2. בסד Privacy Restored.™ 1 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. RESEARCH CONSULTING Entrepreneurial Computer Science Yonah Alexandre Bronstein, PhD alex_bronstein@ieee.org Session 8

3. בסד Privacy Restored.™ 2 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Session Outline 1.Administrative Stuff 2.NO Session 5 Overflow! 3.Homework Check… Action Step? 4.Chapter 6: Art of Recruiting

4. בסד Privacy Restored.™ 3 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Administrative Stuff Date Decisions: –First pass (midterm): this Thursday (May 17) midnight –Final: Mon July 9 midnight, present Sun July 15, 12-3pm BetterPlace: Sunday July 22, email sign-up (coming? Y/N, need bus? Y/N) SPECIAL-do-not-miss session: Sunday Jun 24, IM”H Yaacov Cohen, CEO of Mainsoft (17 year old Israeli Software company, which he joined 16 years ago…) [in Hebrew! Tell your friends… ]

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

6. בסד Privacy Restored.™ 5 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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 http://israel.alltop.com/ http://startups.alltop.com/ http://innovation.alltop.com/ http://venturecapital.alltop.com/ http://israel.alltop.com/ http://startups.alltop.com/ http://innovation.alltop.com/ http://venturecapital.alltop.com/

7. בסד Privacy Restored.™ 6 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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”…

8. בסד Privacy Restored.™ 7 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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

9. בסד Privacy Restored.™ 8 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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

10. בסד Privacy Restored.™ 9 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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…)

11. בסד Privacy Restored.™ 10 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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)

12. בסד Privacy Restored.™ 11 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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

13. בסד Privacy Restored.™ 12 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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)

14. בסד Privacy Restored.™ 13 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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!

15. בסד Privacy Restored.™ 14 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. 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…)

16. בסד Privacy Restored.™ 15 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.6: Reference Checking Goals: Consistency & Complete Picture boss/peer/report Good Questions: –What contributions did Candidate make to the organization? –What are Candidate’s specific skills? –What is Candidate best/worst at? –Would you hire/work-for Candidate again? –Should I speak with anyone else about Candidate? Unsolicited References (cold calls into previous organizations; ask operator to connect to folks who…)

17. בסד Privacy Restored.™ 16 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.6: CS Angle / Personal Experience “Managing Programmers = Herding Cats”, check: –Programming languages/tool sets –Work group experience vs. Lone Ranger style –Ego… (High $$  High Ego  Low Cooperation Capabilities) Don’t mix business (conditional giving) with family (unconditional giving) Hiring is very hard to do Intellectually; find someone in your organization with a good & tested Gut Radar…

18. בסד Privacy Restored.™ 17 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.6: Final Wisdom Since recruiting is so difficult to do right, plan for failure! Set up an initial trial period (e.g. 90 days) upfront. Review performance – on both sides… Adjust if needed & possible, terminate otherwise. And: Don’t assume you’re ever done: recruiting – in both directions – must be done every day… (and that’s true in both business & family relationships…)

19. בסד Privacy Restored.™ 18 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Q & A ? It was just LagBomer: TRUST in Miracles 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…)