The Unprecedented Tell-All Guide Through the Intricacies of Executive Recruitment
The single greatest opportunity that an organization has to improve both performance and culture in one stroke lies in the hiring of a new executive the right executive. The fresh thinking of a skilled leader has the potential to unleash innovation, empower employees, and generate wealth for the company. Similarly, a bad hire may mortally wound the organization and cause ripple effects throughout the entire economy.
Hiring Greatness contains valuable insider strategies and tactics previously only known to a handful of America's wealthiest, elite head-hunters to attract, recruit, and retain star executives. Authors David E. Perry and Mark J. Haluska have completed more than 1800 search projects across five continents, maintaining a 99.97% success rate, and negotiating more than $380 million in salaries. Like magicians unveiling the hidden tricks of the trade,' Perry and Haluska reveal:
How to systematically secure and retain the perfect talent for your company
How to keep recruiters from poaching your star executives (a good hire is relatively meaningless if they leave the company)
Twenty-three questions you must ask a potential headhunter
The language that makes your company the most compelling, and how HR lingo can repel the best talent
Four critical turnoffs that drive great candidates away from top companies
One company created $3.8 million of market value each hour, for six months, simply by hiring the right leader. Hiring Greatness takes you behind the scenes of one of the world's most profitable and secretive industries, meticulously showing how any organization can make monumental hiring decisions that lead to massive success.
DAVID E. PERRY, nicknamed the 'Rogue Recruiter' by the Wall Street Journal, has three decades experience recruiting senior executives as Managing Partner of Perry-Martel International Inc. He has closed more than $300 million in deals on 5 continents with a 99.97% success rate. He pioneered the professional practices described in this book. MARK J. HALUSKA is an executive search professional who has drawn attention from many of North America's better-known boutique recruiting firms and choice corporate clients.
How to Maximize Your Use of this Book xvii Foreword xix Preface xxiii Chapter 1 Great Expectations: Defining Value 1 Why Hiring Greatness Matters 7 Height of Value: KnowingWhat s Important 10 Sight of Value: Finding What s Important 12 Flight of Value: Get What s Important 14 The Perfect Storm 19 Chapter 2 Architects of Success: Setting Up the Search Committee 29 How to Form a Functional Search Committee 31 How to Select a Search Committee Chairperson 32 Duties of the Search Committee Chairperson 34 Chapter 3 Preparation: RecruiterNomics 39 The Importance of Due Diligence 40 The Job Description Your Foundational Document 43 Creating the Position Profile 51 The Confidential Candidate Brief 57 Your Interview Guide 62 Chapter 4 Positioning the Opportunity: The Quick and the Dead 65 It s Go Time! 69 Search Research: The Black Box 70 Benchmarking 83 Attracting the A-Players 90CONTENTS Recruiting and Screening 91 Closing on the First Face-to-Face Interview 99 Tradecraft 99 Chapter 5 Finding the Right Fit: Lions Don t Need to Roar 101 The Importance of Planning 104 Interview Etiquette Putting Your Best Foot Forward 106 How to Shape a Robust Interview Process 108 The Quick and the Dead 112 The Five Pillars of Success 115 Four Common Failures to Avoid 121 A Progressive Two-Stage Interview Process 123 Face-to-Face Interview with Two Recruiters 129 The Search Chair Interview 134 The Ultimate Hiring Authority s Interview 139 The Search Committee Interview 143 The Candidate s Business Presentation 145 Chapter 6 Due Diligence: Don t Hire a Liar 149 Catch Me If You Can 154 Negligent Hiring 159 Profile of a Good Reference 161 The Main Event 168 Setting the Stage 168 Tactics to Enhance Your Reference Checking 172 How to Evaluate References Effectively 176 Chapter 7 Sealing the Deal: The Future Is in Your Hands 181 Five Rules to Developing aWinning Offer 183 Presenting the Offer 186 The Best Candidates Have the Shortest Shelf Lives 187 How to Extend the Honeymoon Period Indefinitely 189 Counteroffers 193 Conclusion 194 Epilogue: All In 197 Acknowledgments 201 About the Authors 203 Appendix A Position Profile 205 Executive Search Mandate 205 Appendix B Confidential Candidate Brief 211 Working with Perry-Martel International Inc. 211 Index 217