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Andrew LaCivita CEO of milewalk author of Interview Intervention

The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

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Page 1: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

Andrew LaCivita

CEO of milewalk author of Interview Intervention

Page 2: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

2 Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

Page 3: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

3 Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

Page 4: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

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My background…

Created milewalk, a Chicago-based executive search firm in 2004, after spending the previous seventeen years as an information technology and management consultant. A nationally recognized recruitment and business consultant and trusted media resource featured in national TV, radio, newspaper, magazine, and website appearances who has helped over 150 companies improve their business processes, technology infrastructure, and employment resources. Author of Interview Intervention: Communication That Gets You Hired, the first of four planned milewalk Business Books designed to help individuals secure the right job and help organizations make smart hiring decisions.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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How this evolved: THE QUESTION

Why do some recruitment efforts lead to successful employer and employee relationships while many leave the parties with remarks or questions such as…

Why did he leave the company so soon?

I thought he would be a good fit.

Why didn’t he accept our job offer? Why didn’t I receive a job offer?

I thought the company would be different.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

Page 6: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

6 Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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The contents of what’s to come… Evolution

my background question that sparked this

The Set Up

focus of discussion main topics

Questions & Discovery

three tenets of recruiting our discovery: the model

Challenges & Goals

candidates & employers before & during engagement

Recommendations

three improvements additional references

Questions & Answers

q&a survey

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Our focus…

We will address the key success factors — mostly related to the employer, but also

the job candidate, that affect a company’s ability to make an effective hire.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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The areas we will address…

2. Major challenges the job candidate faces when evaluating a career change and how employers can address these challenges to the aid the job-seeker in a making an effective decision.

3. Two-way communication issues that dismantle both parties’ abilities to make smart choices and how to avoid the pitfalls of poor communication.

1. The best predictors of recruiting and retention success and how an employer can address them in the

recruitment process.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

Page 10: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

10 Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Working backwards, we set out to answer three questions…

Is the company the right fit for the candidate?

Will the candidate actually leave

his or her current employer to join the new company?

Is the candidate the right fit

for the company?

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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How we answered them…starting in 2006…using a combination of quantitative and qualitative assessments…

Data capture through job-candidate interviews and

post-candidate-placement observation.

Interviews with individuals in an HR, Recruiting, or Hiring Capacity at over 100 small to large organizations.

Interviews with psychologists.

Survey data capture and analysis.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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What we discovered: THE MODEL

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

Page 14: The Hiring Prophecies: Psychology Behind Recruiting Successful Employees

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A complete profiling of fit…

Culture is collective behavior of the

organization including the values,

language, and beliefs melded together to

define the corporate personality. The more

in-line a person’s natural state is to the

culture, the greater the likelihood of

success.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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A complete profiling of recruitment ability…

Evaluation indicates these are the primary influences that affect job candidate’s ability to make a career change…

• Longevity • Relationship with boss • Counteroffer Our data shows 4/5 candidates cite current boss as a top-3-reason to leave company. Exact opposite ratio is also true regarding overstaying.

• Other options • Similar offerings Candidate’s evaluation of other suitors consistent with your position or company? Know the gaps to ensure candidate’s decision to accept elsewhere isn’t collapsible.

• Advice • Other influences Greatest distractor is poor advice from colleagues or inaccurate information cited from uncontrollable sources. such as websites.

• Spouse • Children • Relocation • School

Recognizing the legal nature of questions related to this area, it would be beneficial to ask the candidate who he or she would discuss the employment opportunity with.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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16 Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Getting started…addressing the challenges that occur before engagement… and the ultimate question for each party…

Employer Will this be a long-term,

successful employee and can we recruit him?

Candidate Is this the right company for me?

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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At the start…realize you are interacting with a candidate who is likely thinking…

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

“I have a choice and I’m sure I see all the options (even though I’m likely narrow framing). That’s okay because I’ll analyze it objectively (even though I’ll do that biasedly). I’m sure that analysis will help me pick the right choice (even though my short-term emotion will tempt me to do otherwise). I’m confident my future will turn out how I expect it to…

“Whew. Finally. A candidate who looks like he’ll be a great fit!”

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Understanding and addressing issues that occur during engagement… the three reasons for breakdown…communication issues…

1. Accurately articulating your fit and value (encoding)

2. Accurately interpreting each other (decoding)

3. Capacity to remember (memory)

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Goals | an effective recruiting process generally…

Hires as quickly and inexpensively (time) as is required to secure the best candidates.

