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SHRM notebook: Wooing passive candidates

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This post is from Joe Caruso, publisher of SmartBrief’s health care group, who is attending the Society for  Human Resource Management’s  Staffing Management Conference this week in Las Vegas.

Stephen A Lowisz‘s workshop on passive candidate recruitment drew a large enough crowd that SHRM had to turn people away at the door at the pre-conference event.

Lowisz, president & CEO of Qualigence in Livonia, Mich., told the audience that the nature and role of the recruiter had changed:

  • In the past, the recruiter primarily handled the administrative functions, was transactional in nature and screened out candidates.
  • Today’s recruiters need to be sales consultants, be a partner of the hiring authority and must screen in candidates.
  • The key to success is identifying the passive candidate’s needs and then advancing the “sale” based on meeting those needs. Recruiters shouldn’t get too focused on pushing the opportunity upon this type of candidate.

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