By Barb Bruno, CPC, CTS
The feedback we receive after interviews from our clients and candidates provides us with inside information that can help us excel at our profession. It’s important to say both to the client and candidate that you “take your direction” from them. This empowers them and will result in you receiving accurate information.
BENEFITS OF A PROPER DEBRIEF
• A thorough debrief leads to a proper prep
• This process helps you identify the top priorities of your client and candidate
• This information helps you fine tune your search process
• You will eliminate surprises
The information you receive from your debrief of candidates and clients should help you complete the information on your prep form. Even the newest recruiter in your office should be able to prep their candidates for one of your clients by reading the information on your prep forms.
WHO DO YOU DEBRIEF FIRST?
For years we were taught to debrief the candidate first. It is most effective to debrief the person who is most interested first, whether it is the client or candidate. You want information from the most interested party so you have pertinent information to share with the other party.
BENEFITS OF A PROPER PREP
The prep you conduct for your candidates and clients can separate you from your competition and will result in you making more placements.
THERE ARE TWO KINDS OF PREPS:
GENERAL - New client – first interview
SPECIFIC Utilizing information gained from debriefs on prior candidates
The more you work with a client, the more precise the prep.
THERE ARE TWO PARTS TO A PREP:
PART 1 – JOB SPECIFICS
a. Candidate is given the basic information: company address, contact name, directions, etc.
b. Review duties of the job one by one. After each duty, ask the following three questions:
1. “Have you done this before?”
2. “What experience do you have that qualifies you for this responsibility?”
3. “Would you enjoy this as a function of your position?”
c. Once you have reviewed the responsibilities of the job, ask your candidate if they have any concerns or questions. It is better to uncover “RED FLAGS” prior to the interview. “Questions” often reveal “concerns”.
YOU THEN ASK THE MOST IMPORTANT QUESTION OF PART 1:
“Does this sound like a position you would accept today, if an offer would be extended to you?”
COMMON ANSWERS: “I need to discuss this with”…”It depends on the offer”…”I have to meet the person”…
THE HARD PART – now you must keep quiet and wait for their answer. If it is any answer but YES, go back and deal with the problems and/or issues. If there are sound reasons they would not accept an offer, save yourself the grief and cancel the interview!
PART 2 – HOW TO INTERVIEW TO GET THE OFFER
An interview is an audition; not a fact finding mission! Teach your candidates not to attempt to decide if they want the position DURING the interview. They must put what THEY CAN OFFER on the table.
a. Review the entire process, application form, how many people, how many interviews, etc.
b. Role play – ask specific questions – listen to the answers and modify where necessary
c. Always review reasons for leaving positions
d. Close on money
e. Assist them with 5 related questions
f. Inform them of the HOT BUTTONS of your client
g. Stress the importance of feedback
WHY PREP CLIENTS?
a. Often the client is more interested than the candidate
b. Too often clients don’t “sell” the opportunity or their company
c. It’s important for them to know the Hot Buttons of your candidate
BENEFITS OF A CLIENT PREP:
a. They realize there is competition for top talent which helps the interviewing process
b. The interview can focus on what is important to your candidate
c. The client appreciates the additional information prior to the interview therefore helping establish Client Rapport
d. It helps them “sell” their opportunity and company resulting in more offers
e. It eliminates most surprises during the interview
f. It gets them very focused on the possibility of “hiring” your candidate!
Learn the “tricks of the trade” of a proper debrief and prep and you will make more placements and increase your income.
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