Anti Corruption As Strategic Csr A Call To Action For Corporations
How To Manage Your Hiring Manager 2012
1. how to manage your HIRING MANAGER
Mark Tortorici
Sourcing & Training Manager
mark.nexus@gmail.com
2. about Mark Tortorici
Mark Tortorici is the Training and Sourcing Manager at netPolarity, a Silicon Valley-based
contingent workforce solutions provider serving Fortune 500 companies nationwide.
Since 1997, Mark has trained thousands of technical staffing professionals including
hundreds at Google, where he taught sourcers and recruiters onsite throughout the
company s global staffing organization.
Mark is also the head instructor for netPolarity s newly-launched MARS (Master
Accreditation in Recruiting and Sourcing) program, which has gained early traction, with
iconic companies such as Apple and Facebook among the program s first clients.
4. what is the problem?!
Hiring managers have it rough. !
5. what is the problem?!
Sometimes they are forced to look through piles and piles of unqualified I ll
throw everything at the wall and see what sticks type candidates. !
6. what is the problem?!
Sometimes they are forced to look through piles and piles of unqualified I ll
throw everything at the wall and see what sticks type candidates. !
!
7. what is the problem?!
If you spam the
hiring managers
with unqualified
candidates*, then
you will find yourself
on the losing end of
a battle.
Or worse
yet…ignored.!
!
!
!
(I will talk about those
problems in a separate ERE
workshop that I m doing in
Hollywood, FL called
Improving Your Staffing
Process Through Quality of
Hires ) !
8. what is the problem?!
Hiring Managers are often tasked with the
impossible odds of a one size fits all solution
that they are forced to impose on every position
they hire for. !
9. what is the problem?!
This way of thinking can be for many reasons and
come from many sources, including: !
10. what is the problem?!
This way of thinking can be for many reasons and
come from many sources, including:
!
• Low hiring budgets!
11. what is the problem?!
This way of thinking can be for many reasons and
come from many sources, including:
!
• Low hiring budgets!
• Unreasonable job requirements!
12. what is the problem?!
This way of thinking can be for many reasons and
come from many sources, including:
!
• Low hiring budgets!
• Unreasonable job requirements!
• Everything plus the kitchen sink ideals!
13. what is the problem?!
This way of thinking can be for many reasons and
come from many sources, including:
!
• Low hiring budgets!
• Unreasonable job requirements!
• Everything plus the kitchen sink ideals!
• And an oh my lord we needed this yesterday - get
someone in here now sense of urgency. !
!
14. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
15. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
!
1. A checklist of what you should be walking away with from a req meeting!
16. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
!
1. A checklist of what you should be walking away with from a req meeting!
2. How to write the best job requisitions!
17. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
!
1. A checklist of what you should be walking away with from a req meeting!
2. How to write the best job requisitions!
3. How to ask the right questions of the hiring manager!
18. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
!
1. A checklist of what you should be walking away with from a req meeting!
2. How to write the best job requisitions!
3. How to ask the right questions of the hiring manager!
4. Ways to target the best profiles!
19. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
!
1. A checklist of what you should be walking away with from a req meeting!
2. How to write the best job requisitions!
3. How to ask the right questions of the hiring manager!
4. Ways to target the best profiles!
5. How and when you have to pitch a different candidate profile to a hiring
manager and how to do this successfully!
20. what is the solution?!
Managing Your Hiring
Manager!
For this presentation, we will talk about the hiring manager interactions that you
can improve within each step of the hiring process, and what to do when you hit
road blocks. This includes: !
!
1. A checklist of what you should be walking away with from a req meeting!
2. How to write the best job requisitions!
3. How to ask the right questions of the hiring manager!
4. Ways to target the best profiles!
5. How and when you have to pitch a different candidate profile to a hiring
manager and how to do this successfully!
6. How to deal with a candidate pool that is well out of your budget range.!
23. it all starts ! with the req…!
1
Whether you are an internal recruiter, a staffing coordinator, a VMS partner,
or a contingent recruiter, you need to get the right information out of the
hiring manager. !
24. it all starts ! with the req…!
1
Whether you are an internal recruiter, a staffing coordinator, a VMS partner,
or a contingent recruiter, you need to get the right information out of the
hiring manager. !
!
!
!
!
!
