What is a Change Master?
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A Few Rules About A+ Players
Article Courtesy of Craig Picken
I was watching this stupid TV show called "Selling New York" on HGTV. It is a plotless program capturing realtor endeavors selling townhomes, condos, and co-ops in the Big Apple.
In this particular episode there was a guy who wanted the world. As a successful Wall Street type he could afford whatever he wanted, but he always wanted it on HIS terms and HIS price. Thinking he was so smart he would throw out ridiculously low offers, pontificate every minor detail and wait and watch until his wife's dream house was purchased - by someone else. After months of looking and pontificating he finds THE PERFECT Upper East Side townhouse, and they love it! So what does he do? He throws out a ridiculously low offer... gets outbid... and disappoints his wife yet one more time.
Time after time after time he found exactly what he was seeking, but because it wasn't on HIS terms, he couldn't pull the trigger.
I looked at my wife started laughing. When it comes to hiring, there are companies that do the same thing.
Don't get me wrong, hiring is more of an art than a science and a bad hire is always expensive. But, what happens when companies find the right person - The "A+ Player?" Once identified, the hiring process can make all of the difference. And time after time after time companies and hiring managers are losing out on some of the BEST talent because they simply do not know how to get it onboard. With that, some simple observations:
- The A+ player WILL negotiate for salary, and they are willing to walk away if they do not get what they want. It is a business transaction and if they negotiate well for themselves, they will negotiate well for their current/future company.
- Lowball offers are just plain stupid. The B or C executive may accept it, and hope for better (which never comes), the A+ player will rarely even respond. A+ Players know their value in the market.
- Time Kills Deals. A+ Players have options. Even in the worst economy in our lifetime I have been involved with multiple situations -five in the past 2 years - where executives had multiple / simultaneous offers from competing interests. If you think an executive is great, so does your competition. An overly lengthy hiring process makes companies look wishy washy and bureaucratic. Nobody wants to work for someone who can't make a decision and the person you loved in May will probably not be available in December.
- A+ Players will be analyzed by peers, and superiors. What this means is that they will talk to a peer group or a hiring manager during the interview process. Want the top salesman at your competition? Then the first step in the dialogue should be with the VP of Sales... not a phone screen with an HR Manager.
- The "Problem" is relevant. Your budget is NOT. A+ talent will fix the "Problem" - whatever that may be. Too many times a hiring manager will call me and say "we're struggling in X area and we need someone to fix it. But, we only want to pay $120K." In almost EVERY circumstance, they have the problem because they have a $120K executive managing it. The RIGHT hire is the guy or gal who can fix the problem. The WRONG hire is the "best person... in the budget."
- A+ Players are evaluating YOU in equal fashion to your evaluation of them. Is your hiring process attracting A+ talent, or turning it off?
Yes, the unemployment rate in the country is 9 percent. The unemployment rate for A+ talent - the ones companies want - is ZERO.
The war for the A+ Player is vicious. What are you doing to attract it?
About Craig Picken:
Craig is Managing Director of Northstar Group, a retained search firm specializing in the aviation and aerospace industries. With 20 years of executive level experience, he is recognized as an industry expert and leading recruiter. His 2010 billings placed him in the top 5% of all recruiters nationwide.
- Executive Recruiting for Health Information Management
- Health Information Systems Recruiting from Morisey Dart
- Executive Recruiter for Financial Services/Legal
- Document Solutions Recruiters
- Local Market - Southwest Florida Staffing
- Morisey Dart Contract Staffing
- Morisey Dart Construction
- Morisey Dart Medical Devices
