ABC's of Talent Prospecting
Insights for leaders from all walks of life from a legendary NBA scout...
Tl;dr: The battle for talent is an everlasting one and it has heated up even more during what many are calling the Great Resignation. Don’t wait until it’s too late. Follow the ABC’s of Talent Prospecting…Always Be Cultivating!
Tom Konchalski is a legendary NBA high school prospect scout. He was known as an “oracle-like predictor of player’s potential” and had a hand in discovering several legends including Michael Jordan and Kobe Bryant as well as New York-greats Bernard King and Chris Mullin.
Well-known coaches at the top basketball universities across the country relied on his assessments of players for over five decades. Coaches valued his encyclopedia knowledge of up-and-coming talent (breadth) and his incisive perspectives on the details, like how they interacted with teammates and whether they wanted the ball at the end of the game (depth).
In addition to having an eye for talent, Konchalski was known for his warmth and authentic sense of care for the players he scouted, their families and coaches: “He got to know players and their families and placed an emphasis on helping people make their lives better through the sport.”
This combination of rigorous assessment with a kind-hearted personal touch made Konchalski one of the best there has ever been in terms of scouting talent in basketball.
His disciplined approach was also one of the keys to his success. Every three weeks with religious consistency, he would create his report (on a typewriter no less) and send it out to hundreds of college basketball coaches.
Ok…but how is this relevant for me?
Two of the biggest mistakes leaders make in terms of sourcing talent are: 1) abdicating responsibility to HR or external recruiters and 2) waiting too long to start building their pipeline of talent. Instead of taking a “just-in-time” approach to filling key roles, try the “Konchalski method.” Build up your own “database” of high potential talent and systematically track your interactions and engagement with them.
A couple practical, bite-size tips to bring this to life (since most of us have many other priorities to tackle and entire organizations to attend to):
Carve out 1-2 hours per month for talent cultivation. Schedule 3-6 twenty minute 1-on-1s with high potential individuals who are recommended to you by your network. If you put this monthly practice into action for one year, you will have met 36-72 high potential leaders for your pipeline.
Aim for a 80/20 listen to speak ratio. These 1-on-1 conversations are an opportunity for you to learn about them (not to give advice or reminisce on all of your achievements). In the style of Konchalski, amp up the personal touch and show genuine curiosity about each individual you spend time with. Seek to learn about their background, their interests and their big wins (this is a good proxy for their strengths). Move beyond “warm fuzzies” and get to substance. Also, offer to stay in touch or provide them with some other low effort action to support their growth (e.g., another connection, an article or blog for them to read).
Be systematic about tracking your “talent pipeline.” Create a Google spreadsheet or use another technology tool to keep information about your talent pipeline. Include the basics (name, current role/organization, interests) and a pithy statement to remember them by (e.g. intense analytical powerhouse, digital ambassador or creative futurist). Konchalski was well-known for these one-liners (some examples include “Scores like we breathe,” “like a rabid dog on defense” and “Bodyguard with a surgeon’s touch”) and while you may not match his wit, the practice will help you to remember what stood out about the person’s capabilities. For the most notable ones, set a reminder to check back in with them in six months.
Remember, the battle for talent has intensified during the Great Resignation. Follow the ABC’s of Talent Prospecting aka the “Konchalski method”…Always Be Cultivating!
Links:
https://www.nytimes.com/2021/03/18/sports/ncaabasketball/basketball-tom-konchalski-ncaa.html