOEJOE” call. I call it a be made, the goal is to generate interest matching and presenting call made to the and attract candidates to the opportunity hiring manager. If you have been in this 4 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 5. Recruiting is a ScienceJON BARTOSbusiness for several years, you may recognize it as the out to placement ratio is 10:1. With five send outsEmployer Presentation on Existing Job Order call. per week, the law of averages says that will translateThis call differs from most where recruiters have into two placements per month. If the quality is greata brief conversation and then forward a resume of – it may lead to three, if the quality is poor, howevera candidate that may be a fit in hopes of getting an – it may just be one. The quantity activity metricsinterview. A mapping call is when you phone the hir- discussed are heavily dependent and correlated toing manager – review the job specifications again and the ratio metrics, which will be outlined in-depth nextthen do a presentation on a candidate or group of month.candidates. The premise behind this – is that resumesdo not cover all aspects of a person’s career, Placementsknowledge, or experience. The mapping calls sharethe specifics of how the candidate or candidates Placements are the “W” in the recruitingmeet the job requirements in detail with your hiring world. Without placements, recruitingmanager. This goes a long way to ensure your quality firms and recruiters struggle to stay incandidates get interviews. business. Nine times out of ten, by making two placements per month, a recruiter atThe number of mapping calls is in direct proportion any firm remains profitable.to the number of quality candidates presented.The target number for this quantity metric is five Recruiting is a tough business and there is a lot tomapping calls per week. Again, these calls are specific learn and do. No matter what is taught however, theand not just an email sent with a resume attached industry as a whole needs to acknowledge the trueand a prayer that interviews will magically happen. value of the metrics that measure quantity activity asMapping calls directly correlate to sendouts. The an integral part of the process. The trend has beenmore mapping calls made, the higher the percentage to use technology as an excuse rather than a coach-of sendouts. ing technique to assist the players to increase their averages.Send outs Our teams need to be conditioned in the beginning A send out is a result of all the quantity to do enough business to actually stay in business. metrics outlined thus far. Send outs tell Most recruiters go out of business too early due to us many things. They let us know if the not having an adequate volume of business to sustain job order we are working on is good, they them. It’s time to put a solid game plan in place. It can tell us our quality of candidates we are starts with 80 calls per day and then quickly moves submitting and how good are our matching to four hours of market connect time per day. Once skills are. Send outs lead to placements and those numbers are mastered, the focus shifts toplacements lead to money. Managers need to work ensuring that there are enough conversations,with team members to set individual sendout goals quality candidates, job orders, and sendouts to makebased on each person’s income objectives and they the placements. Once the volume of business isshould also establish minimum levels of expectations. there, and only when it is there, we can take itA strong minimum is five first time send outs per to the next level and work on quality.week. Why five? The average new recruiter’s sendout 5 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 6. Recruiting is a ScienceJON BARTOSIt has been argued over the years as to whether the people wanting more time off and life balance – wepractice of recruiting is an art or a science. Many in work to live, not live to work right?the industry would argue that recruiting is an artbased on individual skills and several variables since So how do we work smarter? We begin by lookingit deals with selling techniques, subjective matter and at recruiting as a science – systemized knowledgestyle. The better you are at it, the better your results derived from observation. Once the quantity metricstend to be. However, I would propose the latter. are in place to provide the necessary volume of data,Recruiting is science. And a simple science at by paying attention to the quality metrics or ratios,that. By understanding the quantity and quality skill sets can then be monitored, evaluated andmetrics that define the recruiting game, we can improved to achieve the desired results.take an average performer and coach them toachieve above average results - all simply by In the science of recruiting, there are several keyworking on the quantity of activity that they “quality” metrics that every manager needs to payattain daily and the quality of which they attention to and recruiters need to master – in orderperform it. to be at the top of their game:QUALITY METRICS Per Desk AverageQuality metrics are determined using ratios rather Per desk average tells us the efficiency ofthan