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Recruitment is the lifeblood of any organization. Finding and hiring the right talent is crucial for achieving strategic goals, fostering innovation and driving productivity. Yet, in today’s hyper-competitive talent market, finding and securing top performers feels like more of a struggle. The competition for top talent is fierce and traditional recruitment tactics are losing their luster. Even the most enticing job postings and creative employer benefits often fail to ignite the imaginations of qualified candidates.

So, where does the key to unlocking sustainable recruitment growth lie? The answer may surprise you: your middle management team.

While senior leadership sets the overall vision and HR provides strategic guidance, it’s middle managers who are on the front lines of talent acquisition and retention. They are the ones building relationships with potential candidates, understanding team needs and communicating your company’s most innovative product advancements. Neglecting your middle managers in talent acquisition will directly lead to missed opportunities, slower progress and ultimately higher costs.

Investing in your middle managers’ recruitment capabilities is a strategic decision that pays off in a more engaged workforce, reduced turnover, and increased productivity.

Why Empowering Middle Managers Matters

McKinsey & Company research highlights the critical role of middle managers in employee engagement and performance. Their study found that engaged middle managers drive a 20% increase in employee engagement and a 14% boost in productivity. 

If you are a recruitment leader, you may want to consider seeking out individuals who possess these key qualities for high-performing middle managers. You may also want to reward their performance not just monetarily, but by increasing their decision-making authority and sharing more of the responsibility. 

Engaged managers translate to better recruitment outcomes. A Gallup study reveals that engaged employees are twice as likely to stay with their current employer—significantly reducing recruitment costs and churn—and increasing retention rates. Given that the average employee turnover rate for U.S. jobs is slightly under 50% of a company’s workforce, recruitment and churn costs can create a significant financial burden. 

With that information, if applied to the recruitment teams that are pitching talent to come to work at your organization, every TA leader should be thinking about this as it relates to their own department’s employee satisfaction—in addition to setting the entire organization’s culture. This is an opportunity for talent leaders to lead by example and set the tone for the rest of the organization. 

Middle Managers (generally) can also impact succession planning by identifying and developing the talent who they have the opportunity to work with on a day-to-day basis. They have a deep understanding of the company’s culture, values and operating procedures, which can provide valuable insights to senior leaders. And because many are often responsible for conducting performance evaluations for their team members, they can play a crucial role in mentoring and coaching to help their colleagues succeed and inform future succession planning decisions.  

 The ripple effect of effective middle management in talent acquisition is undeniable. It directly leads to better hires, a more invested workforce, and ultimately, a more successful organization.

The Fuel for Your Recruitment Engine:

Investing in your middle management team’s talent acquisition and recruitment capabilities equips them with the right tools and skills to become champions. Here are some key areas to focus on:

1. Developing Recruitment Acumen:

• Training on effective talent sourcing techniques: This includes utilizing diverse channels like social media, professional networks, and employee referrals to reach a wider pool of qualified candidates. (And of course, signing up for the RecruitmentMarketing.com newsletter about the latest news and trends.) 
• Developing strong interviewing skills: Many times hiring managers hire people based on the expectation that they know how to do their job already, and “hit the ground running”. Even with seasoned professionals, there is always something to learn or try differently. Help level up your managers with the skills to conduct insightful interviews that assess cultural fit, skills, and potential. You may also invest in new tools and technology, such as video interviewing software, or AI-powered interview assistants. And you might want to tie it to your organizational values to help differentiate and be true to your company’s culture. 
• Negotiation and offer presentation training: Empower managers to confidently represent your company and attract top talent with competitive compensation and benefits packages.

2. Creating a Compelling Employer Brand

• Engage middle managers in shaping your employer brand: Their firsthand experience with your company culture and values is invaluable in crafting an authentic and attractive message for potential candidates. Frequent feedback, and ask for their opinion on the organization’s culture, and listen. 
• Empower them to be brand ambassadors: Train them to effectively communicate your company story, highlighting its unique benefits and career development opportunities. Bonus points if they can share testimonials of their own transformations. These genuine accounts will resonate deeply with potential candidates, mirroring their own aspirations.
• Leverage their networks for referrals: Encourage managers to tap into their professional networks to identify and attract high-caliber candidates. An employee referral program or incentive could help with motivation. 

3. Fostering a Talent-Centric Culture

• Create a collaborative recruitment process: Include middle managers in the entire recruitment process, from initial screening to onboarding, to ensure a seamless and positive candidate experience.
• Provide managers with the tools and resources to effectively onboard new hires: This includes setting expectations, defining a high standard of communication, and facilitating integration into the team. You may also consider the latest in technology to automate mundane or routine tasks to allow more time for creativity and strategic thinking.
• Invest in ongoing performance management and development: Equip managers with the skills to coach and mentor their teams, fostering a culture of continuous learning and growth. For a low-cost solution, you may establish a shadow mentor program where middle managers have the opportunity to partner with executive leaders to accelerate their career development. 

Maximize Your ROI

The return on investment for empowering your middle management team in talent acquisition could be substantial. Consider these potential benefits:

• Reduced recruitment costs: Improved sourcing techniques and effective negotiation skills can lead to lower costs per hire.
• Increased retention: Engaged managers create a positive work environment, leading to higher employee satisfaction and reduced turnover.
• Improved hiring quality: Strong interviewing skills and a compelling employer brand attract top talent, boosting overall performance and productivity.
• Enhanced employer brand reputation: Your middle managers become active advocates for your company, attracting even more qualified candidates.

Case in point: Jâlie Cohen, Head of Global Talent and HR at Adecco, recently shared with Fast Company:

The notion of a set career path is as outdated as the rotary phone. To pivot and think of what is in it for the employee and how we can support this new way of leading and managing from both the organization’s and manager’s point of view is key. Organizations that invest in engaging and retaining their middle management will have a competitive advantage in the workplaces of the future and better position themselves for financial success.

Investing in your middle management team is not just about talent acquisition; it’s about building a sustainable advantage in today’s talent market. By equipping them with the right skills and resources, you empower them to become talent magnets, driving recruitment growth and maximizing your return on investment at a high velocity. Remember, your middle managers are the unsung heroes of your workforce.  

For more ideas, embrace your key leadership role and imagine yourself (back) in their shoes – what kind of support would you have benefitted from your executive leadership? 

Tell us, what strategies have you implemented to help your middle managers thrive?

For a comprehensive list of the top companies in talent acquisition and many other tools to help your recruitment efforts, visit our marketplace now. Happy hiring!

Katie Fortunato

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President, Talivity Katie Fortunato is a passionate, purpose driven entrepreneur and executive. She is the President and co-founding employee of Talivity (formerly RecruitmentMarketing.com), a leading B2B marketplace for talent acquisition professionals. She oversees the company's growth efforts, strategic direction, content production and operations, and is dedicated to building a world class community to help navigate and improve the ever-evolving recruitment marketing landscape. She has held various roles across talent acquisition, media and entertainment. Her career began in recruiting where she was a hiring manager for a national workforce solutions provider, then worked at AOL and later as the Director of Partnerships at Dow Jones & Co, specifically for The Wall Street Journal, where she launched new lines of business. Katie also moonlights producing new works by emerging theater artists. She supports initiatives helping people move their lives “onward and upward” as the President of the Onward & Upward Foundation.