We are powerless when it comes to making people do what we want. I believe this is one reason parents are given teenagers, reminding them how powerless they truly are over people, places, and things.
Too many people in our business continue to promote the myth of client and candidate control, insinuating that we can or even should manipulate the choices of others. These dangerous, Repetitive Practices (methods which cause harm) do nothing more than perpetuate the predominant, negative reputation of our industry.
Each of us only has power over three things: our words, our choices, and our actions. By acknowledging our powerlessness over everything else, we gain access to true, individual, virtuous energy. By responsibly using these three personal powers, we can facilitate a process where the needs of all parties are met, for we which we are amply rewarded. That’s true power with much less effort.
Scott WintripThe Powerless Approach to Staffing and Recruitment
Last week I had the honor of speaking at the conference of the National Association of Personnel Services (NAPS) in Houston, an event with lots of smart and talented people sharing information and learning good practices. Embedded within those good ideas, unfortunately, were Repetitive Practices, inefficient routines that are often the way things have always been done. These include:
Candidate and client control
Always Be Closing
Back to basics
Influencing or convincing clients or candidates
Time kills deals
When people pause and honestly assess these tired ideas, they realize:
Your can’t control anyone. You can facilitate a process that mutually benefits everyone.
Customers don’t buy features and benefits. They do buy an improvement to their current circumstances.
Closing isn’t as powerful as collaborating.
Back to basics perpetuates the problem. Stay with the basics solves it for good.
Value propositions pale in effectiveness to provocative stories.
Trying to influence or convince anyone is a waste of energy and only does harm. Allowing people to convince themselves take less effort and helps your relationship.
Time simply marches on. What kills the deal is the recruiter or salesperson who fails to gain agreement to a process, up front, that maximizes the time at hand.
It’s time that we, as an industry, begin to thoroughly question and assess what we’re being told, unless we’re satisfied with the status quo. I don’t know about you, but I want better for our industry. Better respect, better profits, and better processes that reduce our labor intensity. Perpetuating past practices isn’t going to make that happen.
Scott WintripIs It Best? Or Is It Merely Repetition?