Not every interview ends in a hire—but the best companies know how to manage the moments that matter most.
At the point of offer, every hiring scenario falls into one of four buckets:
- ✅ Candidate Interested / Company Interested (CaI/CoI) – This is your dream case. A hire is likely and logical.
- ❌ Candidate Unsure / Company Unsure (CaU/CoU) – This should wrap without an offer. Neither side sees the fit.
But the real difference between good and great hiring organizations? It’s in how they handle the two challenging ones:
Candidate Interested / Company Unsure (CaI/CoU)
Don’t miss a good hire because of uncertainty. If a candidate is engaged and wants the role, articulate your concerns and give them the space to address them. Stay involved until you know what you need to know.
Candidate Unsure / Company Interested (CaU/CoI)
This is the most common and costly miss. Companies often reach clarity before candidates do. If you make an offer too early—before a candidate fully sees the opportunity—you risk a turn-down that didn’t have to happen. Your interview process must sell as much as it screens.
Here’s the bottom line:
Hiring is easy when both parties are excited. It’s managing uncertainty with purpose that separates elite teams. If you’re getting turned down by people who should say yes, it’s time to tighten the process.
Let us know if you’d like to workshop your close-stage strategies—we’re happy to help.
