Sell the position
True, you’re looking for the ideal peg to fit in your company. But the decision isn’t entirely up to you; it must be a fit for the candidate, as well.
“I also encourage the individual that it’s a two-way street, that they’re interviewing us, as well,” Boone says, and he reiterates that with other interviewers. “They’re not an applicant; they are a professional in their own right and they’re sizing us up. … You should wear both a buying hat and a selling hat when you’re speaking to someone. Too many executives always wear that buying hat and they try to create an environment of such exclusivity and, at some point, will give you the secret handshake and let you in the door.”
Consider how you treat candidates. You’re not just filling a position; you’re representing the company to potential employees who are looking for jobs.
“You’re sending direct messages to the candidate as to how you treat them throughout the interview process,” Boone says. “Remember, their antenna is up. They certainly want to join an organization that also embodies their values. How you treat them, how you respond to them, your timeliness — they’re going to measure that against what you’re saying in the interview.”
Some executives selectively turn on the sell switch when they realize a candidate could add value. Boone tries to sell the position to all candidates, whether or not they’re right for the role.
“I want them to feel good about the time they spent with CORESTAFF because they are a professional,” he says. “While they may not be right [for the] role at this particular time, one never knows. They may be a future customer some day. It’s just professional courtesy to treat everyone in a manner in which you’d like to be treated.”
So far, Boone has been pretty successful bringing in the right employees, who took CORESTAFF to 2009 revenue of $258 million.
“In the end, you still have to rely on your innate judgment ability,” Boone says. “But it’s not just willy-nilly, off-the-cuff; it’s a regimented process of interviewing someone.”
How to reach: CORESTAFF Services Inc., (713) 438-1400 or http://www.corestaff.com/
