Charlie Songhurst

He's one of the greatest experts of his age.

Let me see this actually happen.

Whereas if you're hiring that person in Kiev and their other option is working in outsourced IT for Deutsche Bank, it's a much, much easier win.

So in some ways, what you want to find is where are the incredibly qualified people in weakly competitive labor markets?

And that is a much easier filter than actually being good at the coding and a much more powerful one.

You're much better being a heavyweight boxer who's not very good fighting lightweight boxers than you are getting good as a heavyweight boxer.

And it's the same.

You're better going and competing in a market where the other recruiters are lightweight because they're boring industrial firms with tenure-based promotions.

So that's one.

And then two, look, it's some combination of sort of painting a vision that people want to be part of.

understanding what they themselves are motivated.

So it goes back to those sort of early questions.

Are they motivated by working with great people?

Are they motivated by utilitarian impact?

Are they motivated by things like money and power?

It goes back to just getting the impression that they want to spend time with you.

Do they

actually want to spend every day with you as a founder because these companies are small.

It's not like you're recruited by a big company and the hiring VP you may be going to spend an hour a month with.

You're going to spend a lot of time with this founder.