The Other Side of the Talent Coin

One of the first questions I ask founders is, “Who is the most talented engineer you ever worked with?”

It’s always followed by, “Why haven’t you been able to recruit them?”

Their reason, which forces me to restrain my bottled emotions, lies in the founder’s inability to match the base salary expectations.

Not only is it hard to build something people want, it’s even harder to convince the smartest people you know to leave the prestige of a respected brand, the luxury of a plump paycheck, unparalleled benefits, and a lucrative 401(k) match to work on your unproven vision for the future.

Salary expectations as a reason why a founder can’t compel the hearts of men to action is, to me, an oversimplification.

The process of recruitment echoes the art of sales.

Assuming this framework, then, there are only two meaningful steps when it comes to hiring:

1. Qualification

2. Closing

The typical process for founders is to start with the pitch. The approach is almost formulaic: the narrative begins with how you discovered the problem, why you want to solve it, and a hypothesis for how you plan to do it. Only then does a founder pivot to persuading the engineer of the merits of joining their mission.

This linear sequence, seemingly logical, is the most flawed approach for a founder.

The hero of the story is not you: it’s the engineer. Until you demonstrate that you understand who they are, you haven’t earned the privilege of sharing your ideas.

Earning the privilege starts with a pivotal step: qualification.

As in B2B sales, qualification is about finding the right fit for your unique offering; in recruitment, it's about discerning the ideal match for the journey you propose.

It’s at this juncture that you shift from being a visionary to an empath – fine-tuning your ear to discern what lies beyond the spoken words. Observe the nuanced changes: the cadence of their breath, the heart-driven inclination forward, the profound silence birthed from the introspection your questions elicit.

What questions get you to this point of insight? They should be tailored to you and the profile you seek.

• What are the aspects of your work that consume you in a way that it does no one else?

• What’s something that is obvious to you but unobvious to everyone else?

• When was the last time your work set your soul on fire?

These questions, along with the willingness to answer them, are the fodder for determining if the best engineer, designer, or salesperson you know is ready for the adventure.

True craftsmen of their domains recognize that these questions transcend a paycheck, prestige, or pomp. They elevate work beyond mere task — framing life's vision and channeling one's gifts toward a more profound purpose.

The questions continue:

• Are the gifts and talents you've been endowed with truly being harnessed to their fullest?

• Each day, do you push boundaries of your capabilities not for validation, but for the sheer love of your craft?

• Do you feel your work steadily sculpting the masterpiece of your existence, enhancing each detail of your life's vision?

Only after thoroughly qualifying them do you earn the right to introduce them to your vision.

Now, it's time to close.

You explain to them the unpredictable nature of life. You describe how frequently our life's trajectory is influenced by a few pivotal choices. You point out that sometimes, the most defining moments come when we least expect them. These moments, rare as they might be, have a profound impact.

You emphasize to them that when faced with such moments, a sense of faith deep within them is required, urging us to venture beyond the safe and known.

With a firm, gentle gaze, you explain to them that this is one of those moments.

You elaborate, "The mission for which I am building this company hinges on a singular challenge, an aspect that, I believe, only you are uniquely positioned in the world to solve.”

You explain that they are your first, and only, choice.

You aren’t offering a job, a role, or a paycheck.

You are offering an invitation to embark on an adventure. An adventure spurred by something you see within them, perhaps something hidden from their own view.

Within them must stir a sensation, a compelling tug from within their core, interweaving trepidation and exhilaration. You can paint the feeling with words, but it’s up to them to experience and embrace firsthand.

It’s the same profound feeling that compelled you to give up everything in pursuit of this singular ideal. To recall that if the path was made clear, it would be the wrong path.

You are offering the chance for them to test their limits. To put the privilege of their gifts, talent, and brilliance on full display for the world’s luminance.

Changing the color of a button isn’t going to set their soul on fire, but the chance to build something industry-defining, the chance to pioneer transformation, and to see themselves transcend mere work to the act of magnificent creation - that is the opportunity at hand.

Your offer is more than an invitation; it's a revelation, an awakening.

So, is it really because of the base salary?