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Everything I Needed to Know About Recruiting, I Learned From Tina Fey
www.recruitingtoolbox.com
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Who Is This Matt Grove Guy?
15+ Years in HR/Recruiting
Former Corporate Recruiting and Sourcing Leader
Consultant and Coach
Student of WHY
Previous Life on Stage
Principal Consultant with Recruiting Toolbox
@mattgrove
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Consultant: Recruiting and Sourcing Strategy, Training, Data Visualization, Process Improvement
What Does He Do? @mattgrove
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My Goal For Today
Help you win in your job!
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Candidate Engagement
Isn't about finding people
It is about engaging skilled professionals with messages that
matter to them and moving them along an interest scale
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How Do We Know Where We Stand?
A quick test for candidate engagement
87%
Guide / Influence Candidate Decisions ✪
Candidate Engagement
Business Impact
Can't Find Them
Identify Quality Candidates
Have a Candidate Conversation
Build Relationships
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Why Most of Us Struggle
Three big pitfalls of candidate engagement
• Don't know the details of the work• Not calibrated with hiring teamPreparation
• Heavy requisition loads• Doing more with lessTime
• Not customized or personalized• Requests a resumeMessage
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Recruiting Today
Tools are great, but it's about engagement
17Average minutes per
month spent on LinkedIn by non-recruiters
94% of recruiters
actively source on LinkedIn
36% of job seekers
active on LinkedIn
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What Is Improvisation?
Textbook definition of improvisation
[im-prov-uh-zey-shuhn]
To compose, utter, execute, or arrange anything
extemporaneously
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What Is Improv?
My favorite definition
"The art of not knowing what the hell you're going to say or do and being perfectly okay with that."
- Mick NapierDirector and Improv Artist
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Masters of Improv
Comedy
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Masters of Improv
Comedy
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Masters of Improv
Jazz
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Masters of Improv
Everything
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Masters of Improv
Comedy, Writing, Teacher
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What Improv Work Taught Me
It's not about what I originally thought
Myths• I have to be funny• I should just wing it• I have to be born with it• I have to get it right• It's about me
Realities• Be AUTHENTIC• PREPARE like crazy• LEARN fast & constantly• ACT boldly• Make OTHERS look good
It's all about authentically telling a story on the spot
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Tina Fey's Improv Rules
There are only four rules to remember
YES YES, AND…
MAKE STATEMENTS
NO MISTAKES
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Tina Fey's Rule 1 - YES
Treat NO as a last resort
Openness to new ideas = RESPECT
Welcoming ideas = CHANCE FOR DIALOGUE
Inviting other points of view = RELATIONSHIP
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Tina Fey's Rule 2 – YES, AND…
We should agree and contribute
Connect
• To what was just said
• Be proactive listeners
Improve
• Add info or questions
• Get specific and learn
Create
• Offer insight and value
• A new idea or product
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Tina Fey's Rule 3 – MAKE STATEMENTS
The right questions only go so far
Don't Question• Say it and
Stand Behind ItDon't 2nd Guess
• Have Confidence
Own It
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Tina Fey's Rule 4 – NO MISTAKES
Embrace unexpected opportunities
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10 Real Ways We Can Use Improv
To engage people in a meaningful way
Be Authentic
Prepare Like Crazy
Learn Fast & Constantly
Think Faster
Act Boldly Make Others Look Good
Get Specific
Connect to What Was Just
Said
Give More Than We Take
Raise the Stakes
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May I Have a Volunteer?
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Be Ready For Anything
Candidates have tons of information
Outsourcing Opinion
Candidates who have no frame of reference for an opinion will look to
see what others say
Track conversations and be ready to discuss
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Know Your Audience
What actually motivates top talent?
SA
Esteem
Love/Belonging
Safety
Physiological
Maslow’s Hierarchyof Needs
Self Actualization
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Tell Stories That Resonate
All good stories have some key elements
STORY
Passion
PersonQuest
Aha Moment
New Chapter
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The Power of Storytelling
How some of the best do it
Once upon a time there was _____. Every day, _____. One day _____. Because of that, ______. Because of that, ______. Until finally, _______.
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May I Have 6 Volunteers?
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The Company Story
How do we tell it?
Tell the company's journey…
Its impact on all employees…
Its impact on an individual…
The opportunity for this new hire
Passion
Person
Quest
Aha
New Chapter
STORY
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The Candidate's Story
Get specific details about key elements
Areas of Expertise
Current Challenges
Current Projects Passions
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Happy Accident
The story we stumble upon together
• Company1 • Personal2 • Job3
What's the vision, the opportunities
for growth?
What's the critical impact of this job
and projects?
Help them achieve their goals,
WIIFM?
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Secrets of the Best Cold Callers
Hint: It isn't cold at allPrepared
Personalized Message
Smart Statements & Questions
Proactive Listeners
Weave Stories Together
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We Engage People to Build Relationships
Engage people where they are and build
•No crappy generic titles•Pique their interest•Personalize to their work and interestsEmail•Research them before calling, look for 2 way fits•Anticipate objections and listen closely•Focus on top motivatorsPhone•All team members know great stories to share•Organized and candidate focused•Listen, clarify, build the story togetherIn Person
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May I Have 3 Volunteers?
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What Trust Really Is - A CEO's View
How do we build it?
Trust
Compassion / Interest
Competence
"Anything less than the top right quadrant is a failure. You have to be competent and compassionate, and people need to know that in record time."
- Chicago area CEO
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The Real Currency of Recruiting
A measure worth billions of dollars
Reputation Capital = Trust * Time
Emotional Bank Account: Deposits Build Trust
Withdrawals Reduce Trust
Concentrate on making meaningful deposits and limiting withdrawals
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The Real Currency of Recruiting
Recruiting keys to Reputation Capital
Honesty
Integrity
Transparency
Commitment
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Where We've Been In The Last Hour
We've covered a lot of ground
4 Rules From Tina Fey
10 Improv Lessons For Recruiting
Top Talent Motivators
Storytelling Like the Best
Trust and Reputation
Respect. Create. Contribute. Adapt.
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How Do We Do This In The Real World?
Try these and let me know how it goes!
Be Authentic
Prepare Like Crazy
Learn Fast & Constantly
Think Faster
Act Boldly Make Others Look Good
Get Specific
Connect to What Was Just
Said
Give More Than We Take
Raise the Stakes
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Thank You!
Let’s Connect!
Matt GrovePrincipal ConsultantRecruiting Toolboxwww.recruitingtoolbox.com
@mattgrovewww.linkedin/in/mattgrove
Good luck with your recruiting and improv – download a pdf of slides at:
www.recruitingtoolbox.com
www.recruitingtoolbox.com/downloads
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