Recruitment and selection handout

1. Recruitment & Selection

2. Gustaaf Vocking MSc MBA
Ø Master of Econometrics
Ø Bachelor of Business information science
Ø Psychology and post Doc didactic skills
Ø Executive MBA
Ø Entrepreneur since age of 15
Ø Management Coach/Consultant/Trainer
Ø Leadership/Communications/Brain skills
Ø Managers/Professionals/Experts
Ø Europe & USA
Ø >20 year management experience
Ø >10.000 (senior) managers and experts

3. What would you like? Recruitment
☛ How to broadcast?
☛ Job description?
☛ Target group?
☛ How to motivate people…
☛ To apply?
☛ To stay?

4. What would you like? Selection
☛ DISC/MBTI/Management
drives/…?
☛ Letters & resumes?
☛ What to ask (for)? How?
☛ How to behave
(objectively)?
☛ What procedure?
☛ What to look for?

5. Getting what you (all) want
Determine what you want
and why
0.
1.
2.
Determine what they want
and why
Create an outcome so that
they get what they want
and you get what you want

6. What do we buy?

7. What do we buy?
People don’t (want to) buy a drill…
They want a hole!
Theodor Levitt

8. What do we buy?
People don’t (want to) buy a drill…
They want a hole!
Theodor Levitt

9. What do we buy?
People don’t want to buy a quarter-inch
drill. They want a quarter-inch hole!
Theodor Levitt
People don’t (want to) buy a drill…
They want to hang a frame!

10. What do we buy?
People don’t want to buy a quarter-inch
drill. They want a quarter-inch hole!
Theodor Levitt
People don’t (want to) buy a drill…
They want to hang a frame!

11. What do we buy?
Mensen willen geen boor kopen.
Ze willen een gat!
Theodor Levitt
Mensen willen geen boor kopen.
Ze willen een lijst ophangen!
People don’t (want to) buy a drill.
They buy something that helps them
create a cosy, happy and warm home!

12. Development
Meaning
Money
Why we work?

13. Why do we work?
Mensen willen geen boor kopen.
Ze willen een gat!
Theodor Levitt
Mensen willen geen boor kopen.
Ze willen een lijst ophangen!
People don’t want a job.
They want to work on something that is
meaningful, helps them develop, gives
them autonomy and financial freedom!

14. Why we behave the way we do?
Two emotios cause our behavior :
1. Pleasure: achieve/increase.
2. Pain: avoid/decrease

15. Information channel prefrences
ØKinestetic
ØVisual
ØAuditiory

16. Hiring Process

17. Interviewing
How?
Who?
Why?

18. Interviews of sorts
☛Behavioral
☛TEAM
☛Stress
☛Case
☛Brain teaser
☛Hiring

19. Interview try
Ø Trio up
Ø 1 interviewer
Ø 1 interviewee
Ø 1 observer
Evidence base determine if
interviewee meets your
top criteria.

20. What to look for?
Intelligence?
Skills?
Knowledge?

21. What to ask?
☛Experience
☛Education
☛Evidence of…
☛Competency
☛Cultural fit

22. How to ask?
☛Explicitly
☛Implicitly
☛Objectively
☛Observable
q STARR method

23. STARR
q Situation
q Tasks
q Activities
q Results
q Reflection

24. STARR: Situation
q Tell me about a
situation when…?
q What is you biggest
achievement/failure…?
q In project Z how did
you…?

25. STARR: Tasks
q In situation Y… what
were you tasks?
q Back at company C,
what were your
responsibilities?
q What were the goals
of project P?

26. STARR: Activities
q In situation Y… what did
you do, and why?
q Back at company C, how
did you do your job?
q What was you approach
in project P?

27. STARR: Results
q In situation Y… what did
you (really) achieve?
q Back at company C, what
did you accomplish?
q What was the outcome
of project P?

28. STARR: Reflection
q From situation Y… what
did you learn?
q What can you transfer
from your job at
company C?
q How can we benefit from
your project P?

29. Asking the right questions
ü Open question: requires
a long answer, usually
involves someone’s
opinion.
ü Closed question: can be
answered in a brief way,
such as ‘yes’, ‘no’, ’blue’
or ‘high’.
Open questions
Closed
questions
Yes/no
questions

30. Open questions

31. Calibrated questions: motivation
Ø What should … hold for you?
CRITERIA
Ø Why is CRITERIUM important?
Away from/Towards (ask 3x Why)
Ø How do you know you do … well?
Internal/External validation
Ø Why did you choose …?
Procedures/Options
Ø What is the relationship between … (last year
and now)?
Change preference (same/change)
Pro-active/Reactive
Details/Head lines
Self/Other focus

32. Calibrated questions: pain/pleasure
Ø Tell about CONTEXT + SITUATION you
disliked?
Feeling/Choice/Thinking
Ø Tell about SITUATION that met CRITERIUM?
Independent/Proximity/Collaborative
What did you like about it?
Person/Task focus

33. Calibrated questions: rules
40
Ø How can you increase success CONTEXT?
How can X increase her/his success
CONTEXT?
My rules/My rules
My rules/.
No rules/My rules
My rules/Your rules
Ø How do you know Y is good at CONTEXT?
See/Hear/Read/Do/Sense
How often do you need to OBSERVE to be
convinced?
x times/Automaticallly/Continously/Period

34. Personality tests?!

35. Questions/Vragen?
Mail: Gustaaf.Vocking@power2improve.com
Find us: