The Art

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The Art Science of Assessment

• Rick Bondurant, CIC, CRM

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Steps

• Know who youre looking for
• Pre-screen
• Conduct first interview
• Administer assessment instruments
• Conduct follow-up interview

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Who Are You Looking For

• Traits, Skills, Values
• Job Fit
• Task Focus
• People Focus
• Expertise heavy
• Relationship heavy
• Culture Fit
• Organizational
• Personalities

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Pre-screen

• Where are they coming from?
• Why are they interested?
• What are their expectations?

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Behavioral Interview

• Four question types
• Situational asks the applicant to respond to a
  given situation
• Observational asks to reflect upon the actions
  of a third party
• Conceptual asks about beliefs, aspirations,
  values
• Ranking rank traits on a scale

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Assessment Instruments

• Validate impressions
• Predict success
• Manage performance

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IIAT Survey on Profiles

• 49 use them
• 95 feel they are very predictive or somewhat
  predictive
• 95 profile for sales
• 83 profile for service
• 59 profile for support
• Most pay 100 to 150

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Follow-up Interview

• Clarify perception gaps
• Sell to needs
• Dont oversell
• Consider Realistic Job Preview

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Factors for Success

• Assess from first contact
• Know your biases
• Involve multiple people
• Comply with spirit and the letter of the law
• Legitimate business rationale
• Qualify before you sell