A-B-I – Always Be Interviewing



Sure, the title of this post is a play on Alec Baldwin’s “A-B-C – always be closing” line from Glengarry Glen Ross, one of the best sales movies of all time. But while salespeople should always heed Baldwin’s advice, the best recruiters have another mantra:

“A-B-I – always be interviewing.”

The best recruiters recognize they’re in a war for the best talent. They understand the only way to win over the long haul is to build a strategic pipeline of great candidates. Those interviews might not pay off tomorrow or even next month…

But what about three or six months down the road when you have a position to fill? Recruiters who lay the groundwork now put themselves in the position to come up with the perfect candidate when the time is right.

Agency recruiters do this very well. When I owned my recruiting company, my recruiters were given candidate interview quotas daily and weekly. Generally, the recruiter that interviewed the most candidates each month would be the biggest billers. It makes sense. The same goes for corporate recruiters.

It’s a mindset change. With a pipeline of quality candidates, regardless of open positions, you can help your company experiencing unexpectedly high turnover or growth. Being proactive lets you tap into your pipeline for just the right candidates. It’s a lot less stressful than scrambling to find suitable talent at the last minute. A-B-I is hard to do. It takes a lot of time and effort but it’s worth it.

World-class recruiters take the time to constantly add new people to their pipeline and expand it. They recognize that, no matter how hard they try, they’ll always lose contact with some of the best talent and need to replace it. They keep fresh talent coming into the top of their funnel.

So you must always be interviewing. A-B-I.

Expand your horizons beyond just interviewing for active positions.

A-B-I is a mindset to win the talent war. Like the magic of compounding interest, small daily efforts add up to a huge advantage over your competitors. In a world where 47% of small businesses can’t find qualified applicants for open positions, being able to source just the right person now is invaluable. There’s no better time to start building your pipeline!

Do you work daily to build your pipeline of talented candidates? Have you learned any tricks along the way to help you meet new candidates regularly and stay in touch with them? We’d love to hear them.


Jonathan Samuels

Hey I’m Jonathan. I created The Sales Club (www.getsalesclub.com) and love talent acquisition! I have 20 years of recruiting experience and innovation. I like to work out, watch silly TV shows and maybe have a slice of pizza to break up my healthy eating habits. I hope you enjoy my blog page. Please share them with your friends!

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