The one key skill that will make all the difference to recruiters is this.

Get close enough to candidates to understand their “Motivation to Accept“

(Unless that is, you enjoy having offers turned down and counteroffers accepted.)

From your first conversation, through the interview, and at every point after that, work to understand your candidates ‘Motivation to Accept‘.

Where are they on the ‘Commitment to move‘ scale?

Flirting with the idea? Considering a move?

Or are they committed to changing jobs now?

Just because a candidate says they are ready to accept a new job, there is no reason to believe that they are ready.

Your job is to find out!

Today, every candidate you interview, you must rank according to ‘motivation to accept‘. (MTA)

And decipher precisely what it is that will encourage them to accept. That will be a heady cocktail of salary, employer brand, flexibility, workstyle, responsibilities, opportunity, and much more.

Recruitment is more art than science as you know.

The skillset of today’s recruiter is the subtle art of real discovery. Going beyond the resume and probing, questioning, checking, confirming, scenario-pitching.

It used to be that recruitment was about ‘finding candidates‘. That’s our job still, of course.

But managing the process through offer and acceptance is now the critical skill and what separates a good recruiter from average

I prepared an 80-minute video series explaining this skill, and ten others, that recruiters must master this year.

They are all available on the Savage Recruitment Academy (You or your company should sign up. Very affordable and has over 30 hours of content.)

Here is a short video grab of my opening remarks on the topic of “MTA”. It’s just a taste of the complete masterclass

It’s such an important skill. Watch it now, please.

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