Recruiting quality employees who don’t need spoon-feeding and adult supervision to do your deep thinking for you is often a challenge. Becoming one of those employees can be a challenge too…the aptitude is more natural ability and gift than learned traits.
By far the most challenging position I have ever recruited for was a business analytics manager. The skill set is rather common but the aptitude is not. I believe that a business analytics position is not only one of the most difficult positions to fill, but it can be one of the most valuable positions in your organization. It was a new position in my organization that was intended to provide a focus to challenging business issues that required broad and deep analytic capability given a rapidly changing set of commercial and industry dynamics. Some of the essential core skills included finance, accounting, tax, legal, leadership, research, marketing and operations, or key elements thereof. So what is this mysterious aptitude and why is it so hard to find? I should note that this same aptitude is relevant to certain other (but not all) positions in many companies, both big and small.
I will tell you a little story to help illustrate. After a rather extensive internal and external search, I wasn't getting the pipeline of qualified candidates responding to the opportunity that I hoped for. As I was venting my frustrations to one of my managers, we shifted discussion topics to dogs. I recall him describing his springer spaniel to me. The dog apparently had endless energy and curiosity. Whenever my manager opened his back door, his springer spaniel would race out into the backyard in a mad tear. The dog was always searching for something, anything that moved. My manager described how it would push over the garbage bin in the backyard and once found a live rat underneath it. The dog joyfully brought the rat to the back door to show the family.
It was at that moment that it suddenly occurred to me what I was really seeking in a candidate. I needed a springer spaniel. I needed a rat chaser! I needed someone that would see and root out problems and issues that I had not even thought about and present them to me like that springer spaniel did. The dog not only found the problem on his own, but it engineered a solution, developed and implemented the plan (i.e. tipped over the garbage can) and brought the owner the dead rat. Problem solved!
The springer spaniel did not need its owner to take it on a leash through the backyard to point to wear potential rats might be. His dog did his own search, tipped over kid’s toys and bins, rooted under fences, whatever it took to find the problem.
I was heading up a new organization in a restructured entity and I didn't have time to spend leading my management team or analysts to every issue and challenge that might be buried or hidden in the backyard of my responsibilities. I needed managers who had the initiative, the aptitude, and the skills to root out issues on their own, evaluate and return to me with answers. I needed people to do my thinking for me. Most business owners and executive leaders need that too.
An analytic person generally has a certain process and way of thinking that is generally consistent with a problem solver. A common problem solving process consists of several key steps, none of which can be missed. The key steps consist of identifying the problem or opportunity, identifying alternatives or options to solve the problem or exploit the opportunity, evaluating the primary alternatives, stress testing the best alternatives in evaluating risk, and finally judgmentally determining or recommending the proposed solution. In my view, a good analytic and strategic thinker always focuses on alternatives and choices.
My list of attributes of a rat chaser includes:
Self-starter; needs little or no guidance or instructions
Self-learner; if they aren’t already very knowledgeable about the business or subject matter, they figure out a way to get it (without you having to babysit or spend significant time training)
Self-aware; don’t live in a bubble, very aware of others
Not an unsociable, shy, isolationist, hide-in-the-corner type person
Engaging but not threatening
Git ‘er done attitude
Problem solver
Dig deeper for answers
Naturally curious
Strong on research and acquiring information, using existing relationships, back channels, colleagues or friends, etc.
Likely tech-savvy with a keen eye on the future
Don’t agree with what you say because you are the boss
Search for truth in facts and data and connect that to logical and reasonable projections or predictions
Character, aptitude and softer attributes such as most of the above are difficult to evaluate in resumes and short interviews with potential candidates. More time and intricate examination is needed to assess a rat chaser candidate depending on the level you expect them to work at. There is sometimes a fine line between a rat chaser who digs under bins for the love of the job and loyalty to the company and ownership… and a rogue employee that seeks personal glory. Beware of imposters.
Ultimately I modified the job description in my search for a business analytics manager, but of more effect was change and clarity in the criteria used for assessing candidates and the interview rigour. It is easier to find something when you know what you are looking for.
My advice to others frustrated with searches for positions requiring such aptitude is don’t stop if your initial recruitment effort didn’t work. Keep your ears and eyes open for that aptitude, that special person that can fill the role. They may not be the type that approaches you. You might have to do a bit of “chasing the rat chaser” yourself.
There is beauty and elegance in marrying together your intimate knowledge and experience in running your business with a robust, chomping-at-the-bit springer spaniel ready to bust through the door to get to the back yard.
It's not what you don't know that kills you... It's what you know for sure that just ain't so. - Mark Twain
A feature article by Dwayne Coben of Coben Advisory Inc. (www.coben.ca). Coben Advisory is a specialized corporate & executive advisory firm that offers services to help our clients plan, improve, grow and/or exit their businesses.
