Welcome to the April edition of the Hire Score Newsletter. This is going to be a short but very hard-hitting edition.

You should all be aware that I have been accused of being a cold-hearted SOB in my time and this first discussion might support that view. But, I believe if you can get past your initial reaction you will see that I am right.

There has been an awful lot of talk recently about the changing landscape in the employment market. Just yesterday I read the feature article in Fortune Small Business titled, "The Hiring Game, New Times, New Rules." (The fact that they use "game" in the title should be your first clue that they don't get it.) Basically they outlined how the power has shifted from the candidates to the hiring managers. Idiots!!!

There is no power in a relationship that has to be win-win. And an employment situation cannot be anything but. If either side loses, you all lose.

They went on to talk about how they were really putting candidates through their paces now that they were in charge. Let's assume that "putting them through their paces" means they are now doing a thorough job of selection. My question is, "What were they doing before?" Is doing a thorough job of selection ever an option?

I want to put this employment relationship in a different light that will hopefully simplify everyone's thinking. A job is simply a "Behavior Rental Agreement". That's it. Nothing more. We enter into a contract with a person and both parties have to hold up their end of the agreement.

You don't hire a person because you like them or they look good in a suit. You hire someone because you want something in return. You need a job done. You need a business need satisfied. You hire someone to accomplish these tasks. And in return, you will offer compensation. This really is a simple contract.

Now, if you entered into a contract with someone and they did not hold up their end, you would take action. The exact same principle holds true in the behavior rental agreement. If the person does not deliver the behavior necessary to satisfy your needs, the contract has been violated. If you do not deliver an environment where the person can be successful and the compensation agreed upon, the contract has been violated.

This really is a simple situation. Going back to the selection process, it is not an opportunity for either party to exert their will on the other, it is a simple data gathering process to determine if the parties can satisfy each other's needs.

(Here comes the cold-blooded part) How many of you have ever bought a tool or piece of equipment because it was pretty or you liked it? Than why would you hire someone for similar reasons? The same logic and evaluation has to take place when you go through the selection process. Hire someone because you are absolutely convinced they will deliver on their end of the agreement and satisfy your business need. Apply the same evaluation to the person that you would to a piece of equipment.

One more quick rant from the previously mentioned article. One of the people interviewed said she could tell quickly if someone will fit because she looks for midwestern values. I am from the Midwest (born and raised in Cleveland … Go Browns!) and I will bet you this person would not hire me! Please do not put yourself in the foolish position of believing you can figure out other people.

OK, a couple of quick announcements. My new product How To Hire The Perfect Salesperson is now available. You can read about it at www.perfect-salesperson.com (yes that is me with the bag over my head). As part of the marketing, I have created a very interesting postcard campaign. I used some brilliant marketing people for the creative part and the results are great. I will post the pieces on my website later this month and send you a quick note so you can check them out if you choose. I promise you will not be bored (shocked perhaps!).

We still have space for the workshop with Tim Larkin in Las Vegas April 19-20. This really is a rare opportunity to learn a business philosophy and self-protection technique based on the aggressive mindset. Tim is simply one of the most remarkable people I have ever met and you will not get many chances to work with someone of his caliber. For more information go to www.tftgroup.com/sw/traininglettersw.htm for more information.

Finally, we find ourselves in a strange situation. As I mention a number of months ago, we are now renting our home on the island of Kauai occasionally. (you can see pictures at www.ehokulele.com) We just had a last minute cancellation for the week of 4/20-27. We are going to offer this week at a 47% discount off our normal price. You can rent a piece of paradise for this week only for $1500 (normal price is $2600). This is the rental price and all the normal cleaning and tax stuff still apply. First person to commit gets it. Send email to hokulelekauai@aol.com. Good Luck!

Thanks for reading this month's letter. Next month I am going to tell you why you need to STAY AWAY FROM THE KOOL-AID!

Have a great month recruiting!

Barry Shamis

As always, if you have any suggestions, questions or comments, please contact us by e-mail at staff@selectingwinners.com