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218 Index Value, A-players’ add-on: business growth, 3–4 choke points, 14–15 coaching issues, 8–9 corporate worth, 7–8 defining, 196 80/20 principle, 13–14 exponential impact, 4 HR role, 12–13 leadership issues, 15–16 life balance issues, 4–6 payoff points, 17–18 recruiting issues, 10–12 stress reduction, 6–7 teamwork, 16–17 Van De Putte, Paul, 26 Vaughan, Michael, 110, 173 Vendors, 69–72 Verret, Karen Rogers, 150 Verret & Associates, 150 Virtual Assistants Association, 135 Virtual networks. See Online recruiting Visionary leadership, 191–192, 198–199 Vitale, Maryann, 33–34 Volunteer work, networking via, 61 Web sites, recruiting via, 105, 120–125 Weiss, Mike, 54 Wharton Business School, 110 Women, as talent pool, 100–103 Work/life balance. See Life balance Young Presidents’ Organization, 139
Praise for HOW TO HIRE A-PLAYERS “It takes A-Players to conceive, design, and build a world-class business system so C-Players can produce A-Player results. How to Hire A-Players tells you how to find the A-Players you need to grow your business. Read it, or forever settle for less than you deserve.” — Michael E. Gerber Author of The E-Myth books and The Most Successful Small Business in the World “A must-read for any business that must produce more for customers who demand more for less.” — Bill J. Bonnstetter Chairman of the Board TTI Performance Systems, Ltd. “This book should not only be on the desk of every HR manager, but required reading for every member of a company’s executive team. The tactics shared in this book are both cost effective and creative. Now ANY company, regardless of size, can effectively compete for the most important resource for success: the A-Players.” — Allen Hauge Group Chairman Vistage International “If your company needs to improve any aspect of finding, hiring, and keeping outstanding employees, How to Hire A-Players is a must-read. As Herrenkohl points out, the best coaches are the best recruiters; they know how to attract talented players, incorporate them into their program, and produce a winning team. If you want to create a great business, this book tells you how to build the team to do it.” — Jeff Phillips President Fleet Feet Inc. “Every great NCAA basketball coach knows that success in March Madness starts years earlier when a network of scouts identifies talented young kids playing in junior high school. In How to Hire A-Players, Eric Herrenkohl teaches busy managers how to build their scouting network and where to get a glimpse of the A-Players of tomorrow’s team.” — Richard Ryffel Managing Director, Investment Banking Edward Jones “Eric Herrenkohl is like a divining rod for finding talent and How to Hire A-Players is the Holy Grail of recruiting. It will help you find, recruit, nurture, and retain the best and the brightest.” — Alan Weiss, PhD Author, Million Dollar Consulting and Thrive!
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A-PLAYERS Finding the Top People fo
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‘‘Consistently hiring A-players
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‘‘How to Hire A-Players is a mu
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John Wiley & Sons, Inc.
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To my parents, Roy Herrenkohl and E
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Acknowledgments A number of people
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About the Author Eric Herrenkohl is
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xx Introduction However, there were
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xxii Introduction business now need
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Almost no one wants to spend time o
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The Value of A-Players 5 the respon
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One A-Player Can Help You to Sell Y
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the first pitching coach to be adde
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you cannot measure it, when you can
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team. While your HR contact or recr
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processes I describe in this book t
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you currently employ. 3 Review or c
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2 Would You Know an A-Player if You
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22 How to Hire A-Players Where Do I
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24 How to Hire A-Players create a h
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26 How to Hire A-Players (continued
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28 How to Hire A-Players If a sales
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30 How to Hire A-Players A-Player P
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32 How to Hire A-Players Using Your
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Now that you know what an A-player
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‘‘Always keep your couch full,
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Three Steps to Creating an A-Player
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Rockies—had the foresight to sign
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and then had forgotten all about it
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A-players, it can focus on a rigoro
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acing skills. While many races are
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I hope you’ve begun to determine
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Right under Your Nose: Leveraging P
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candidates, but you have to get the
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Your Vendors Right under Your Nose:
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Leveraging your existing relationsh
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Industry Conferences and Continuing
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Don’t Just Sit There. Reach Out!
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Don’t Just Sit There. Reach Out!
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size.’’ 1 He knew that in this
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$1,000 of Tom James clothing as a r
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Become an Adjunct Professor Don’t
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Do I Really Have Time for This? Don
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6 Finding New Pools of A-Player Tal
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100 How to Hire A-Players Virtual N
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102 How to Hire A-Players hour to t
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104 How to Hire A-Players Restauran
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106 How to Hire A-Players Run emplo
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108 How to Hire A-Players greeted t
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110 How to Hire A-Players they fini
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112 How to Hire A-Players on specif
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114 How to Hire A-Players same appr
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7 The Basics of Online Recruiting
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120 How to Hire A-Players you have
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122 How to Hire A-Players FIGURE 7.
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124 How to Hire A-Players powerful
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126 How to Hire A-Players roles—w
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128 How to Hire A-Players almost an
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130 How to Hire A-Players when they
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132 How to Hire A-Players social me
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134 How to Hire A-Players number of
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136 How to Hire A-Players would rel
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A company that I do work for does a
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Headhunters are brokers. They achie
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You Have a Relationship Based on Tr
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Specialists versus Generalists Usin
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follow a great process or a firm th
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the agreement if you don’t want t
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ack. If your company is committed t
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9 Interviewing and the Economic Val
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156 How to Hire A-Players A-Player
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158 How to Hire A-Players Conduct M
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160 How to Hire A-Players with her
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162 How to Hire A-Players ‘‘Why
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164 How to Hire A-Players observati
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166 How to Hire A-Players Don’t O
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Page 194 and 195: 170 How to Hire A-Players whatever
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Page 201 and 202: Several years ago, I bought a used
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Page 207 and 208: Popping the Hood on Candidates Usin
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Page 216 and 217: 192 Conclusion me the story of how
Page 218 and 219: 194 Conclusion 1. Invest your time
Page 220 and 221: 196 Conclusion and more of the tact
Page 222 and 223: 198 Conclusion At the same time, le
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Page 228 and 229: 204 Notes Chapter 9 1. Kate Lorenz,
Page 230 and 231: 206 Index Assessment, pre-hiring: (
Page 232 and 233: 208 Index Drug testing, 188 Drummon
Page 234 and 235: 210 Index Indeed.com, 127 Industry
Page 236 and 237: 212 Index Negotiating, recruiter fe
Page 238 and 239: 214 Index Principles, highlighted (
Page 240 and 241: 216 Index Salary issues. See Compen
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