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Dan Nielsen

Dan Nielsen is the Recruiting Initiative Leader for Towers Perrin, a global professional services firm. In his role he is responsible for developing, leading, and executing recruiting initiatives across the organization. This includes implementing prospect outreach programs as well as other tools and methods that increase overall recruiting effectiveness and efficiency. Before assuming his most recent role, he partnered with Towers Perrin business leaders in the U.S. and internationally to manage staffing efforts across many of the consulting units of the firm. He has worked at Towers Perrin for over nine years. Previously, he worked as a contingent recruiter serving the human capital practices of global consulting and accounting firms. He holds a B.A. in Philosophy & Communications from the University of Illinois, Urbana/Champaign.

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Always Be Closing

by Aug 11, 2009, 5:06 am ET

Closing — the art of getting a candidate to accept an offer and begin work — is every recruiter’s primary goal. And the strongest closers share several attributes:

They craft powerful employment value propositions that lay out the selling points of the company, group, and position — as well as the present and future opportunities for growth.

They communicate clearly, asking direct and purposeful questions, listening critically to responses (spoken and implied), and remaining nimble enough to respond to unexpected issues as they arise.

They set clear expectations for candidates and hiring managers on process steps, compensation issues, and potential roadblocks such as counteroffers.

They are persistent, consistently reconfirming the primary issues throughout the process with candidate and hiring manager, and continue sourcing efforts even when a good candidate is in play.

They have a keen sense of timing, knowing when to move quickly and — just as important — when to slow the pace to accommodate a candidate’s decision-making.

Unfortunately, too many recruiters view closing as a standalone process that kicks into gear only after the interview team identifies its front-runner. In fact, the opposite is true: successful closing begins before a candidate has even been identified, and it touches every step of the process.

Let’s examine (and I’ll go into more depth at my breakout session this September) some of the ways you can bring a closer’s mindset to each step of recruiting: keep reading…