Getting to “YES” on Job Offers
It used to be that to get a top executive, you figured out what salary you wanted to pay, offered a bonus that might be discretionary, and extended the offer. The candidate might accept, decline, or counter, and the response was almost always based on the money issues. If you want to overcome the financial […]
A Bigger Piece of the Pie
Why should your competitor’s customers buy from you instead? If you can answer this question, you will be able to capture increases in market share – a bigger piece of the pie. And make no mistake, the pie isn’t getting any bigger. Economists predict a flat year, so if you want growth, it has to […]
The Truth on What Candidates Want to Know
When a hiring manager conducts an interview, he or she is usually most concerned about what to ask the candidate, and how to evaluate the candidate’s answers qualitatively. Most interviewers think about having the right questions, not the right answers. Recruited candidates (vs. job applicants), have higher expectations for information. The candidate who already has […]
Prevention and Repair
You discover a frayed wire on the thick electrical cord feeding your home air conditioning condensing unit – the big box outside (rodents love to chew on wires and insulation). But you don’t have an electrician you regularly use, and you are too busy to call around to find one, so you pull a MacGyver/MacGruber, […]
Leading and Following
Most of our readers are C-level or VP level leaders, and/or have a significant management role at their company. Even the C-level people have bosses. So even leaders have to follow. Sometimes, the higher you reach in management, the harder it gets to follow! What makes a great leader someone who can also follow? Here […]
Why Behavioral Based Interviews with Context Are Vital
More and more companies are moving to Competency Based (also called Behavior-Based) interviewing. We feel strongly that Performance-Based interviewing yields better hires, when compared to competency-based interviewing. We are advocates for doing the work during the interview to find the candidate’s precise skills in context (in directly comparable situations) that align with the SMART (specific, […]
Are You At Risk of the 18 Month Factor?
Many executives tolerate B and C performance from their key reports for far too long. Investor, serial entrepreneur, author, speaker, and consultant Dave Berkus coined the phrase “The 18-Month Factor” to describe how long it takes from the time you acknowledge having an underperforming manager to the time you have a fully effective person producing […]
Vital Job Hunting Tip #5: Explaining Job Changes
Many job seekers make the mistake of talking negatively about a previous employer, and it is very important to be positive on this topic. When we interview candidates, we ask them in several different ways to tell why they’d be interested in making a change: What is the ideal job for you? What’s missing at […]
Maintaining Radical Talent Management
There has been very little written on a topic we’d like to call Radical Talent Management. Hiring and talent management continue to evolve at a much slower pace than other technologies that are critical to business success. The word “radical” is derived from the Latin “radicalis” which means root, basis, or source. Most of us think of […]
