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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