By Chris Hillman, Managing Director, SearchPath of Chicago, Inc.
Many employers feel that finding a candidate is all a great Executive Recruiter does. The reality is the 40% of our job is locating qualified talent but 60% is putting the deal together so it closes. Recruiters tend to know the secret “hot buttons’ that candidates do not disclose to employers see this.
A few items to consider as to what happens behind the scenes:
A recruiter knows the real compensation of the candidate and normally has a “pre-closed” number that they will accept. In addition, they are the glue or facilitator that holds the placement together between interviews.
Another concept to consider is the negotiation of the offer. Many Hiring Managers feel that they are the best person to do this when in reality; a great recruiter does this 50+ hours per week and has much better odds in closing the gap. Let’s face it; having a candidate and an employer negotiate a deal directly also leaves a poor taste in their mouths. It is what is remembered when the candidate starts work. Have a professional headhunter broker the deal – it’s their job and specialty.
As a skilled translator, a great Headhunter can read between the lines. They can translate bonus and commission structures easily, as well as benefits and perks. What a Hiring Manager hears and what a candidate really wants can be very different things.
As you go through the hiring process: let the Recruiter do what they are paid and trained to do. Let’s face it, you let your surgeon do his job, your Accountant do his, your Attorney do his and your Real Estate do theirs.
For a free evaluation of your hiring process, please contact
Chris Hillman, Recruiting Expert
Chillman@searchpath.com
(815) 261-4403 x 100