independent number metrics. In most offices, how well the office as a whole is doing.the top producers tend to have more activity on The calculation for PDA is the total reve-the go and their ratios tend to be much lower than nue divided by the total amount of peoplethose of the newer recruiters. Having more activity on the phone in the office. Title does notmeans they do more volume and tend to be on the matter; they can be Account Executives, Accountphone longer. Is this strictly based on their individual Managers or Project Recruiters/Project Coordina-personalities putting a creative spin on the way they tors or any other as long as they are on the phoneperform? Absolutely not. Their ratios are lower due and generating revenue. A good PDA is anything overto the fact they are doing better at the “quality” 300k for the office, an average PDA is about 225k andof which they perform their work. By tracking the a very low PDA is anything under 125k. To increasemetrics over time and evaluating the important ratios, profitability in the office, a manager needs to take athe hypothesis of recruiting as a science can not only hard look at getting the PDA up to over 300k. Mostbe confirmed but it can also be used to transform the offices can double profitability by just increasing theperformance of your office overnight. PDA number from 200k to 300k. There are sev- eral ways to increase PDA. Hire better performers,These constitute the metrics that have to be achieved decrease the number of low performers or use theinitially in order to allow for a sufficient volume of metrics to evaluate weak areas and provide additionalactivity to be attained for someone to be successful training to those who need it to increase the skillin the field of recruiting. However, we all know that level and overall performance.the trend in life today is not to work harder, we wantto work smarter. With millennials and the X genera-tion in the work force, the four hour work week, 6 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 7. Recruiting is a ScienceJON BARTOSDollars per Market Connect Hour – ($/MCH) First Time Sendout to Placement Ratio – (SO/P) Dollars per market connect hour establishes a rate that outlines how much The first time sendout to placement ratio each employee is worth for every hour (SO/P) is the metric that everyone wants they are on the phone. It’s a great tool to to talk about. The first time sendout to help recruiters understand the value of placement ratio is the number of times their time. It is calculated by taking the you have a first time sendout in order to total revenue in a given time period get a placement. It is calculated by the totaldivided by the hours that the individual was actually number of first time sendouts divided by the numberon the phone during that period. For example, if Joe of placements for a given time period. It is veryRecruiter was on the phone for 80 hours for the typical for a new person starting in the recruitingmonth (20 per week/4 per day) and they brought in business to have a 10:1 or higher first time SO/P$40,000 in revenue, their time is worth $500.00 for ratio. A recruiter who is very experienced and /orevery hour they are on the phone (MCH). The higher does retained work may have a 3:1 SO/P ratio.quality work they do, the higher the $/MCH will be.Often an hour wasted can be devastatingly costly. A The SO/P ratio applies to 3 key areas in recruitingword of caution however – this metric can at times for insight into quality:be misleading. If someone is in a hot market or hasa great account, they may be able to do less time on 1. How good is the job order being worked on?the phone and see incredible results. 2. How good are the recruiter’s matching skills? 3. How well were expectations set with the client?Managing by this metric entails a good understand- (3 solid candidates only)ing of each person’s ongoing volume of activity and aclearly defined $/MCH rate that applies to them. An This ratio is a good indication of how efficient aincrease in the volume of work will then lead to an recruiter is. The lower the SO/P ratio, typically theincrease in revenue as the recruiting skills improve better they are at the recruiting profession. Theybased on the quality of work that is done. More can know how to qualify a solid Job Order, they fullybe achieved in less time. This metric is tracked on an understand the requirements of the position andindividual basis so that each person has a clear idea how to determine a fit and they set appropriateof what they are worth per hour of phone time and expectations with clients to eliminate excess work.it also can be used to track the correlation to theprofitability of an office. It is our goal in our office The SO/P ratio is also significant from a manage-to quickly get the recruiters above the $250/MCH ment perspective as it provides one area with amplewhich means for us that they are profitable. $/MCH room for improvement that can lead to an immedi-can vary significantly and can be improved by ate impact in performance. By taking a good look atincreasing the skill level of the individual. the job order and choosing to work on only those that are qualified and closest to