Take the Pledge — Give A Kid A Break!

As a recruiter, I will review over 5,000 resumes this year and talk with over 1,000 candidates. In most instances, I am talking with adults – individuals who have been in the workforce for more than 5 years and who have some work experience. Recently, however, I have been recruiting for a host of entry-level positions and that has been …

As a recruiter, I will review over 5,000 resumes this year and talk with over 1,000 candidates. In most instances, I am talking with adults – individuals who have been in the workforce for more than 5 years and who have some work experience. Recently, however, I have been recruiting for a host of entry-level positions and that has been ...

Make Your First Impression Count

First impressions are made in the blink of an eye according to Princeton psychologists Janine Willis and Alexander Todorov in their ground-breaking research published in Psychological Science (2006).  Regardless of whether this is right, let alone fair, one-tenth of a second is all you get to create a favorable impression with a stranger.  And, as if to add insult to …

First impressions are made in the blink of an eye according to Princeton psychologists Janine Willis and Alexander Todorov in their ground-breaking research published in Psychological Science (2006).  Regardless of whether this is right, let alone fair, one-tenth of a second is all you get to create a favorable impression with a stranger.  And, as if to add insult to ...

The Problem with Recruiting New Employees Is…

You can feel the stress coming on as you sit at your desk. Where are you going to post the job description for the new role in your department? What happens if no one applies? Or, worse yet, what if too many people apply? You can envision resumes and emails stacking up in your inbox. You’re already hyperventilating thinking about …

You can feel the stress coming on as you sit at your desk. Where are you going to post the job description for the new role in your department? What happens if no one applies? Or, worse yet, what if too many people apply? You can envision resumes and emails stacking up in your inbox. You’re already hyperventilating thinking about ...

#AskTheRecruiter: Why Should I Hire A Recruiter?

The three top questions I hear from potential buyers of TalentFront services haven’t really changed over the years – Why should I hire a recruiter? Why should I hire TalentFront? How much will it cost? These are basic questions, but more importantly, they are great questions that demand good, thoughtful answers. Over the next few weeks, we will address these …

The three top questions I hear from potential buyers of TalentFront services haven’t really changed over the years – Why should I hire a recruiter? Why should I hire TalentFront? How much will it cost? These are basic questions, but more importantly, they are great questions that demand good, thoughtful answers. Over the next few weeks, we will address these ...

Amy is Not Just an Intern . . . She’s a Valued Member of Our Team

We don’t typically give up space for someone else, but we feel our new intern, Amy Poague, has something important to say to recent college graduates. It is really worth your time. Happy summer! In the beginning of my college years, my peers and professors were constantly pushing me to do an internship. My friends would rave about their roles, …

We don’t typically give up space for someone else, but we feel our new intern, Amy Poague, has something important to say to recent college graduates. It is really worth your time. Happy summer! In the beginning of my college years, my peers and professors were constantly pushing me to do an internship. My friends would rave about their roles, ...

Look, Ma, No Hands . . . Well, Not Quite!

Learning to ride a bike was a transformative experience for me. The bike meant absolute freedom — freedom to cover more ground than I ever dreamed possible in a single summer day and, probably more importantly, freedom from watchful parents at least until the street lights came on. As I’ve grown older, I’ve had the opportunity to watch others learn …

Learning to ride a bike was a transformative experience for me. The bike meant absolute freedom — freedom to cover more ground than I ever dreamed possible in a single summer day and, probably more importantly, freedom from watchful parents at least until the street lights came on. As I’ve grown older, I’ve had the opportunity to watch others learn ...

Accidental Technologist

Do you ever sit down to write about something that you know you are “supposed” to write about and find yourself composing a different post? Well, my friends, that is how this posting began. Lately, I have been deluged with a lot of messages, posts, tweets, and Facebook statuses about back to school. Everyone in my life seems to be …

Do you ever sit down to write about something that you know you are “supposed” to write about and find yourself composing a different post? Well, my friends, that is how this posting began. Lately, I have been deluged with a lot of messages, posts, tweets, and Facebook statuses about back to school. Everyone in my life seems to be ...

