Since Marcy was still listening, I continued to talk about the specific things that need to be done to source more candidates in the recruiting effort. “You started by creating the Wanted Poster, like in the old West. Paint a picture of the person you want and get it on paper.

“This does two things for you. First, it creates a picture in your own mind. Many candidates may slip through your fingers because you don’t know who you are looking for. Did you ever decide to buy a car, a specific car, and once you knew what you wanted, you suddenly noticed how many other people were driving that car. You were able to distinguish this year’s model from last year’s model. And they were everywhere.

“Second, you now have something to talk to other people about. You can firmly place the image of this person in the minds of other people, business associates, friends and family. You need to get a posse together to go find these candidates.

“Marcy, you will never get what you want, you will only get what you focus on.” -TF