The Most Damaging Strategic Omission in Recruiting — Candidate Research

You Don’t Know Jack … About Your Recruiting Targets

If businesspeople ran recruiting … candidate research would dominate! Even though both recruiting and product sales are involved in a form of selling, only the sales function has shifted to a business-like data-driven approach to understanding its sales target. Where they are customer-centric, recruiting is process focused, and we simply assume that we know the customer (i.e. our recruiting targets). The more strategic function, product sales, has a massive research effort which is known as consumer research or consumer marketing. To our detriment, recruiting has nothing like it.