Saga of a Small Business Owner: Perfect Pitch

Charades - Talent FrontRecently, I played a vigorous game of charades with a group of friends. The players’ acting abilities were worthy of an Oscar — ridiculously creative, intuitive, and skillful . . . with the exception of one of us who told us in advance that he did not want to play because he was terrible at the game. I thought he was kidding. After all, who’s bad at charades? However, without running his overall gamesmanship into the ground, I have to agree with him — he definitely needs to stick to bridge.

Why was he so bad? For starters, when he acted out a clue, he came up with one image/plan and stuck to it. For example, for the Life of Pi movie, he drew an apple pie in the air and kept drawing it with his hands until he ran out of time. Despite the fact people were shouting circle, globe, or anything even remotely round, he continued in exasperation to make the same circular motion ignoring the fact that his team is totally off base. When it was all over and the movie title disclosed, we bombarded him with comments like “Why didn’t you try to act out the other words? How come you didn’t try to show someone doing math? How about acting out a lion?” He sat down with “I told you so” written all over his face. Our team was hopeful that we would make up the loss on the next clue. Better luck next time.

When I started this business, I had a similar experience. My elevator pitch was horrible: someone would ask me what I did and I would say “recruitment process outsourcing or RPO.” Dead space. I wouldn’t add any additional information; I’d just wait for the next question. I’d think, “Why should I try to improve upon the exact right answer to the question? I’d just succinctly said what I did. What more should I say?” There never was a follow up question. Not good. Talk about missing a clue!

After three or four of these occurrences, I started to register the confusion in the eyes of my audience. A big “Huh?” hovered over their heads and their eyes would lose contact with mine for a nanosecond. Thankfully, one day, someone was bold enough to ask, “I’m sorry, but what does that mean exactly?” Oh great, I had a communications problem.

Because I don’t believe I’m the only one out there with a “pitch” problem, here are some practical thoughts on how to develop an elevator spiel that is actually heard and acknowledged by your audience.

Technically right, practically wrong. Actually, there is nothing wrong with my saying RPO because that is technically what I do. I work with organizations on their recruitment operations – creating a recruiting strategy, providing resources to support that strategy, and finding people to fill their roles. However, as I quickly realized, no one outside of the recruiting/talent acquisition world has a clue what that means. And, even within the recruiting industry, RPO providers define their services very differently so confusion exists within the bounds of my sector as well. The bottom line: be wary of industry jargon, especially acronyms.

Practice makes perfect. Although I had worked on my answer to the question, what does your business do? I did not try it out on anyone before I used it in a business context. What would have happened had I tried my pitch out on a couple of willing colleagues? How hard would that have been to ask a few people for their impressions? Not hard at all. In fact, they would have been outright happy to be asked.

Stay current. The colleague who asked me to describe what I meant when I said RPO, also helped me develop a new line. We decided to describe my business in the context of a more popular outsourcing model — human resources outsourcing or HRO, the practice of hiring experts in HR to either consult with your business or take on your HR challenges virtually. So what do I do? TalentFront focuses on providing outsourced HR support specifically in recruiting or talent acquisition. Although this resonates in meetings I’m having now, I constantly remind myself that a decade ago, no one knew what HRO was either. Gradually, people will know what RPO means and I’ll learn to use that term again or better yet, we’ll evolve to a new level and invent more language to describe the field. Remember: what works today might not work tomorrow so we entrepreneurs need to continue to refine your pitch over time.

At the end of the day, I circled back around to all of those people I met who looked at me quizzically. Their response was overwhelmingly positive and has led to referrals for new business, candidates for opportunities with my clients, and general well wishes. It hasn’t led to any additional opportunities to play charades, but who knows? The year’s still young and I’m a much more empathetic teammate.

Marcia Call has worked in the human capital/staffing arena for more than a decade. Most recently, she founded the firm, TalentFront, to serve the needs of companies and organizations seeking support in the development and implementation of recruiting processes.