LESSON 2 OF 6 · ADVANCED
Calculate conversion transparently
Divide downstream outcomes by the corresponding upstream population. Show both the rate and the underlying counts. When the denominator is zero, report not available rather than zero success. Different cohorts and incomplete time windows can make apparently comparable rates misleading. Small samples deserve particular caution.
Calculate rates for 200 contacts, 40 conversations, 10 interviews, 4 offers and 2 starts.
About 2 minutes reading + 12 minutes practice. Take longer when needed.
Apply the method
For each stage rate, identify the downstream count and the corresponding upstream count. Show both counts alongside the percentage. Confirm that downstream people belong to the upstream population and that the observation window is appropriate. A zero denominator should produce not available rather than a fabricated zero success rate. Review small samples cautiously. If candidates can skip stages or re-enter, define how the metric treats those paths before calculating; a simple sequential calculator is not a model of every recruiting process.
A worked application
Fictional example: A completed sequential cohort has 200 contacts, 40 conversations, 10 interviews, four offers and two starts. Adjacent rates are 20%, 25%, 40% and 50%. These numbers do not say that half of all contacted people start, nor do they establish a benchmark. If interviews include people from an older cohort, the simple calculation is not a valid cohort conversion report.
Common mistake to avoid
An ordering check can detect impossible simple sequences, but it cannot verify that all counts describe the same people.
Work through the case
FICTIONAL SCENARIO
Twenty conversations from 100 unique contacted people is 20%. Five offers from 20 completed interviews is 25%; it is not a measure of offer acceptance.
Make it practical
Calculate rates for 200 contacts, 40 conversations, 10 interviews, 4 offers and 2 starts.
Compare your reasoning with a worked response
Adjacent rates are 20%, 25%, 40% and 50%, assuming the counts describe one completed sequential cohort. Explain that condition.
Takeaway
Use the method to explain your decision, identify what you still need to verify and choose an accountable next step.
Treat the response as a model for reasoning, not the only possible wording. Adapt it to the role, evidence and appropriate organizational guidance.