money, there is a better chance of a placement as a result. By taking the time to do a thorough assessment of the client’s needs and really understanding what they are looking for, will allow for a more proficient level of matching 7 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 8. Recruiting is a ScienceJON BARTOS candidates to the skills needed. By setting expecta- deficiency, a very bad marketing list, or worse yet, tions with clients up front, especially in the number a marketplace that is no longer viable. of candidates that will be submitted, it will allow your efforts to be acknowledged and the process Managing by this metric must take into shortened. consideration the individual recruiter’s efforts in having actual conversations. They must be diligent New Marketing Presentations to Job Orders in using all tools and methods of communication - (NMP/JO) to get to a live person and they must be skilled in leaving interesting voicemails and emails to greatly The marketing presentations to job order increase the number of call backs received – all7.5294 ratio (NMP/JO) tells us the efficiency at areas that can be improved by additional training which we market. The ratio is calculated and coaching. Paying attention to this ratio can also = by determining the number of market- help to evaluate marketplace changes before it is ing calls required to get a job order. The too late. better we are at marketing presentations, the lower the ratio will be and thus the less calls Candidate Presentations/Quality Candidate – that need to be made. This quality measurement is (CAP/QC) exceptional in determining just how good we really are in terms of marketing. Like the NMP/JO ratio is to market- ing, the CAP/QC ratio is to recruiting. In today’s world however, there are several factors The CAP/QC ratio tells you how good that can dramatically affect this ratio. The methods you are at selling an opportunity. A QC used for marketing and getting a hold of people play (Quality Candidate) is a candidate that a major role. It’s a voicemail, email and text commu- has the preliminary skills needed to submit in for nication world today, so if your voicemail and emails an open job order. As a QC, they have an inter- are weak, there will be fewer call backs and fewer est in the opportunity, they match the skill sets as opportunities for giving presentations. outlined and they are willing to make a job change. This ratio is critical to track and manage by because But as with most things, the more you do it really evaluates a person’s true recruiting skill. On something, typically the better you get at it. To the other hand, this ratio can make skill set improve this ratio, start by talking to the right deficiencies painfully obvious. people and getting the right people on the phone. Second, use a strong insight statement for your Many who direct recruit and ask for referrals miss an market and a solid value proposition of why work opportunity to get 2 to 3 additional potential candi- with you opposed to any other alternative. Getting dates from the call and thus limit themselves. Again, fantastic at handling objections is another good way it’s not about working harder, it’s about working of making sure you get the most out of your call. smarter and being resourceful. Many of us often A good ratio for NMP/JO would be 5:1. An average forget this selling profession. We need to sell the ratio would be 10:1 and anything above 15:1 should sizzle of the opportunity and paint the picture of cause a red flag. This indicates there is a skill set what life could be like by working with our clients. 8 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 9. Recruiting is a ScienceJON BARTOSThe good news is that improving the CAP/QC ratio work can have a negative impact on this ratio ascan be done very quickly and is often just a matter well when it involves chasing purple squirrels.of making a small change to include the following Sometimes the lure of money up front can cloudformat in to the presentation: our judgment and lead to wasted time and undue frustrations.The 4 goals of a recruiting call: Improving the JO/PL ratio is directly correlated to1. Get referrals first using a valid method of evaluating all job orders2. Get them interested (such as the JO Matrix Form) prior to assigning3. Build life-long relationships by asking questions valuable time and resources to them. This ratio can4. Get their desired next step in their career also be impacted by the marketplace that is being or their dream job worked in by the individual and that has to be given weight based on the particular characteristics andThis is something that I live by every day. By imple- hiring statistics of that industry.menting this strategy, candidate flow can improvevery quickly. Managing performance by this ratio Dollar per Placement – ($/PL)would include taking a good look at planning tomake sure call lists are solid, using all technologies One of the most important metrics isto get a hold of candidates, going after referrals first, the dollars per placement ratio. The $/and role playing with recruiters to make sure they PL shares with us the average fees thatare really selling the opportunity