1. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
RESEARCH CONSULTING
Entrepreneurial
Computer Science
Yonah Alexandre Bronstein, PhD
Session 8
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

2. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Session Outline
Administrative Stuff
NO Session 5 Overflow! 
Homework Check… Action Step?
Chapter 6: Art of Recruiting
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

3. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Administrative Stuff
Project: Mid-Term Updates:
Did everyone turn their stuff in?
<TBD> Projects! => 3hrs final (so 9 can present)
BetterPlace: sign-up (coming? Y/N, on Bus? Y/N)
SPECIAL-do-not-miss session: Sunday Dec. 26th IM”H Yaacov Cohen, CEO of Mainsoft (16 year old Israeli Software company, which he joined 15 years ago…) [in Hebrew! Tell your classmates please…]
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

4. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Homework Check…
Action Step?
Students’ turn?
You have now Started!
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

5. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Do. Don’t predict.
Reply from Guy Kawasaki:
Alex, We’ll send you 20 copies of my recent book, Reality Check. We love Israel. What’s the shipping address? Zei Gesund, Guy
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

6. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Ch.6: Recruiting
Fundamentals:
Can Candidate DO what needs to be done?
Does Candidate BELIEVE in meaning you’re creating?
Does Candidate HAVE the strengths you need?
It’s truth however, it’s “Simple & Hard”…
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

7. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Ch.6: Best Effort
Aim for “A players”
Correlation  Causation
Big organization skills  Small organization skills
Dramatize expectations
Listen between the lines when checking references
Trust current employee references the most
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

8. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Ch.6: “Infected” Hires
Top engine = meaning being created
Hire people who believe in that meaning
Enthusiasm can make up for a lot…
How do you “test” for “infection”?
Ask candidate to demo/pitch product/service
Measure how long candidate talks about $$/compensation vs. product/service
Analyze candidate’s questions: general or specific?
How well does the candidate already know product/service
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

9. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Ch.6: Ignore Irrelevant
Issues of race, gender, religion, … reduce the “A” pool!
Experience & Background are good places to start, but:
Big successful organizations have  resources/constraints
Same industry experience can help but also limit
Same functional experience can carry over, but not always (although Ford’s first assembly line was built by workers from meatpacking houses, granaries and breweries)
Degrees  Smart, and School  Work (ABD’s…)
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

10. Ch.6: Recruit with all Your Tools
Your Vision (meaning > $)
Your Team (superstars attract)
Your Board of Directors/Advisors (powerful influence)
Your Investors (they’re sold on the company already)
Resume/CV-building potential (a few good years out of great people is not so bad)
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

11. Ch.6: Sell all the Decision Makers…
True in ALL Sales Situations
Recruiting = Selling a Job
Spouse “buy-in” always crucial (& especially in a start-up)
Parents/Kids/Friends could be part of decision too…
Find out from the candidate who else needs to be happy
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

12. Ch.6: Compensation Negotiation
Probably quite Culture-dependent
(USA) “Offer Letter”:
Beware of giving too early, to gather information, i.e. as a “straw-man”
Better used to document an oral agreement (at the end)
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

13. Ch.6: Candidate Lies/Exaggerations
Human nature to want to look the best possible, and financial fears, create 2 powerful motivations to distort.
Just because you understand the value of telling the truth
doesn’t mean the candidate does…
“Top 10 lies” (p. 108) – translate!
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

14. Ch.6: “Intuition”: Trust or Don’t Trust?
At first, do NOT trust your intuition. (Too easy to influence)
Take all the precautions:
Structured interview (list ahead of time the wanted attitude/knowledge/personality/experience)
Specific, factual questions, rather than “touchy-feely”
Stick to the script
Take a lot of notes
Check references early
Then finally, DO listen to your intuition. (Both brains…)
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.

15. ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
Q & A ?
For Next Session?
“The Project”: Recruit 1 business/sales person/student, (somehow) & build 5 year Revenue/Expense projection slide in Pitch presentation. (Be ready to present that slide in class…)
It’s Hanukah: TRUST in Miracles 
ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION.
©2008 ASTAV, inc. – Confidential & Proprietary – Contact for pricing.