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Recruiting the wrong type of people

Recruiting the wrong type of people

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There are so much resources availalble now for entrepreneurs but I still get it wrong a lot of the times! Nothing beats experience I guess; however, that’s the expensive route.

Without a doubt, the most expensive mistake I keep on repeating is recruiting the wrong people. Time after time. How can I get out of this spiral?

Let me explain to you my process of recruiting at Gulf Broadcast:

  1. Advertising in industry sites
  2. Sift and filter the CVs
  3. Check portfolios
  4. Connect with interesting prospective employees
  5. Ask for a referee list
  6. Conduct an initial Skype/In-Person interview
    1. If possible, invite other staff members to sit in so we can cross-check each other
  7. Contact referees and ask them pointed questions and most are good enough to respond (see below)
  8. Call referees and double check details
  9. Conduct a second interview and drill down into the details
  10. Take a cool-off reflection period of 3 or 4 days and consider whether chemistry and potential exist in the person being interviewed
  11. Conduct final interview and pose any concerns
  12. Double check responses if anything warrants that with referees
  13. Negotiate salary and benefits
  14. Send out the legal documents
    1. Offer Letter
    2. Confidentiality Agreement
    3. Employment Contract
    4. Employee Handbook
  15. Reach agreement and sign documents
  16. Initiate induction process (documented in our Employee Handbook)
  17. Start mentoring and on-boarding process
  18. Start producing

Recruiting reference checklist:

  1. Could you briefly describe your relationship with ___________?
  2. When did you work together and in what capacity was ____ working?
  3. How long did ____ stay in the job?
  4. Would you evaluate ___ as a good team player?
  5. What is the best thing you remember about ___?
  6. The worst?
  7. Would you hire her/work with ___ again?
  8. If ___ left the job, why did ____ leave?
  9. What would you evaluate as ___ strengths?
  10.  ___weaknesses?
  11. What is his general competence level? Does ___ catch on to what is required quickly?
  12. What is the level of his creativity not only in the art of creating films, but also problem solving and dealing with people?
  13. What was __ attitude to work? Was there any issue in working within office hours, attitude to call-outs and working outside of the regular office hours?
  14. How would you evaluate ___ relationship skills with the clients?
  15. Would you like to comment on anything else?
  16. How highly would you recommend her for being our producer and director? (score from 1 worst – 10 best)?

You would think that with this careful process, I’d be able to limit the “bad apples” before they hit our office. Right? Well maybe I do, especially when you consider that it’s not just my opinion that is taken into consideration when we employ people.

But no.

To be fair to myself. The “bad apples” in almost every case aren’t discovered immediately on employment. In most cases, the enthusiasm of a new employee starting is electric and everyone is affected by it, but, reflecting on the situation as I type this (who said blogging is not therapeutic?) they manifest themselves a bit later, from a few months, to even over a few years.

Let me analyse:

The ones that get weeded out after a few months are almost always sales people. Although they are mentored by me personally with sincerity, those who don’t survive with us are those who do not achieve their sales quota. Some, unfortunately don’t sell a single fils before they are cut out and bid farewell to a hopefully more fulfilling future elsewhere. A lot of those, for some reason, become disgruntled employees and  flip the coin to try their luck in court. This has become such a regular occurrence that we started to add a legal contingency fund in our annual budgets, if they naively go into gambling, we’re determined to be more than ready with our royal flush. Unfortunately this attitude is much more prevalent with Bahraini employees.

The technical and creative employees are easier to deal with. It’s very easy to find out their capabilities within the first week of their landing. If they have the right chemistry, we heavily invest in them to bring them to our standard. We continue to monitor their output and eek out the best we can out of them and help, guide and mentor them to a better state. We’ve seen some employees really shine. A lot started with just technical capabilities and low self esteem, low belief in their creativity and talent and I nurtured them to be superstars by the time they moved on. If the chemistry isn’t there, I cut the losses short and wish them luck in their next position and off they go.