and developing are associated with the placements westronger relationships with potential candidates. make. It is necessary to evaluate several things when looking at the relevance ofJob Order to Placement Ratio – (JO/PL) this ratio: The JO/PL ratio indicates the number 1. The level of the positions that are worked on of job orders that are needed to make 2. The fee pressure in the marketplace a placement. Even in the retained world, 3. The negotiating skills of the recruiter taking there is not a 1:1 ratio. Most contingency the job order firms run a 5:1 to 7:1 job order to place- ment ratio. Many retained firms run 2:1 to If increased revenue and recruiting income is 3:1 ratios. In evaluating this ratio, lower is desired, the easiest way is to make this happen is tonot always necessarily better. In contingency search, increase your $ per placement. This can be done inwe don’t always get the highest quality job orders; two ways. One is to negotiate better fees up fronttherefore if we spend time on the poor quality job and the second is to work on higher level positions.orders, we simply waste our time. Since time is As an example, I have a recruiter in my office thatof the essence in the career of a recruiter, it is has an average fee of 14K. He desperately wantsnecessary to focus our time on the best work and to make over 200K. By analyzing his desk, theget paid for our time. Keep in mind that retained majority of work he has done has been with 9 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 10. Recruiting is a ScienceJON BARTOSplacing sales representatives in his market. By “Mr. Hiring Manager, two things. I wanted to thankputting an additional focus on VP of Sales and you for the opportunity to work on the VP of SalesRegional Sales Manager positions, the fees have search. The key thing you were looking for wereincreased to over 20K per placement. Even with xyz… (go over the job order that you took in depth),doing the same number of placements and increasing then ask. “Has anything changed since the last timehis $/Placement by 43%, his income would increase we talked?”50% based on the current comp plan. Not bad forasking a couple additional questions and talking to If something changed, smile and take notes.You mayone level above his normal call pattern. need to go back and requalify your candidates to ensure they have the most recent requirement thatA recruiter or manager can make a significant impact you just have been informed of. Don’t be upset: theto the bottom line very quickly by training himself or better you know your clients specs, the better youhis team on better negotiation skills, getting involved will be at your profession. If nothing has changed,in the fee negotiation process upfront and focusing present your candidates as originally planned. Don’ton higher level positions. forget, this is a selling profession, so add a little sizzle.Mapping Calls (EPOEJO) to Sendout Ratio - “We spent the last 10 days, calling in to your key(MAP/SO) competitors and have a couple superstars that you may want to talk to right away, let me share some Most recruiters have no idea what a highlights of these candidates with you…..” mapping call or an EPOEJO call even is. This also means that most don’t ever do it. A With this ratio, the lower the number is the better. If mapping call is the actual verbal presenta- you can get between a 1:1 to 2:1 ratio – you are on tion of a candidate either face to face or on the top of your game. If the ratio is higher than that, the phone with a hiring manager before you it would be beneficial to take a look at matching skills send the resume over via email. (EPOEJO and understanding client specifications better.is just another name for it that stands for “EmployerPresentation on an Existing Job Order). It ranks in the Time to Deliver (TTD) and Time to Fill (TTF)top 10 in terms of importance in recruiting activity.By presenting the candidate instead of sending and The TTD and TTF metrics are becomingemail, it allows the recruiter the opportunity to critical in recent times. A few years ago, aoutline why the candidate is a great fit for the recruiting firm could take 2-3 weeksposition. Can your hiring manager get everything before delivering candidates. Now ifthey need from looking at a resume? Absolutely not. it takes over a week on a contingencyA mapping call gives you the benefit of re-qualifying search to deliver candidates, chances areyour job order as well as presenting the highlights of the position may no longer be available. The life of ayour candidates before they get shot down because job order in a contingency search is much like thatthey are missing a key word on the resume. Here is of a loaf of bread. How long does it take for a loaf ofwhat a mapping call (EPOEJO call) sounds like: bread to get moldy? A week, perhaps a bit shorter or longer based on conditions. Today the TTD for 10 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 11. Recruiting is a ScienceJON BARTOScandidates on high quality job orders has to be a 4 weeks, work with the client to revise the hiringmatter of a few days. To improve the TTD, a recruit- process to make it a win-win for all parties involved.er