Tony Soprano, HR Manager – Negotiating Offers With Candidates

Kris Dunn Always Be Closing, Making Offers, Recruiting

Lots of strong professionals are looking for help when it comes to the art of negotiating offers with candidates…. My advice?  Be proactive and make them an offer they can’t refuse.  Tony Soprano would be proud. Here’s the reality behind that comment.  In the vast majority of hiring situations, both sides (candidate and employer) are looking to minimize the conversations …

Should HR or Hiring Managers Handle the Offer Process?

Kris Dunn Always Be Closing, Making Offers, Recruiting

Recruiting is selling, simple as that.  Especially when you are seeking candidates who don’t have to take your offer… When the talent you are pursuing has options, the whole recruiting process is Marketing 101.  The employment brand on your website, first contact with the prospect, follow-up, selling the advantages of the position and your company, etc. And when it’s time …

Hiring Manager Sabotage – What’s It Mean When Hiring Gets Put on the Backburner?

Kris Dunn Driving Productivity, Interviewing, Recruiting

Here’s one I never get.  Hiring is critical at your company, and all parties are clamoring for candidates.  Like the progressive HR hack you are, you go get some candidates, get them phone screened and send sweet summaries to the hiring manager with recommendations. Then you wait.  And nothing happens.  Then you follow up.  Once, Twice, etc. Finally the message …

How to Get Recruiters To Sign a Contract NOT To Poach Your Employees…

Kris Dunn Always Be Closing, Recruiting, Sourcing

If I was a recruiter, I’d be like Jerry McGuire.  One candidate/customer, special attention galore… Here’s the voice mail I would leave to my candidate – "I will not rest until I have you holding a Coke, wearing your own shoe, playing a Sega game *featuring you*, while singing your own song in a new commercial, *starring you*, broadcast during …

The Cost of Talent – Dice-K (Red Sox) vs. the 2007 Cleveland Indians Payroll

Kris Dunn Career Paths, Compensation/Cash Money, Recruiting, Sourcing, Succession Planning

Paying a little more for talent is OK.  But diminishing returns follow to anyone, including an organization like the Yankees, who pays 3x as much for the same number of "employees" as their competitors.  Case in point – the Cleveland Indians, who crushed the Yankees with less than 1/3 of the New York payroll (61M to 195M). Flash to Game …

Cost of Talent – Lessons from George Steinbrenner and Moneyball…

Kris Dunn Compensation/Cash Money, Recruiting, Sourcing, Succession Planning

By now, you’ve heard that George Steinbrenner (owner of the New York Yankees) fired a manager with 4 World Championships – Joe Torre.  While firings happen and the big wheel keeps on turning, it made me think a little bit about the cost of talent and what your money actually buys you. First, a little history.  The Yankees have always …

All Stars, No Ditchdiggers – The Ocean’s Eleven/Netflix Staffing Model

Kris Dunn Culture, Interviewing, Leadership, Performance, Recruiting, Retention

Remember Danny Ocean from Ocean’s Eleven?  Ocean had all stars because he had referrals (he knew exactly who to hire for each job), he was offering lots of cash and gave each specialist lots of flexibility to run their part of the show. I recently riffed in my Workforce.com column that the world needs ditchdiggers too, meaning all of us …

Recruiting Brand 101 – Candidates Think Your Hiring Managers are L.A.M.E.

Kris Dunn Always Be Closing, Culture, Recruiting

How’s your recruiting brand?  Got the website, collateral for candidates, maybe even some video? Cool!!!! Do your hiring managers reinforce the brand you are trying to create?  Or are they lame, non-communicators destroying all the brand equity you’re building in your company as an “employer of choice?” Stop and think about this one.  A while back, I riffed that the …

Is Google Smarter Than Your Company With Talent?

Kris Dunn Culture, Engagement and Satisfaction, Onboarding, Recruiting

I may have to turn comments off on this one – such an obvious question for most people that I expect the caveman, ALL CAPS responses like "H#@! YEAH!!"… Thanks in advance, Nostradamus…. In news you might have missed in 2007, Google announced it was missing its quarterly earnings targets, in part because it overhired.  From the wire report: “We …