The fact remains that every time I go through this recruiting process, I get exhausted. Running the marathon is nothing to on-boarding new staff. This is emotionally and physically exhausting. It’s also hard for me not to take employee failures personally. Whenever we had to release them for whatever reason, I feel betrayed. Maybe because of the level of passion and time I invest in them. I guess this is one thing I have to learn not to do. I should learn not to take things so personally and treat them as “just” employees. Hard, but doable. It might require the installation of a “layer” between me and them, something I do not cherish. And this is not me. I’m an “all in” kind of person.

Going back to the problem, if I can call it that, I’ve got to find a way to employ successful sales people. Sales people who authentically feel the responsibility bestowed on them, and who have the deep rooted need to succeed and revel in the challenge. Looking back, it feels to me that a lot of them were not motivated by success, but by how much secure salaries they can draw. They were averse to installing a performance-based pay system. They wanted a fat basic salary, and little or no commission. Maybe this is the insight into what I should be looking for!

The best I’ve employed were motivated first by how they can use our products and services to contribute to a larger cause, rather than the money they potentially can make off the sale. In some cases, in time, some succumb to getting as much as fast as possible. That’s when the problem with their character manifests itself and the writing gets clearly written on the wall counting down to their departure. Invariably, their sales suffer and almost stop. It gets easier to see through them and their motives; thus, lose that important trust they create with clients. I need a better radar to see this faster and release them before they damage not just their careers but also our own reputation. I need to find the right language and communication method to reset them and their expectations and remind them why they got involved in this business in the first place.

So what’s the solution? How can I stop the time wasting and energy sapping process of on recruiting unfit employees?

I don’t have the answer and I would love to hear your input into this.

What I can conclude with, is something a wise man once told me: “You get what you inspect, not what you expect.” Thank you Mr Redha Faraj. Although I do have metrics and KPIs that every position has to live by, the mistake I have done in the past, and must correct going forward, is that these KPIs aren’t methodically adhered to. What happens, I think, is that over time I get lulled into a sense of comfortable trust. That trust, ultimately, time after time, gets abused. Therefore what I shall do going forward is document all agreements, expectations and processes and hold people responsible to their KPIs.

What else can I do to get out of this cycle? What are your experiences, rather than advice?


Ground Rules

Ground Rules

We’re experiencing growth at Gulf Broadcast and I have to gear up for that influx of new staff and revise the current structure of induction. The intention is to get the new staff to reach productivity levels much faster than we ever had and make their journey a more rewarding one. We already have quite a comprehensive Staff Handbook which we kept revised over the years and I’m happy with its comprehensive content now. It really helps in the induction process.

One thing that it didn’t have; however, is a clear set of ground rules for everyone to follow, so I devised the following 13 Commandments to make sure that everyone is on board.

  1. I’m not your friend.
  2. I’m your boss.
  3. I need to see results within one month.
  4. Don’t bring politics and religion into the office.
  5. Reports must be filled in and submitted.
  6. Business cards and any other material you produce or acquire in the course of representing Gulf Broadcast and while in our employ, remain the property of Gulf Broadcast. This is why you’re getting paid.
  7. If in doubt, ask.
  8. Don’t be late. Be on time. Always.
  9. Participate effectively in the Daily Huddle.
  10. Filing. Do it properly.
  11. Respect confidentiality. Do not send company or client documents to your personal email or drive.
  12. Be presentable. Wear business appropriate attire at all times.
  13. You will be judged on results, attitude, chemistry and team work.

I’ve listed these in no particular order. I know they might sound harsh to some; however, at least they are declared and everyone knows where they stand as well as what’s expected of them. This, hopefully, will create a better and more productive work environment and takes the guessing out of the equation.

Do you have any ground rules you set for your business? I’d love to know. Share in the comments please and don’t forget to Like Mahmood’s Den on Facebook too.