Time Kills All Deals

Introduction

"Time Kills All Deals" is a recruiting mantra that emphasizes the importance of a swift recruitment process. It's a lesson we learn repeatedly, yet it still happens. There are many reasons why taking too much time in the recruiting process can kill a deal.

The Emotional Impact on Candidates

It's not that an employer has to rush and therefore not vet people properly; it's just that sometimes it is lost on employers that a job search is an intensely emotional experience for candidates, and frankly, not usually a pleasant one. Why is it unpleasant? The interview process is basically judging someone’s value – who finds that comfortable? Most people derive discomfort and anxiety from such an experience, even if they are not aware of it in those terms.

Why is Too Much Time a Bad Thing?

• Lowered Candidate Confidence: Taking too much time can lower a candidate's confidence that you, the potential employer, feels positively about them. In the end, this will impact acceptance ratios.
• Increased Competition: A prolonged interview process also increases competition as candidates start looking for other opportunities. Where you once may have had “first mover” advantage, taking too much time fritters that lead away.

Maintaining a Predictable Tempo

It's important to maintain a tempo to your candidate engagement that is predictable. Communicate the steps in process to them from the beginning and avoid a lot of dead air in communications between stages. Without a roadmap, candidates will wonder what's happening behind the curtain. Even the most mature, seasoned professional will manufacture stories to explain dead air.

The Candidate's Perspective

Imagine a candidate's “inside voice” saying:

• "Wow – I thought the conversations went really well, but I haven’t heard from them (employer), so maybe I read that wrong?"
• "I wonder if anyone else is hiring for a similar role?” So, the candidate “puts more lines in the water.”

You don’t want a candidate questioning where they stand with you – the employer – nor do you want increased competition because they have put more feelers out while pondering what feels like radio silence from you. These scenarios will cost you both good people and money.

The Benefits of a Swift Recruitment Process

Without question, a swift recruitment process results in more offers being accepted. For strategic roles, include the required vigor, but don’t slow it down. Find a way to stay on pace.

Summary

• Let the candidate know the process: What are the milestones and an approximate timeline?
• Demonstrably value their candidacy: Don’t be coy; staying in communication and expressing interest to a candidate will not cost you money.
• Stay in communication and move swiftly: This avoids misunderstandings and the opportunity for other employers to snap up your candidates.

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