Hiring is one of the biggest responsibilities founders face in the early stages, and closing the right candidates can make or break your company’s trajectory.

Harriet Walker, Head of Talent at SuperSeed VC, joins Shannon to share her Five Cs of Closing framework: Clarity, Credibility, Connection, Continuity, and Commitment. She highlights why closing is a discipline that begins from the first candidate interaction, offering tips on setting expectations, building trust, and making offers an easy “yes.” Harriet also covers the importance of reference calls, compensation check-ins, and how AI amplifies, rather than replaces, recruiters.

Key takeaways:

1. Closing starts early: The best hiring outcomes come from embedding candidate closing strategies throughout the entire process, not just at the offer stage.
2. Five Cs of Closing: Clearly defining the role, showing authentic connection and consistency sets the foundation for attracting the right candidates.
3. Partnership approach: Treating hiring as a collaborative effort between candidate and company creates buy-in and smoother offer acceptances.

Timestamps: 

(00:00) Introduction

(00:47) Meet Harriet Walker

(02:10) Why early-stage founders must learn to close candidates

(04:45) The Five Cs of Closing framework

(05:16) #1 Clarity: Defining the role and setting expectations

(08:26) #2 Credibility: Building a compelling and honest pitch

(10:55) #3 Connection: Creating rapport and mission alignment

(14:37) #4 Continuity: Delivering a consistent candidate experience

(21:17) #5 Commitment: Partnering with candidates on the process

(25:52) The importance of reference calls to close candidates

(30:20) Why speed and conviction close top candidates