Many job candidates get nervous when it's time to do references. That's understandable — references usually come at the end of the hiring process, and there's a fear something will go wrong, sending a promising job opportunity will go down in flames. The root of this anxiety is a misperception of what references are all about. Most people think of references as a search for reasons not to hire someone. It's true…
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Negotiating a job offer is delicate business that can test emotions and professionalism on both sides of the table. Staying cool isn't always easy. Emotions can run high. But it's of paramount importance for both parties to keep the tone of discussions pleasant and professional. When everyone is on their best behavior, negotiations set the stage for a positive long-term relationship. And when talks get testy, things…
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Most executive level jobs are filled through personal connections. They are never advertised and don't go to executive search. The reasons are understandable. Recruiting through a CEO’s personal connections can be faster and less expensive, and results in hiring someone who comes with a strong referral from a trusted colleague. Given this reality, it's logical that executives would invest time in maintaining the relationships…
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I talked the other day with a client to get his feedback on a candidate he had recently interviewed. “He's an outstanding listener," he told me. "Several times he circled back to an earlier topic to make sure he had answered questions completely. Other interviewers commented on this, too. It really stood out.“ It's remarkable that the simple act of carefully listening to questions and then answering them…
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I met a friend last week to trade notes on business. He's a very successful solo consultant in another field. In the course of our discussion, I explained how critically important references are to the recruiting process, and how labor-intensive it is to do them well. “Why don't you just outsource that stuff?" he asked. “Anyone could do them with proper instruction. You don't need to be involved. After…
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Running a company is difficult. Running one with a dysfunctional board of directors is impossible. Consider these examples, all of which I heard about firsthand in meetings with CEOs: A company where directors throw things at one another during board meetings. Another where directors rejected the CEO's plan to run a disciplined business, saying to him, "Why choose between options when we could do all of them?…
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An executive search resembles a classic sales funnel. A large number of potential candidates enter the top, but only a select few make it through to become finalists. Some parts of the process are more interesting than others. Most recruiters enjoy working the narrow tip of the funnel, the part where they are consulting with clients and assessing candidates. Filling the top of funnel is equally important, but it's incredibly…
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OK, the title is a bit of an overstatement, but not by much. Brains, work ethic, and education are important, but they are never enough. People skills are the grease that enables talents to be productively employed. Leading, managing, and being a good team member all depend on people skills. In fact, after meeting thousands of executives I’m convinced great people skills are the most important factor in career advancement. Executives…
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When people talk about building equity they are usually talking about stock. Who hasn't dreamed of earning a windfall through stock options or founders’ stock? That’s great, but I’d argue there's another kind of equity that is more important for long-term career success. That’s relationship equity. I was reminded of the importance of relationship equity a few weeks ago when I joined three former colleagues…
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A few weeks ago, I experienced one of the worst phone interviews I've ever conducted. No sooner had we exchanged pleasantries than the candidate launched into a hard sell. It was an awkward and stilted recitation of the reasons he was the perfect man for the job. It felt like getting pitched by a used car dealer. The hard sell had the opposite of its intended effect, because it immediately scuttled his candidacy. Why? Consider these…
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