Lou Adler’s
Performance-based Hiringsm
199720022007
2013
2005
Best MetricsCandidates/Hire
Sourcing Mixbudurl.com/HOGreenhouse
Core50-60%
Mistakes15-20%
A-TeamAchiever
sTop 25%
Ask Yourself:• How many people will you be hiring in the
next 12 months?• Do you spend more time figuring out the
cost of hiring these people or the impact they can make?
budurl.com/HOGreenhouse
Where have we gotten better?
Improved Process
Efficiency
Improved Interviewing
Accuracy
Implement a Hire the A-
TeamProcess
Sourcing: Improved
Diversity & Passive
Candidates
Improved Employee
Performance & Engagement
Strategy drives tactics, process and focus. What’s your strategy?
Fully Integrated “Internet of Everything”
Hiring System
Do You Have the “Right” Strategy?Is there a surplus or scarcity of the A-team “Achievers”?
HAVE GET
Surplus – Weed Out the Weak – Active – Best Who Apply
Scarcity – Attract the Best – Passive – Raise the Talent Bar
DOBECOM
E
Hiring Manager Shift: 1st Define Job, Not the Person!
Top Candidate Shift: DOING & BECOMING vs. GETTING
Staffing Spiral of Doom Catch-22
Assumption: excess supply of talent
Talent Surplusvs.
Talent Scarcity
Hire for Core: Max Efficiency
Assumption: scarcity of talent
Hire A-Team: Max Quality
Staffing Spiral of Doom Catch-22
Talent Surplusvs.
Talent Scarcity
Assumption: scarcity of talent
Hire A-Team: Max Quality
Doing vs. Having
Define A-Level Job vs. A-Level Person
Think ScarcityAttract the Best Passive >> 80%
Compelling Messages
Applicant ControlCreate 30%
Opportunity Gap Careers vs. $$ Max
2Q Performance-based Interview Trend of GrowthAssess & Recruit
Zone 1 Zone 2 Zone 3 Zone 4Very ActiveTiptoersExplorersSuper Passive
Time
Gro
wth
and
Impa
ct Extraordinary Career Move
Significant Career Move
Much Better Job
Somewhat Better Job
Sourcing & Recruiting the A-Team
20% - Ads40% - Email/ERP40% - Networking
5%
20%50%
25%
CoreA-Team
Tell Stories
Capture the Intrinsic
Motivator
Emphasize the Doing,
Learning & Becoming
Sell the Discussion, Not the Job!
Getting the Right People on the Bus
Driver Passenger Backseat Driver
Takes 10 minutes to figure out where you’re going
Overcome concerns, objections, and Day 1
issuesGet the candidate to sell
you!Get the wrong people off the bus and get the right people on the bus get
referrals
Applicant Control
System – Scarcity Strategy – A-Team
Driver Passenger Backseat Driver
Takes 10 minutes to figure out where you’re going
Overcome concerns, objections, and Day 1
issuesGet the candidate to sell
you!Get the wrong people off the bus and get the right people on the bus get
referrals
Applicant Control
Summary & Next Steps• Scarcity vs. Surplus Strategy• Get the A-Team on the Bus – ROI vs. $$• Move towards “Internet of Everything” system
The Greenhouse version ofPerformance-based Hiring
• Private online course – fee subsidized• Incorporate process within system• Only Greenhouse users• Be part of beta product development team• Become Performance-based Hiring certified
Handout & ROI Calculator budurl.com/
HOGreenhouse