This is a TalentNetLive presentation I did for recruiters and sourcers at Capital One in Plano. TX.
The basic premise is that you have to 1) get managers invested in meeting with you prior to asking questions, 2) bring materials that show you are prepared and they should follow your lead, and 3) Use the intake to make sure you get buy-in on the process, and 4) Ask at least one push-back question, just to let the know you're there.
• 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
• Get sign-off/validation
• 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
**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,
Things We Say
“Are these requirements going to
• Deﬁne/Understand Engagement
– Recruiting Process Requirement Gathering
– Analysis of current Hiring Process
• Search Process
– Prospect/Target List
– Setting Candidate/Client Expectations
– Recruiter pre-screening
– Completed Interview Stages (resume, phone, in-person, presentation)
– Offer negotiation
– Acceptance Negotiation
“What is the job as it was
described to you?”
“What would a deal sheet look
“I’ve gone through your resume
and have a few questions”
“What are you looking for in your
“Walk me through your normal
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
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
“How did she answer this
“What did she say about us?”
“What examples did he give you?”
“What’s his vision on the next six
“What questions did he ask?”