Sells itself continuously throughout the process using verbal and non-verbal cues.

Eliminates unqualified candidates as quickly as possible—fails fast.

Maintains a level of checks and balances that ensures objective analysis across interviewers and candidates.

Portrays itself as welcoming, prepared, and unique.

Leaves a positive impression on every candidate interviewed.

Wants to hire job candidates that become long-standing successful employees.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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21 Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Recommendations… 80% of issues are introduced before you start…

1 2

3 During The Process Ensure good communication by understanding candidate’s motivations and rationale.

At The Start Profile candidate to ensure severability and fit—information will be used throughout to help you sell to the candidate and ensure she makes a good decision.

Before You Start Define specifically—WHO—you seek based on past knowledge and future needs and—HOW—you will evaluate and sell them.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Before you start… define who you seek and how you’ll evaluate and sell to them. Optimize the process by leveraging the appropriate resources to maximize the value of each interview…

Cultural Fit Specify and define the particular character traits that best align the personality of the individual with the collective personality of the organization. Avoid using generic terms such as entrepreneurial or self-starter that can carry as many different definitions as people in your company.

Achievement Record Identify the historical qualities and evolutionary blueprint of successful employees. This includes not only their work history and patterns, but also their decision- making processes.

Capabilities Define the demonstrations that will provide evidence the candidate has the foundation to do the job—even if candidate hasn’t done it before.

Skills Identify, very specifically, not only the particular skills the person needs to have to do the job on the first day, but also the level of proficiency within each skill. Also, include the desired preference of the skills in the event a candidate doesn’t possess all of them initially.

HR or Recruiter

Line Personnel

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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At the start… Part One… evaluate severability… because it doesn’t matter how good the fit if you cannot secure the candidate…

Current Employer

• Current employment situation • Length of service • Tenure/relationship with boss • Current wounds • Conflicts to job changing • Timing issues • Commitment to leaving • Counteroffer • Compensation

Potential Employers • Other active suitors • Recent inactive suitors • Recent pending offers • Offers received or declined

External Sources • Personal sources to gather information or counsel • Site-related resources to gather intelligence

Family • Decision-making process • Sole decision/Joint decision • Relocation issues • Extenuating circumstances

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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At the start… Part Two… profile candidate… aiding your ability to determine fit, sell to the candidate, and ensure candidate makes an effective decision…

Based on over 7,000 milewalk assessments, statistics indicate these are the top 12 areas candidates evaluate when changing jobs:

“let me tell you about all the great things

our company offers…”

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

“that’s great, but what I really care about is…

Company Type & Track Record, Corporate Culture, Contribution,

Appreciation, Role, Boss, Career Growth, Type of People,

Travel Requirements, Compensation & Benefits, Office Environment, and

Office Location…”

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During the process… raise your communication intelligence — proficiency in accurately exchanging thoughts using verbal and non-verbal cues to achieve a mutual understanding — to improve your judgment…

Put yourself on alert —before you start— that there will be ambiguity and need for clarification.

Maintain awareness of your expressions while simultaneously practicing curiosity for the other person — Why? Why? Why?

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Recommended References…

You can access reference material via the milewalk website finding many resources that supplement the concepts we discussed today. All are complimentary.

milewalk website milewalk.com | many insights related to the predictive methodology, approach, services, Business Book series, and market insight along with several complimentary value-adds for employers and employees. Sign up for the email distribution list to receive quarterly newsletters and other complimentary information.

Interview Intervention Book one in a four-book series. Receive a complimentary e-Book by signing up for the milewalk email distribution list on the front page of the milewalk website. Hardbound and paperback versions can be purchased through any retailer.

milewalk blog milewalk.com/mwblog | Accessible via the milewalk website; topics covering employment, recruitment, job-searching, interviewing, and more.

milewalk’s 2013 Employment Survey Results

Review statistics that highlight current employee and employer sentiment as well as information showing the outlook on hiring. Accessible via front page of milewalk website.

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved

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Questions and Answers…

Andrew LaCivita milewalk, Inc. 847-685-2040 911 Busse Hwy Ste 201 Park Ridge, IL 60068 [email protected] www.milewalk.com

Andrew LaCivita, CEO of milewalk and author of Interview Intervention: Communication That Gets You Hired Copyright ©2013 milewalk, Inc. All Rights Reserved