!
!
!
!
!
!
When you start working any requisition, your first order of business should
be an initial Req Huddle . This meeting is crucial, no matter what type of
recruiting that you do.!
25. how
do we do this?!
• What are the items of
information that we typically
gather from a job
description? !
!
26. how
do we do this?!
• What are the items of
information that we typically
gather from a job
description? !
• Do they tell us everything
that we need to know? !
!
27. how
do we do this?!
• What are the items of
information that we typically
gather from a job
description? !
• Do they tell us everything
that we need to know? !
• Are they specific enough?
Or are they too general? !
28. how
do we do this?!
• What are the items of
information that we typically
gather from a job
description? !
• Do they tell us everything
that we need to know? !
• Are they specific enough?
Or are they too general? !
• Is the fear of missing any
job seekers causing the
company/hiring manager to
create generally vague
descriptions that seem
impossible to fill? !
29. how do we do this?!
Req Huddle!
These are the key elements that will help you
get the right information from your hiring
manager when working a new req:!
!
!
!
!
30. how do we do this?!
Req Huddle!
1
Why has this position been created? What need are we trying to fill? !
!
!
!
31. how do we do this?!
Req Huddle!
1
Why has this position been created? What need are we trying to fill? !
!
!
!
2
What is the product being developed, or what is the project that is being
worked on / managed? !
32. how do we do this?!
Req Huddle!
3
What environment/companies would you like to see your candidates come
from? !
!
This is a question that you probably should already know, so when you ask,
make sure you state the ones that are obviously already known. !
!
33. how do we do this?!
Req Huddle!
3
For example, if you are talking to a hiring manager that hires for a SW group
at a large-scale e-commerce company that needs a PHP web application
developer, then your question would be re-phrased to: !
!
Besides PHP/LAMP SW engineering candidates from companies like
Amazon, Zappos, Ebay, Expedia, Overstock.com, etc, what other company
experience would you like to see? !
!
34. how do we do this?!
Req Huddle!
3
For example, if you are talking to a hiring manager that hires for a SW group
at a large-scale e-commerce company that needs a PHP web application
developer, then your question would be re-phrased to: !
!
Besides PHP/LAMP SW engineering candidates from companies like
Amazon, Zappos, Ebay, Expedia, Overstock.com, etc, what other company
experience would you like to see? !
!
(This lets the manager know that you
understand the technical / competitive
landscape, and they will not treat you
like some inept recruiter who doesn t
understand the different between C++
desktop application development and
PHP / C++ web application development.) !
35. how do we do this?!
Req Huddle!
4
What are the qualifications for your perfect candidate profile? !
!
36. how do we do this?!
Req Huddle!
4
Now this can be a loaded question, because hiring managers will ALWAYS
want to find the candidate that fits an exact mold of: !
!
37. how do we do this?!
Req Huddle!
4
Now this can be a loaded question, because hiring managers will ALWAYS
want to find the candidate that fits an exact mold of: !
!
a) themselves !
38. how do we do this?!
Req Huddle!
4
Now this can be a loaded question, because hiring managers will ALWAYS
want to find the candidate that fits an exact mold of: !
!
a) themselves !
b) the person who vacated the position they re trying to fill. !
!
39. how do we do this?!
Req Huddle!
4
The trouble is, this does not allow any job growth for the person that you re
trying to hire. You can still get these perfect specs and look for them, but
you will also want to ask your hiring manager if they will take a look at other
profiles. !
40. how do we do this?!
Req Huddle!
4
For example, we had a position for a TMS320F series DSP Engineer
position in British Columbia that needed to speak Mandarin. But you also
have to consider some alternate profiles if you can t find the exact one. !
41. how do we do this?!
Req Huddle!
5
Now, asking blindly about what alternate profiles a hiring manager may
consider could get you shut down in the conversation. !
!
42. how do we do this?!
Req Huddle!
5
Now, asking blindly about what alternate profiles a hiring manager may
consider could get you shut down in the conversation. !
!
!
Instead, you want to pitch these alternate profiles to the hiring manager
yourselves. !
!
!
!
!
!
!
!
!
!
This will come from experience and understanding of the entire industry
landscape, similar technologies, available candidate pool, and any
geographic limitations. !
!
43. how do we do this?!
Req Huddle!
