We got into what those early years taught her about leadership, why she turned the management pyramid upside down, and the one KPI she still tracks above everything else: candidates in the interview process. We also covered what happens when you build a company around taking care of employees first, how to handle resumes with too many job changes or not enough, and why she thinks most people waste time on applications when they should be working their network.

Tiffany walks through her actual cold call script, the hack she uses to get people on the phone, and why she tells her recruiters they need to talk to four new people every day, minimum. We also talked about fractional work, how to sell a role when the salary is below market, and what candidates miss when they only focus on base pay instead of the full compensation picture.

Then she answers the question every guest gets: name one thing your whole industry does that's flat wrong.

Her answer? Contingency work. And she explains why it's bad for clients, bad for firms, and probably not going anywhere.

If you're hiring, recruiting, or trying to land your next role, this one's worth your time.

Want to be a guest? jvasquez@vasquezconsultants.com

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We talked about what actually works in cold outreach, why she thinks most people chase volume when they should be chasing fewer, better relationships, and her rule of making one new friend a day. We got into agencies and VMSs, how she keeps a pipeline organized, and what AI has done to outreach emails — not much good, in her view.

Her advice on surviving the down years is simple enough that it's easy to dismiss: everything is cyclical, so keep pressing forward.

Then she answered the question every guest on this show gets: name one thing your whole industry does that's flat wrong.

This is episode two of Common Practice — conversations with people who actually run things, about hiring, sales, and the habits entire industries never question.

Want to be a guest? jvasquez@vasquezconsultants.com

Jana Vanaman spent about a decade at Gartner and ended up running global recruiting there, a team hiring hundreds of people a year across every function and region. Then she left to start her own firm. Then she went back in-house. She has strong opinions about all three.

We get into what was actually broken in the hiring process before she fixed it, what happened when she pulled hiring managers out of first-round interviews, and what she'd tell an owner with thirty employees who can't figure out why their hiring keeps missing.

Then she answers the question every guest on this show gets: name one thing your whole industry does that's flat wrong.

This is the first episode of Common Practice — conversations with people who actually run things, about hiring, sales, and the habits entire industries never question.

Want to be a guest? jvasquez@vasquezconsultants.com

Now ask who built it. Not what it does. Who decided it should work that way, and when.

Most people can't answer that. It was somebody who left in 2019. It made sense at the time for reasons nobody wrote down. And it's still running, still filtering people out, still costing you weeks on every hire, because changing it was never anybody's job.

Your sales process has the same problem. So does your onboarding. So does the way you run your pipeline reviews.

That's what this show is about.

I'm Justin Vasquez, and Common Practice is a long conversation with people who actually run things. Recruiters, sales leaders, founders, operators. The ones who own a number and have to hit it with whatever they've been handed. We get into what they built, what broke, and what they're still trying to sort out.

No talking points. No conference answers. If we disagree, we do it on the record.

And every guest gets the same question before we're done: name one thing your whole industry does that's flat wrong.

Some of them sit with that one for a while. Those answers are usually worth the whole episode.

First one's coming soon.

Follow the show so you don't miss it. If there's somebody I should be talking to, tell me: jvasquez@vasquezconsultants.com