We all know a company is only as good as its team, which is why the hiring process is so critical as you build out your venture. This presentation focuses on the different considerations an entrepreneur should make with regard to hiring, featuring insights from Russ Campanello, iRobot’s senior VP of HR, and Eric Gaffen, Acquia’s global manager of talent acquisition. The presentation also provides recommendations on specific questions to ask when trying to find your ideal candidate.
Factors to Consider When Choosing Accounts Payable Services Providers.pptx
Company Formation: Hiring
1. Hi
Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
Harvard innovation lab
#startupsecrets
www.mjskok.com
STARTUP
SECRETS
An insider‟s guide to unfair competitive advantage
Company Formation: HIRING
Part 2 of COMPANY FORMATION
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok mjskok.com
1
2. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Company Formation
Agenda: “Foundations for Building an Enduring
Company”
• Part I (Last week)
– Vision
– Mission
– Culture
• Part II (Tonight)
– Hiring
2
3. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Welcome
• Russ Campanello
– Senior Vice President
of HR
• Eric Gaffen,
– Global Manager of
Talent Acquisition
eric.gaffen@acquia.com
3
4. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Why is hiring important?
• The most important capital = human capital
• You are what you hire
4
5. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hire above your grade, never below
• A‟s hire A‟s
• B‟s hire C‟s
• C‟s = Cost you your company
5
6. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
When you make the wrong hire and
lose people, you lose
• What they know
• Who they know
$25.05B/year in costs associated with
knowledge loss from just 1% of employees
• As a startup, your organization risks
disorganization
6
7. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring
It‟s all in the details…
7
8. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring:
Assess 3 key things …
Can they be successful at the
job?
EKS
Aptitude
IQ
Will they really love the job?
Ability
Attitude
Will they fit and reinforce?
CQ
8
9. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring:
Can they be successful at the job?
Do they have the EKS:
– Experience
– Knowledge
– Skills
Ability
Attitude
And where applicable, the IQ
– Intelligence
– Smarts
9
10. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring:
Will they really love the job?
• Can you find people‟s passion?
– If people love what they do, they tend to do it well
– If they do it well, they tend to be successful
• Can you
Ability
Attitude
– Find a fit for what they love to do?
– Set them up for success?
10
11. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
My first interview question?
What are you passionate about?
– sometimes my ONLY question!
11
12. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring:
Will they really love the job?
Love it
People who are really
passionate about their
work tend to love what
they do, take pride in it,
and the results and
rewards all follow.
This creates a self
reinforcing
positive virtuous cycle
of success
Reward
Uncover
Do Well
their
Passion Attitude
Ability
Success
12
13. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
It doesn‟t have to be all about work…
"I never did a day's work in my
life. It was all fun.”
Thomas A. Edison
13
14. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Another revealing question?
What would you choose to do
if today was your last day of work?
14
15. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring is more than a science…
Beyond, EKS, IQ…
• Think about what will set someone up for
success in your situation / team / organization
– Street smarts vs. Book smarts?
– Judgement vs. Intellect?
– Effort vs. Ability?
• Think about how to find a FIT…
15
16. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
EQ: Emotional Quotient
• Inter-personal skills, connections & relationships are
vital in a startup
• 3 Examples:
– “Speed teaming”
• Form and re-form rapidly – eg around problem solving
• Cross functional and interdisciplinary teams often best
– Customer intimacy
• Often vital in product development, support etc
– Leverage: building relationships with key stakeholders
• Shareholders – for strong investor support
• Suppliers – for faster time to market
• Partners – for leveraging other‟s capabilities
16
17. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Startup Secret: Hire for EQ, CQ
• EKS: Experience, Knowledge, Skills
• IQ:
Intelligence Quotient
• EQ: Emotional Quotient
– Fit with your team etc
• CQ:
Cultural Quality
– Fit with your values etc
“the fit between personalities was so much more
important than just finding people who were very
good”
Dick Costolo, CEO Twitter
Wasserman, Noam (2012-03-25). The Founder's Dilemmas: Anticipating and Avoiding the Pitfalls That Can Sink a Startup
(Kauffman Foundation Series on Innovation and Entrepreneurship) (p. 216). Princeton University Press
17
18. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Example Interview Questions
• IQ
– What is the most relevant experience, knowledge
or skill you bring to this job?
– What is your favorite example of a problem you‟ve
solved, and how did you solve it?
• EQ
– What are you most proud of in your work interactions?
– What is it that you relate to in our company?
• CQ
– What do you value most?
– What have you most enjoyed in your previous jobs?