5
This means that you have to do your research before you start asking
questions. !
44. how do we do this?!
Req Huddle!
5
For example, your client wants an Automation Developer who will create a
Test Automation Framework in Python. !
Python Perl
Developer? Developer?
45. how do we do this?!
Req Huddle!
5
For example, your client wants an Automation Developer who will create a
Test Automation Framework in Python. But will the manager consider
development in a different language, such as Perl? !
!
!
!
!
!
Python Perl
!
Developer? Developer?
!
!
!
!
!
!
!
Since the syntax of Python is so similar to Perl, the option might be
plausible. !
46. how do we do this?!
Req Huddle!
5
Another example: If your client wants to find a data center Project Manager
in Iowa, do they understand what the candidate job pool is out there? Your
client wants the Project Manager to have experience with distributed
applications in a data center, but will they take a Project Manager with
experience in a Telecom / Service Provider environment? !
47. how do we do this?!
Req Huddle!
6
Also ask your hiring manager for the resumes of candidates that have been
hired for this position in the past, or candidates that were offered the job but
did not take it. !
48. find them now!!
Start Your Search!
Find Those Impossible to Find Candidates!
There are many different approaches to this step. I, along with
many others have developed different ways that you can get to
these candidates. But in general:!
49. find them now!!
Start Your Search!
1
When you start off your search, always get the bulls-eye candidate profiles first. !
!
In other words, start with that near-impossible profile that your hiring manager
described to you. !
You call this
a match???
50. find them now!!
Start Your Search!
2
Use the answers to the questions that you asked the hiring manager to build your
search. !
51. find them now!!
Start Your Search!
3
When you envision what this profile looks like, always think of as many variations
that you can have with this profile. !
!
52. find them now!!
Start Your Search!
3
When you envision what this profile looks like, always think of as many variations
that you can have with this profile. !
!
If your client wants a candidate that can do Risk Assessment for an IT security
project, then think of the different ways that those candidates describe their
experience: !
53. find them now!!
Start Your Search!
3
When you envision what this profile looks like, always think of as many variations
that you can have with this profile. !
!
If your client wants a candidate that can do Risk Assessment for an IT security
project, then think of the different ways that those candidates describe their
experience: !
( risk assessment OR risk analysis OR risk analyst OR manage* risk OR
analyze* risk OR security risk* )
!
54. find them now!!
Start Your Search!
4
Also use the answers that you were able to extract to put together your job
description. !
!
55. find them now!!
Start Your Search!
4
Also use the answers that you were able to extract to put together your job
description. !
!
As a general rule, your job description should be a summary of what the
project is, what tools will be used, what responsibilities are covered, what
management skills are needed, and what educational background is
required. !
!
The description should NOT read like your grocery shopping list. !
56. turn up the heat!!
Sense of Urgency!
Instill a Sense of Urgency and Turn Up the
Heat!!
!
Good recruiters, as we all know, establish a sense of urgency
with the candidate. But this sense of urgency needs to also be
conveyed to the hiring manager. !
57. turn up the heat!!
Sense of Urgency!
1
If you have a candidate on the hook that is exactly what the hiring manager
needs, then let the manager know that the candidate will not stick around
forever. !
58. turn up the heat!!
Sense of Urgency!
2
How many times have we submitted a candidate to the hiring manager with
no response, and a couple of months later the hiring manager wants to know
if the candidate can come down and interview?!
59. turn up the heat!!
Sense of Urgency!
3
After you finish laughing yourself silly, you might wonder why hiring
managers think that your candidate will hang around for two, three or FOUR
months! !
Ha ha ha ha…
wait a second,
seriously?
60. turn up the heat!!
Sense of Urgency!
4
Make sure that you communicate your candidate s uniqueness, availability,
and offers/companies they are considering. !
!
And the fact that they are indeed so good, that they will not wait around. !
61. turn up the heat!!
Sense of Urgency!
5
Don t be afraid to tell the hiring manager these things! Everyone needs a
new perspective once in a while. And sometimes hiring managers are so
busy with their own jobs that they sometimes forget to place a little more
importance on the hiring process until it s too late!!
62. show me the money!!
Sense of Urgency!
Ah yes….money. !
!
!
!
!
!
!
