| In today's connected world, it makes sense to try | | | | paid to sort through and select people – that's why |
| before you buy – even in sales staffing & | | | | we exist. But for most search firms (not mine), the end |
| executive search and placement. | | | | result is still skewed because so many people are "out |
| To be honest, technology has both been a blessing | | | | there" looking for that great job. |
| and a bane in the world of executive search and | | | | So again, what to do? Well, I've found what I think is a |
| professional sales placement. It's been a blessing | | | | novel solution, and I encourage more companies to |
| because never before has it been so easy to reach | | | | insist on this: a performance-based fee structure. In |
| so many. Really, even this article will be read by a far | | | | essence, try before you buy. |
| wider audience than I ever could have hoped for | | | | Try before you buy – what a novel concept… |
| fifteen years ago. In all likelihood, it will appear in every | | | | A performance-based fee structure is very simple: |
| state, and even in every country on earth. | | | | you hire an executive search firm (like mine or one of |
| Furthermore, the internet allows for some serious | | | | my competitors) to fill an executive or a sales position. |
| laser-like targeting. To go back to this article, it will likely | | | | The executive search firm works closely with you to |
| be read by those with at least a passing interest in | | | | determine just what type of person will work best. |
| executive search and sales employee placement. It | | | | Then, they navigate the incredible expanse of the |
| won't likely be read by those searching for steak | | | | candidate pool. The better firms have access to better |
| knives (at least not this far into it, anyway. That first | | | | places (and better people) but in the end, that's |
| sentence should send cutlery lovers scattering.) | | | | somewhat transparent to you – you just want a |
| So yes, the internet is a HUGE blessing. People all over | | | | great fit. |
| are connected, and can search for / find interested | | | | Then you get the call you've been waiting for – the |
| parties for their services. Nice. And to be honest, it's | | | | executive search firm has found (and screened) |
| made our job as executive search professionals much | | | | several people. Now you interview them, and make a |
| easier in a sense. | | | | selection. Your new hire starts to work for you. |
| However, the internet is a bane as well. And here's | | | | I want you to notice something… nowhere in the |
| why: Everyone – and I mean everyone – is on | | | | process have I mentioned any fee yet. And that's the |
| the internet. | | | | way it should be – no fee until the new hire works |
| Now, a bit earlier I said that the wide breadth of the | | | | for you for a predetermined amount of time. Not one |
| internet is good. And it is. But it's also a problem. Want | | | | day, not one week, but enough time so you can be |
| to see how much of a problem it is? Go put up a plum | | | | certain that things will work out well. |
| job on some major job board. First of all, it'll cost you | | | | THAT'S putting your money where your mouth is, and |
| up front, sometimes hundreds (or even thousands) of | | | | that's exactly how an executive search firm should |
| dollars. Second of all, I hope you have a HUGE inbox. | | | | work. Because if they can't operate under these rules, |
| Because everyone – even people with nowhere | | | | they must think there will be a problem with the people |
| near the qualifications you require – will apply. You | | | | they send. A good executive search firm should be |
| put up a position for an executive VP, and some | | | | 100% confident in 100% of the candidates they |
| supermarket bagger will send you a note just asking | | | | recommend. A performance-based fee structure |
| for a chance… | | | | ensures that is exactly the case. |
| What's the alternative? How about an employment | | | | Companies today do not have the time, nor the |
| agency and/or executive search (headhunting) firm? | | | | money, to waste on interviewing substandard |
| Now we're getting somewhere. But here's the rub – | | | | candidates. A solid executive search firm – one |
| these firms have the exact same problem (I know | | | | who offers a performance-based fee structure – |
| – I own one). They have to sort through a TON of | | | | makes sure that doesn't happen. |
| people to get your position filled. Now, they (we) are | | | | |