What You May Not Realize

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Def., Recruiting (re-KRUT-ing), verb: convincing someone to consider changing employers.  To forfeit the known for the unknown, with nothing less important than one's livelihood.

The word "recruiting" takes on new meaning when viewed in this context.

There are two absolute truths about hiring talent today.

  1. With LinkedIn and other online tools, ANYBODY can find candidates.  If a recruiter's candidate database was once a competitive edge, it no longer is.
  2. If you choose the wrong recruiter or “do it yourself,” you will likely have a pool of candidates to evaluate. You simply won’t know if you have the best. They may seem good, but are they the best?

In this candidate's market, selling the opportunity is the single most important  thing a recruiter does.

This requires painting a captivating picture for candidates. It’s conveying the business problem in a way that brings the client’s solution to life, grabbing candidates' attention and leaving them wanting more.

Candidates test recruiters for credibility.  The stronger the candidate, the tougher the questions. Savvy candidates will go deep, exploring nuanced issues and playing Devil's Advocate with the client's value proposition, positioning, etc.  They can tell whether a recruiter understands the business or is parroting what the client said.

So, when interviewing recruiters, focus on their ability to sell the opportunity. Insist that the recruiter be able to paint the picture nearly as well as you can. If you’re not sold, move on. The best candidates won’t be sold either.