Who: The A Method for Hiring

by Geoff Smart

HOW TO SELECT AN A PLAYER 1. SCREENING INTERVIEW: Conduct a twenty- to thirty-minute screening interview, using the four key questions. Probe for more information by using the “What? How? Tell me more” framework. Filter out obvious B and C Players from your hiring pipeline. 2. WHO INTERVIEW: Conduct a Who Interview of one and a half to three hours by walking chronologically through a candidate’s career, using the same five questions for each job or chapter in the person’s work history. The hiring manager and one other colleague should conduct the interview in tandem. 3. FOCUSED INVERVIEW(S): Involve others in the hiring process by assigning team members to conduct interviews that focus on the outcomes and/or competencies on the scorecard. 4. CANDIDATE DISCUSSION: Following each day of interviews, grade the scorecard using the skill-will framework. Advance those whose skill (what they are fundamentally good at doing) and will (what they want to do, and in what type of culture) match the mission, outcomes, and competencies on your scorecard. Look for people whom you would rate an A on the critical outcomes and key competencies. Nobody is perfect, but seek those who are strong in the most important places of your scorecard. 5. REFERENCE INTERVIEW: Conduct seven reference calls with people you choose from the Who Interview. Ask the candidate to set up the calls to break through the gatekeepers while minimizing your own effort. 6. FINAL DECISION: Repeat your analysis of the ski...