Richard Milligan says recruiters should stop negotiating against candidates and start listening to what matters to them. He takes verbatim notes during calls and references them later. When a candidate named Gavin said family matters most, Milligan kept affirming that value to build trust.
In recruiting, it's, uh, you know, you're on, on the opposite sides of the table from one another, right? And what you've got to do is pull yourself around to the same side of the table as him. If you're in a conversation with me and you say, tell me a little about your family, I love— because you're on the phone, I love to verbatim, like, write things down that I can reference later. Or even in the Zoom meeting, I'll take notes, um, you know, over here on another screen, or write things down, and I'll reference those later. I remember our first meeting, Gavin, One of the things that you said, and I wrote this down because it really resonated with me, is that you said family matters more than anything. One of the things I know is true about you that's also true about me is that family is a priority over anything we're doing here. Affirmation, affirmation, affirmation, right? All of that's affirming.