18
19. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Startup Secret: Hire for CQ do QC
• EKS: Experience, Knowledge, Skills
• IQ:
Intelligence Quotient
• EQ: Emotional Quotient
• CQ:
Cultural Quality
– FIT with your values etc
• QC:
Quality Control
– Is each hire Additive or Dilutive to your culture?
– Is each hire Multiplying or Dividing your culture?
19
21. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring A+ players
• What does that really mean?
• How can you apply it in practice?
21
22. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Startup Secret: Hire 3As
• Attitude
• Aptitude
• Ability
Aptitude
Ability
Attitude
Note: Ability – is really in the broader sense suitability for the job
22
23. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Attitude
Examples of what to look for:
• Problem solving
– Fail fast, learn faster
• Persistence
– To get to the root of the problem, issue, or
opportunity
• Participation
– Team
23
25. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Hiring:
3 key things lead to the “Golden Triangle”
Can they be successful at the
job?
Will they really love the job?
Will they fit and reinforce?
EKS
Aptitude
Ability
IQ
Attitude
CQ
25
26. Harvard innovation lab :
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
@innovationlab
#startupsecrets
www.mjskok.com
Hiring: The tools
REAL References
Hi
• EKS
– Resume
• Interviews
EKS
• IQ
Aptitude
IQ
– Proof, eg
• Problem solving
– e.g. Engineers – code
Ability
Attitude
• CQ
– Interactions, observation
• Trust the process
CQ
26
27. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Summary – Hiring
• EKS, IQ = can they be successful at the job?
– Check with REAL references
• CQ, EQ (Cultural Quality) = will they fit & reinforce?
– Do QC (Quality Control) for additive vs. dilutive to your culture
• Uncover their Passion = will they really love the job?
– Separate from needs
• Golden Triangle = all the above and A+ players:
– Look for 3As: Attitude, Aptitude, Ability
+++ Aware, Authentic, Athlete
27
34. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
3 practical startup hiring tips
Because I hear these questions all the
time…
34
35. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Tip 1: hiring known quantities…
Just hire people you know & have worked well with
in past?
YES
– proven teaming, fit
NO
– “startups that relieddifferent heavily on the founders’
every situation is relatively
–
personalitnetworkslike this in the past!” that were
» “vs. worked received valuations
37% higher than those received by startups that
diversity of background can be good
barely tapped the founders’ networks”
» “think different”
Wasserman
35
36. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Tip 1: hiring known quantities…
Just hire people you know and you have worked well
with in past?
YES
– proven teaming, fit
NO
– every situation is different
» “vs. it worked like this in the past!”
– diversity of background can be good
» “think different”
36
37. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Tip 2: balance Youth AND Experience
Youth or Experience? YES!
Youth
+
Experience
=
Success
what‟s possible?
what to consider
balance
37
38. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Tip 3: Listen don‟t sell!
• Find out what the candidate needs, wants, loves
• And FIT it to a position you have
• Great interviewers ask great questions and really
listen and observe
– To really understand the candidate
– Find the fit
• They don‟t sell if there‟s not a fit
– Everyone loses when you hire and fire
38
39. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Tip 3: Listen don‟t sell!
• Find out what the candidate needs, wants, loves
• And FIT it to a position you have
• Great interviewers ask great questions and really
listen and observe
– To really understand the candidate
– Find the fit
• They don‟t sell if there‟s not a fit
– Everyone loses when you hire and fire
39
40. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Russ, 25 years of experience…
iRobot
Phase Forward
Genzyme
Lotus
40
41. Hi
Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
Harvard innovation lab
#startupsecrets
www.mjskok.com
STARTUP
SECRETS
An insider‟s guide to unfair competitive advantage
Hiring Questions &
Interview Tips for the Perfect FIT
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok mjskok.com
41
42. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Interviewing techniques
It’s a skill to develop like any other, but
needs to be personalized
42
44. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Cultural Quality (CQ) Questions
• What are you passionate about?
– What is the most fun you‟ve ever had?
• (Intentionally open to understand work / life passions / balance
• What have you most enjoyed in your previous jobs?
• What do you love doing day-to-day?
– (What would an ideal day look like?)
• If you could have changed one thing at your
previous/current job, what would it be?
– (Also - listen for why the person didn‟t change it)
• What is it you think you‟ll enjoy most about this job?
44
45. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Cultural Quality (CQ) Questions
Aspirations
• What do you aspire to in life?
– How are you pursuing them?
• What do you want or feel you need to learn?
– (To achieve those aspirations)
– (Listen for difference between want and need)
• What legacy do you hope to leave?
– (What do you hope to be remembered for ?)
45
46. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Cultural Quality (CQ) Questions
Values
• What values do you believe in?
– How do you live those values?
• What do you value most?