needs to focus on the flawless execution of theright processes for planning, research and recruiting. In summary, recruiting is not an art – based onOne of the biggest problems most recruiters have is individual personalities, difficult to manage. It isthey try to plan, research and recruit all at the same rather a fine science that can be systematized totime. More often than not this method yields insuf- affect the desired outcome. For an office or aficient results. Planning and research has to be done recruiter to ignore the immense potential thatduring non-selling time hours, before 9am, lunch comes from having the ability to measure bothand after 4pm. This allows the recruiter to capitalize quantity and quality metrics, is like a plane takingon a strong focus for selling activities and the most off without a flight plan. They may know where theyefficient use of time. The goal is to deliver 3-5 “A” want to go, but have no idea of what altitude, howplayers within 3-5 business days. long it will take, how much gas is needed or even what direction to go to get there. The result is oftenThe Time to Fill metric (TTF) denotes the time it a crash landing. Having a metrics system in place istakes from when a job order is taken until the time like a detailed GPS unit that gives precise directions.it takes to have a candidate on board (to fill the It is a way to improve performance immediately andposition). There are two deciding components provide a road map to success. By understandinginvolved in the TTF metric, these are the Time to the ratios, a recruiting leader can quickly makeDeliver (TTD) and the clients all inclusive hiring adjustments and recommendations that can haveprocess. An efficient TTF metric should be from 3-5 immediate impact on the performance of their team.weeks maximum. Any time the process takes longerthan 4-5 weeks, we tend to lose candidates. Life Understanding the important metrics and how theyhappens fast, lives change and interest levels wan. are directly tied to performance is only the firstTo establish a strong TTF metric, an efficient TTD step for many recruiters and offices alike. The realprocess must be in place coupled with a hiring challenge comes next in deciding how to track theprocess that makes sense. Clients are not experts at cumulative data needed to determine the individualhiring, that is why they are relying on recruiters. metrics and the ability to access the data in a simple format by which to manage it.It is our professional responsibility to act as trustedadvisors to our clients to share with them what ishappening in the marketplace, and to educate themon what their hiring process has to look like inorder to achieve the desired results and a successfulsearch. A good way to put this in perspective quicklyis to do a reverse timeframe for recruiting by askingwhen they want to have someone on board by. Thenwork backwards from the hire date, discussing thetwo week resignation, the offer letter, the interviewprocess, and the time for recruiting to figure out arealistic time frame. If the process goes longer than 11 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos
  • 12. Recruiting is a ScienceJON BARTOSThe solution: www.rpm-usa.com JON BARTOS Jon Bartos is a premier writer, speaker and consultant on all aspects of humanThe RPM SAAS system is one of the most capital and achievement. As presidentcomprehensive business intelligence solutions and CEO of Jonathan Scott Interna-for revenue performance management available tional, he has achieved industry-leadingtoday. This tool provides a very easy way to success. He is one of an elite group oftrack individual and office numbers on a weekly executive recruiters who have billedbasis by entering in less than 10 key data points over $1 million annually. In a 10 yearper week. RPM’s real value however comes period from 1999 to 2009, he cashedfrom providing recruiters and managers a dash- in over $10 million in personal produc-board that shares with them not only how they tion. Jon has established Jonathan Scottare performing based on individual goals but International as a top 10% executivealso what needs to be done to improve perfor- search and contract staffing firm. Themance in each area. office has won over 17 international awards in the MRI Network, includ-The Bottom Line - Improved Perfor- ing International Billing Manager of themance leads to Increased Revenue!!!! Year and Top 10 SC Office. Jon also competes nationally in Masters TrackContact us today for a free evaluation and and Field and is a three time Nationaldemonstration on how you and your firm can Champion in the Pole Vault. Jon’s pas-see the benefits of the RPM Way! sion for success led him to develop Magnum, a personal coaching program513-701-5922 focused on helping others reach new levels of personal and professional achievement. Jon recently launched www.jonbartos.com to assist those in the recruiting industry achieve their maximum potential. If you or your organization are ready to take it to the next level, contact Jon at 513-701-5910 or jon@jonbartos.com. 12 | RECRUITING IS A SCIENCE | by JON BARTOS Copyright © 2011 by Jon Bartos

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