The hiring manager has a not-so-competitive budget for their
hires (they are probably not to blame here), and all of the best
candidates that are a perfect fit for the job are at least 20% over
budget.!
63. show me the money!!
Sense of Urgency!
It can be a horrible feeling….like having the winning lotto ticket
in your pocket, but stranded on a desert island with no way off! !
But why is the
rum gone?!?!
64. show me the money!!
Sense of Urgency!
Make sure to do your due diligence and decisively identify all of
the best talent in the area. !
!
!
65. show me the money!!
Sense of Urgency!
Make sure to do your due diligence and decisively identify all of
the best talent in the area. !
!
!
If the best candidates are slightly over budget, and there is
absolutely no one else, then you need to communicate that to
the hiring managers. !
!
66. show me the money!!
Sense of Urgency!
Make sure to do your due diligence and decisively identify all of
the best talent in the area. !
!
!
If the best candidates are slightly over budget, and there is
absolutely no one else, then you need to communicate that to
the hiring managers. !
!
Just make sure that this is true, because if a competing agency
or another recruiter finds a candidate within budget, then
you ve lost your credibility. !
67. casey at the bat!!
Go to bat for your candidates! If you successfully screen your
candidates and you see that they have the right experience,
then push to get that candidate in front of the hiring manager. !
68. casey at the bat!!
1
This could be anything from a simple candidate write up:!
69. casey at the bat!!
1
This could be anything from a simple candidate write up:!
!
• 10 years Project Management experience
!
• Worked at Time Warner Cable managing a server farm build-out to support TWC
application/video servers
!
• Active PMP Certification
!
• Linux/Unix systems experience
!
• Actively interviewing, expecting offers next week!
!
70. casey at the bat!!
2
…To a phone call to the manager explaining what the candidate landscape is,
what candidates are available, and why your candidate can do the job. !
!
71. casey at the bat!!
2
…To a phone call to the manager explaining what the candidate landscape is,
what candidates are available, and why your candidate can do the job.
!
!
Again, if you know the job
functions, competitive industry
space, technology, and geographic
candidate pool is, then you can
make your case with decisiveness. !
72. make sure you…!
Feedback!
Make sure that if your candidate does not get hired, that you find out as
much information as to why.!
!
!
This will only help you in refining your search.!
!
!
!
Just like any person in the world, the hiring manager can also change their
minds about what they are looking for!!
!
74. in SUMMARY
• Just like with candidates, you sometimes have to set expectations with
the hiring manager. !
• By asking all of the right questions in the req huddle, you can be a step
ahead of the competition. Do your research! Know the job! !
• Understand when you have a good candidate profile in hand. !
75. in SUMMARY
• Do yourself a favor and research the job market and candidate
landscape for that particular search. !
!
!
• If your candidate is worth it and you believe they are the one, then go to
bat for them. !
!
!
• You should have a good idea of what the hiring manager needs after the
question and answer sessions that you spend with them. !
76. important Future Events
There s more where this came from!
July 21: Advanced Sourcing with Mark
Tortorici
Full-day session at netPolarity HQ in Campbell, CA
8-hours of intense sourcing techniques that will put you above the
competition. This one covers everything!
Contact: Lisa Amorao at lisaa@netpolarity.com for details.
77. important Future Events
There s more where this came from!
Fall ERE Expo Workshop: Improving Your Staffing
Process Through Quality of Hires
3 hour workshop by Mark Tortorici
How to use technical know-how, sourcing tricks, interviewing
questions, and negotiating to better manage the hiring process.
Contact: Lisa Amorao at lisaa@netpolarity.com for details, or visit
http://www.ereexpo.com/2012fall
78. ask Mark!
Ask your most profound questions and Mark will
answer
in a post on Staffing alchemy:
http://blog.netpolarity.com
79. ask Mark!
Ask your most profound questions and Mark will answer
in a post on Staffing alchemy: http://blog.netpolarity.com
• Facebook: https://www.facebook.com/MARSbynetPolarity
• Tweet us: @netPolarity
• MARS website: http://mars.netpolarity.com/ask-mark
80. managing YOUR HIRING MANAGER
Special thanks to ERE for organizing this webinar
www.netPolarity.com
Mark Tortorici | Manager, Sourcing Training | netPolarity | 408.971.3736 | markt@netpolarity.com!