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When recruiting top people, don't make the common
mistake of assuming you can clinch the deal by adding a few thousand dollars to your offer. Money doesn't talk nearly as loudly as it used to, notes
Peter K. Lemke, president of EFL Associates, an executive-search firm in Overland Park, Kans. More important may be factors such as club memberships,
or help in relocation. The trick is to figure out what the candidate really wants -- the "dealmaker."
Lemke advise that you approach the candidate as you could an important new customer, taking care to
"read the buying signals." That means finding out everything you can about a candidate -- from the ages of his kids to the work status of his
spouse. Then be prepared to respond. "You can't afford to be rigid, not when you're trying to hire talented people," he says," If you can't put the
horse in the barn, someone else will." |