• Personalize remaining questions for your values
– (e.g. What does Trust mean to you?)
46
47. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Cultural Quality (CQ) Questions
Other
• What does balance mean to you in your life?
• What else do you love about you life?
– (Listen for consistency in outside interests with
answers regarding work ethics, style etc.)
47
48. Harvard innovation lab :
Hi
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Cultural Quality (CQ) Questions
For Managers:
• What does management mean to you?
– (e.g. What is the role of management?)
• What environment do you like to create?
• How do you like to be treated?
– (Compare with answer to previous question)
•
•
•
•
•
Who comes first, your customer or your team?
Do you judge by effort or results?
What do you celebrate/reward?
What do you trust and what do you verify?
If you were hiring me for this job, what other questions
would you ask of me?
48
49. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Emotional Quotient (EQ) Questions
• What do people think of you?
– How accurate is their perception?
• How do you feel you still need to develop personally?
(Look for self respect and yet self awareness)
• What work relationships are you most proud of and
why?
• What are examples of work interactions you are most
proud of and why?
• What have you learned from your best and worst
work relationships?
• What is it that you relate to in our company?
49
50. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Emotional Quotient (EQ) Questions
For Managers
• How would people describe your management style?
– (Compare with the CQ manager answers)
• How do you like to be treated?
– (Consistent with how you treat others?)
50
51. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Intelligence Quotient (IQ) Questions
NOTE: there are many sources of these and they need to be specific
to the job. Try to find practical instantiations and real world tests
• What is the most relevant Experience, Knowledge or Skill
(EKS) you bring to the job?
• How do you experiment?
• In your previous role(s), what did you learn, prove and act
on?
• What are examples of problems that arose and where did
they lead you?
• What is your favorite example of a problem you‟ve solved,
and how did you solve it?
51
52. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
My final question:
What else should we know about you?
– You will be amazed at what comes out!
52
53. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
3 steps to discern 3 things…
• 3 steps
1. Questioning
2. Listening
3. Observing
Can you hear and separate what your
candidate
• needs ?
• wants ?
• loves ?
53
54. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
3 steps to discern 3 things…
• 3 steps
1. Questioning
2. Listening
3. Observing
•
•
•
•
•
Comfort
Poise
Presence
Thought
Engagement
Can you hear and separate what your
candidate
• needs ?
• wants ?
• loves ?
54
55. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
3 steps to discern 3 things…
• 3 steps
1. Questioning
2. Listening
3. Observing
Personally, I take careful notes
3 panes: Questions, Answers, Observations
Themes – I circle – eg “building”, leading”, “customer”
Can you hear and separate what your
candidate
Needs EG: get paid enough to feel secure, to learn
• needs ?
Wants EG: to be recognized, rewarded, achieve, get promoted
• wants ?
Love EG: to contribute, make a difference
• loves ?
55
56. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
My purely personal tips…
• Agree your agenda
– “Get to know you” first
• (You are looking for CQ, EQ)
– Then evaluate IQ
• Break down EKS
• Help the interviewee get comfortable and enable
them to be authentic
• If necessary take them for a walk or get out of the office
• Leave time to be questioned
– Learn from what is asked of you
56
57. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Startup Secret: Find Mutual Fit
• FIT what the candidate needs, wants, loves
• To a position you have (or NOT!)
• Ask great questions and really listen and observe
– To really understand the candidate
– Find the fit
• Don‟t sell if there‟s not a fit
– Everyone loses when you hire and fire
• If you‟ve got a mutual FIT
– The candidate will select you
– As much as you hire them
57
58. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Startup Secret
• Be patient
– Hire the right person…
• NOT
– The person right now
(It will cost you far more time and money in the end
than being patient and finding the right person who
really fits.)
58
59. Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
#startupsecrets
www.mjskok.com
Thank you
• Russ Campanello
– Senior Vice President
of HR
• Eric Gaffen,
– Global Manager of
Talent Acquisition
eric.gaffen@acquia.com
59
60. Hi
Hi
Harvard innovation lab :
@innovationlab
Michael J Skok :
Startup Secrets :
Hiring
@mjskok
Harvard innovation lab
#startupsecrets
www.mjskok.com
STARTUP
SECRETS
An insider‟s guide to unfair competitive advantage
Company Formation: HIRING
Part 2 of COMPANY FORMATION
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok mjskok.com
60
Editor's Notes
Needs EG: get paid enough to feel secureWantsEG: to be recognized, rewarded, achieve, learn, grow, get promotedLove EG: to contribute, make a difference, enjoy work
Needs EG: get paid enough to feel secureWantsEG: to be recognized, rewarded, achieve, learn, grow, get promotedLove EG: to contribute, make a difference, enjoy work