SlideShare ist ein Scribd-Unternehmen logo
1 von 32
Downloaden Sie, um offline zu lesen
Blueprint for
Executive Hiring
Jeff Markowitz
Plan Well Working with
Candidates
Referencing
Process
Compensation Offer
1. 2. 3. 4. 5.
The Five Stages of
Executive Hiring
Planning
 
-  Think about the key hires
you may need.
-  Develop a prioritized list.
-  Plan for surprises.
Create a 12-18 month
Roadmap
 
	
  
-  Meet with people at top companies in the role
you are trying to fill – learn what great is.
-  Prepare to speak with candidates before you are
ready to hire.
Start Early
*Ask yourself: “Why are you looking to fill this role?“
	
  
Candidate
Process
First
Meeting
Offer
Timeline
First
Meeting
Offer
Ball Control
Timeline
 
-  Take control of the candidate process early on
and maintain control throughout.
-  Maintain a balance between buying vs. selling
candidates.
-  Stay organized. Always have next steps for the
candidate.
Ball Control
First
Meeting
Offer
Ball Control
Is candidate closeable?
- Pushes & Pulls
Timeline
Aspects of current job that
candidate is dissatisfied with.
Ex: Hit a ceiling for career growth, bad culture fit,
change in management, lack of confidence in
direction of company
Identify Pushes & Pulls
Pushes
Pulls What is driving them toward your
company?
Ex: Desire for intellectual stimulation, opportunity
for growth, enthusiasm for company mission
Listen Intently
	
  
-  Candidates may not talk openly about pushes, but
listening carefully may give you a good sense of
what they are.
-  Uncover all questions and concerns about joining
your company well before the offer is made.
*Ask yourself: “Is this candidate closeable?“
	
  
First
Meeting
Offer
Ball Control
Is candidate closeable?
- Pushes & Pulls
Reading the candidate
(Point A to Point B)
Timeline
 
-  Ask candidate to create a list of all the
reasons why he/she would or would not move
forward.
-  Allow time for your candidate to visit and
resolve each of their concerns.
-  Know what they are thinking at each step of
the process.
Reading the Candidate
First
Meeting
Offer
Ball Control
Is candidate closeable?
- Pushes & Pulls
Reading the candidate
(Point A to Point B)
Mini Board
Meeting
Timeline
 
	
  A Mini Board Meeting is a chance
for your prospective executive to
present a strategy plan to your
leadership team or board,
ensuring both parties are aligned.
 
-  Ask the candidate to prepare a plan that outlines
how he/she will approach the new role.
-  Do this before making the final offer.
-  This works for any executive position; not just a
CEO reporting to a board. A VP candidate should
do this with the CEO.
Mini Board Meeting
Work to disagreement.
The goal is to make sure you and the candidate
understand how to work through situations
where you disagree, prior to formally working
together.
Referencing
Referencing is the best
predictor of a successful hire.
Even more than interviewing.
 
-  Look for patterns. Find developmental areas.
-  Dig deep into candidate’s past experience.
-  Don’t be afraid to ask:
“What?”, “How?”, and “Tell me more..”
A 360 Degree Process
*Ask yourself: “Do I want to manage this person?“
The goal is to eliminate surprises
after the hire.
Compensation
 
-  Learn the candidate’s expectations early on. Ask
about compensation in his/her last few roles.
-  If you are worried about your ability to close the
candidate at this point, start to work on their
expectations and see if you can get them more
aligned with where you believe your offer will
land.
The Compensation Trap
 
-  Continue to develop a clear understanding of the
candidate’s situation.
-  At the end of the process, once all other issues
have been resolved, give the candidate a sense
of what the compensation package will look like.
-  This should be the last thing you discuss before
the final offer.
The Last Thing
Offer
Image: www.flazingo.com
 
-  By the time you are ready to make your offer, the
candidate should be able to look you in the eye
and say “I want the job.” If the person can’t do
that, you have more work to do.
-  If you sense hesitation, figure out the source of
reluctance and manage it.
Reading the Candidate
 
-  Once you’re confident all concerns are addressed,
you are ready to make the offer.
-  At this point, you should have confidence that
when you make the offer it will be accepted.
-  You should be able to sense a high level of
enthusiasm and commitment from the candidate.
The Final Step
*Note: Always make the offer in person.
Don’t ask:
“Are you ready for an offer?”
Do ask:
“Are you ready to
join the company?”
Thank you.
Blueprint for Executive Hiring

Weitere ähnliche Inhalte

Was ist angesagt?

Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
 
28 Pitching Essentials
28 Pitching Essentials28 Pitching Essentials
28 Pitching EssentialsMichael Parker
 
Design for Startups - Build Better Products, Not More Features
Design for Startups - Build Better Products, Not More FeaturesDesign for Startups - Build Better Products, Not More Features
Design for Startups - Build Better Products, Not More FeaturesVitaly Golomb
 
11 Stats You Didn’t Know About Employee Recognition
11 Stats You Didn’t Know About Employee Recognition11 Stats You Didn’t Know About Employee Recognition
11 Stats You Didn’t Know About Employee RecognitionOfficevibe
 
Discover The Top 10 Types Of Colleagues Around You
Discover The Top 10 Types Of Colleagues Around YouDiscover The Top 10 Types Of Colleagues Around You
Discover The Top 10 Types Of Colleagues Around YouAnkur Tandon
 
10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer Experience10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
 
DocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360M
DocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360MDocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360M
DocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360MDocSend
 
Five Killer Ways to Design The Same Slide
Five Killer Ways to Design The Same SlideFive Killer Ways to Design The Same Slide
Five Killer Ways to Design The Same SlideCrispy Presentations
 
100 growth hacks 100 days | 1 to 10
100 growth hacks 100 days | 1 to 10100 growth hacks 100 days | 1 to 10
100 growth hacks 100 days | 1 to 10Robin Yjord
 
7 Ways Soft-Skills Power Organizational Performance
7 Ways Soft-Skills Power Organizational Performance7 Ways Soft-Skills Power Organizational Performance
7 Ways Soft-Skills Power Organizational PerformanceBambooHR
 
The Best Pitch Deck Format To Attract Investors
The Best Pitch Deck Format To Attract InvestorsThe Best Pitch Deck Format To Attract Investors
The Best Pitch Deck Format To Attract InvestorsBryce North
 
SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011Rand Fishkin
 
Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...
Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...
Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...Board of Innovation
 
11 big strategy ideas
11 big strategy ideas11 big strategy ideas
11 big strategy ideasCPA Australia
 
WTF - Why the Future Is Up to Us - pptx version
WTF - Why the Future Is Up to Us - pptx versionWTF - Why the Future Is Up to Us - pptx version
WTF - Why the Future Is Up to Us - pptx versionTim O'Reilly
 
31+ Startup Tools, Both Online & Offline
31+ Startup Tools, Both Online & Offline31+ Startup Tools, Both Online & Offline
31+ Startup Tools, Both Online & OfflinePixc
 
Foursquare's 1st Pitch Deck
Foursquare's 1st Pitch DeckFoursquare's 1st Pitch Deck
Foursquare's 1st Pitch DeckRami Al-Karmi
 
Practical Product Management for new Product Managers
Practical Product Management for new Product ManagersPractical Product Management for new Product Managers
Practical Product Management for new Product ManagersAmarpreet Kalkat
 

Was ist angesagt? (20)

Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
 
28 Pitching Essentials
28 Pitching Essentials28 Pitching Essentials
28 Pitching Essentials
 
Design for Startups - Build Better Products, Not More Features
Design for Startups - Build Better Products, Not More FeaturesDesign for Startups - Build Better Products, Not More Features
Design for Startups - Build Better Products, Not More Features
 
11 Stats You Didn’t Know About Employee Recognition
11 Stats You Didn’t Know About Employee Recognition11 Stats You Didn’t Know About Employee Recognition
11 Stats You Didn’t Know About Employee Recognition
 
Discover The Top 10 Types Of Colleagues Around You
Discover The Top 10 Types Of Colleagues Around YouDiscover The Top 10 Types Of Colleagues Around You
Discover The Top 10 Types Of Colleagues Around You
 
10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer Experience10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer Experience
 
DocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360M
DocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360MDocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360M
DocSend Fundraising Research: What we Learned from 200 Startups Who Raised $360M
 
Five Killer Ways to Design The Same Slide
Five Killer Ways to Design The Same SlideFive Killer Ways to Design The Same Slide
Five Killer Ways to Design The Same Slide
 
100 growth hacks 100 days | 1 to 10
100 growth hacks 100 days | 1 to 10100 growth hacks 100 days | 1 to 10
100 growth hacks 100 days | 1 to 10
 
7 Ways Soft-Skills Power Organizational Performance
7 Ways Soft-Skills Power Organizational Performance7 Ways Soft-Skills Power Organizational Performance
7 Ways Soft-Skills Power Organizational Performance
 
The Best Pitch Deck Format To Attract Investors
The Best Pitch Deck Format To Attract InvestorsThe Best Pitch Deck Format To Attract Investors
The Best Pitch Deck Format To Attract Investors
 
SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011
 
20 Questions for Business Leaders
20 Questions for Business Leaders20 Questions for Business Leaders
20 Questions for Business Leaders
 
Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...
Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...
Full Program & Tools to Accelerate an Internal Innovation Project - by Board ...
 
