As we discuss some of the best practices of working a talent pipeline, I’d like to address one major pitfall that many recruiters fall into....the oh-so-tempting art of manipulation.
When you’re working with a candidate in your talent pipeline, there is a temptation to manipulate events and circumstances in an attempt to create a short-cut to the end result of the recruiting process. Remember, in the recruiting process, timing is everything, and it is controlled by the candidate, not you! If the process is forced, talented candidates will quickly sense the manipulation and shy away, irritated with your brash approach.
I’ll illustrate how this can play out with a short clip from one my favorite movies, Groundhog Day. In this movie, Phil (played by Bill Murray) is an arrogant newscaster who is trying to win the affection of Rita, an attractive co-worker (played by Andie MacDowell).
The conversations between Phil and Rita always circle back to how Phil is the perfect fit for everything Rita is looking for in a man. Take a look at the following clip and you’ll see what I mean:
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Of course this exchange is exaggerated for comic effect, but it’s not far from how your candidates feel when you’re attempting to manipulate them. When every frustration or obstacle can be magically solved by coming to work for you, the candidate has every right to roll his/her eyes and feel appalled by your self-centered approach.
While it seems more efficient to push a candidate along the hiring path, you will earn the respect of your candidates if you refrain from manipulating them, and instead allow them to process their options at their own pace. Of course, diligent follow up is still crucial, just avoid promising them the world or solutions to all their woes.
Interestingly, the movie teaches an important lesson. Phil is constantly rebuffed when he pursues Rita from a framework of manipulation and self-interest. Eventually, he resigns himself to working on his own character and truly becoming the type of guy that Rita would be naturally attracted to.
I won’t spoil the movie by giving away the ending, but I will say that Phil found a lot more success in his venture to win Rita when he stopped attempting to manipulate her and started to look out for her best interests instead. You too, will have better success with your candidates if you follow Phil's lead - that is, do less talking and more listening..
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