The “I Have Arranged…” Technique
As I mentioned in Robocruiter, Part 1, Dan was a unique recruiter. A true student of our business, he was exceptional in so many ways—and he taught me more than I can ever repay.
One of the techniques he is famous for is what he called the “I Have Arranged…” approach. I hope you find it as useful as I did.
From Presentation to Placement – The Robocruiter Way
One day during a conversation, Dan shared something remarkable:
He had a 100% Presentation-to-Send-Out ratio on what he called his POEJOs.A POEJO stands for Presentation On an Existing Job Order. In other words, Dan would follow up with the hiring manager after the job order was already in hand, ready to present a candidate. While most recruiters typically hit a 25–50% success rate on these follow-ups, Robocruiter hit 100%.
How?
He explained that most recruiters make a critical mistake. We’re so excited to have a recruit to present, we jump right into the pitch—fast, breathless, enthusiastic—without re-qualifying the job order or setting the stage for next steps.
At the end of that pitch, we often hear:
“He sounds good. Send me his resume.”
“Let me think about it and get back to you.”Nothing is arranged. Nothing is committed. And we’re left with empty hands, despite the fact that we’ve done the hard work of sourcing and screening top talent—often without payment yet.
Step 1: Re-Qualify the Job Order
Robocruiter did things differently. After sourcing his top candidates, he’d first re-qualify the job order:
“John, when you gave me the details for this search assignment, you said the title was ‘X’. Is that still accurate?
And the responsibilities were ‘Y’? Still true?
The salary range was ‘Z’?
And we’re still good on the 30% fee?”This reaffirmed the hiring manager’s original urgency and expectations.
Step 2: Set the Stage
Once the job order was confirmed, Dan would smoothly transition:
“Then I have some good news. I’ve canvassed the market, spoken with dozens of candidates, and narrowed it down to three who are exceptional matches for you and your company.”Step 3: The “I Have Arranged…” Close
And here’s the key:
“So, John, this is what I’ve done. I have arranged for these three recruits to be available to speak with you next Monday and Tuesday at 9, 10, and 11 a.m. respectively.
Now, let me tell you a little more about them.”This approach—stating clearly that the interviews were already arranged—shifted the dynamic. It wasn’t a question of whether the hiring manager might be interested. It was framed as a done deal. The time slots were pre-scheduled. The expectation was set.
Why It Works
Dan understood something powerful:
Businesspeople today are used to having things arranged for them. Calendar invites. Scheduled meetings. Decision-ready options.
He used to say:
“If you came to Boise and I said, ‘Let’s grab lunch sometime while you’re here,’ it wouldn’t happen.
But if I said, ‘I’ve arranged for us to have lunch at noon on Wednesday at Ruth’s Chris—here’s what I want to talk about’—now it’s real.
You can picture it. You can see the table. It’s already done.”Make It Real. Make It Arranged.
If you’re tired of “Send me the resume” or “Let me think about it,” try the I Have Arranged technique. Re-qualify your job orders. Set the stage. Then confidently state what’s already arranged.
You’ll go from tentative conversations to scheduled send-outs—and just like Robocruiter, you may start seeing your SO-to-Presentation ratio approach 100%.
About “The Simple Brilliance of…”
This article is part of The Simple Brilliance of series, spotlighting ideas and techniques from some of the brightest minds in recruitment—many of whom Bob Marshall has had the privilege of working with over the last 25+ years.