11 big strategy ideas
11 big strategy ideas11 big strategy ideas
11 big strategy ideas
 
WTF - Why the Future Is Up to Us - pptx version
WTF - Why the Future Is Up to Us - pptx versionWTF - Why the Future Is Up to Us - pptx version
WTF - Why the Future Is Up to Us - pptx version
 
The Hierarchy of Engagement
The Hierarchy of EngagementThe Hierarchy of Engagement
The Hierarchy of Engagement
 
31+ Startup Tools, Both Online & Offline
31+ Startup Tools, Both Online & Offline31+ Startup Tools, Both Online & Offline
31+ Startup Tools, Both Online & Offline
 
Foursquare's 1st Pitch Deck
Foursquare's 1st Pitch DeckFoursquare's 1st Pitch Deck
Foursquare's 1st Pitch Deck
 
Practical Product Management for new Product Managers
Practical Product Management for new Product ManagersPractical Product Management for new Product Managers
Practical Product Management for new Product Managers
 

Andere mochten auch

Solve for X with AI: a VC view of the Machine Learning & AI landscape
Solve for X with AI: a VC view of the Machine Learning & AI landscapeSolve for X with AI: a VC view of the Machine Learning & AI landscape
Solve for X with AI: a VC view of the Machine Learning & AI landscapeEd Fernandez
 
The Startup Sales Cycle
The Startup Sales CycleThe Startup Sales Cycle
The Startup Sales CycleSales Tie
 
Startup Sales - How to Acquire Your First Customers
Startup Sales - How to Acquire Your First Customers Startup Sales - How to Acquire Your First Customers
Startup Sales - How to Acquire Your First Customers Garrett Smith
 
Startup sales success
Startup sales successStartup sales success
Startup sales successSteli Efti
 
B2B Sales Presentation
B2B Sales PresentationB2B Sales Presentation
B2B Sales Presentationnvenkataraman1
 
Blitzscaling Session 1: Household Stage
Blitzscaling Session 1: Household StageBlitzscaling Session 1: Household Stage
Blitzscaling Session 1: Household StageGreylock Partners
 
10 New Business Models for this Decade
10 New Business Models for this Decade10 New Business Models for this Decade
10 New Business Models for this DecadeOuke Arts
 
David Skok's, SMASH Summit NYC
David Skok's,  SMASH Summit NYCDavid Skok's,  SMASH Summit NYC
David Skok's, SMASH Summit NYC500 Startups
 
IQ Work Hacks : Verbal communication
IQ Work Hacks : Verbal communication IQ Work Hacks : Verbal communication
IQ Work Hacks : Verbal communication InterQuest Group
 
How (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSMHow (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
 

Andere mochten auch (13)

Solve for X with AI: a VC view of the Machine Learning & AI landscape
Solve for X with AI: a VC view of the Machine Learning & AI landscapeSolve for X with AI: a VC view of the Machine Learning & AI landscape
Solve for X with AI: a VC view of the Machine Learning & AI landscape
 
The Startup Sales Cycle
The Startup Sales CycleThe Startup Sales Cycle
The Startup Sales Cycle
 
Startup Sales - How to Acquire Your First Customers
Startup Sales - How to Acquire Your First Customers Startup Sales - How to Acquire Your First Customers
Startup Sales - How to Acquire Your First Customers
 
Startup sales success
Startup sales successStartup sales success
Startup sales success
 
Startup cycle and VC funding
Startup cycle and VC fundingStartup cycle and VC funding
Startup cycle and VC funding
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for Startups
 
B2B Sales Presentation
B2B Sales PresentationB2B Sales Presentation
B2B Sales Presentation
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for Startups
 
Blitzscaling Session 1: Household Stage
Blitzscaling Session 1: Household StageBlitzscaling Session 1: Household Stage
Blitzscaling Session 1: Household Stage
 
10 New Business Models for this Decade
10 New Business Models for this Decade10 New Business Models for this Decade
10 New Business Models for this Decade
 
David Skok's, SMASH Summit NYC
David Skok's,  SMASH Summit NYCDavid Skok's,  SMASH Summit NYC
David Skok's, SMASH Summit NYC
 
IQ Work Hacks : Verbal communication
IQ Work Hacks : Verbal communication IQ Work Hacks : Verbal communication
IQ Work Hacks : Verbal communication
 
How (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSMHow (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSM
 

Ähnlich wie Blueprint for Executive Hiring

Hiringfor start upsuccess
Hiringfor start upsuccessHiringfor start upsuccess
Hiringfor start upsuccessCalibre One
 
Hiring the best staff for your tourism businessbusiness
Hiring the best staff for your tourism businessbusinessHiring the best staff for your tourism businessbusiness
Hiring the best staff for your tourism businessbusinessNomads
 
Anatomy of the Interview Process
Anatomy of the Interview ProcessAnatomy of the Interview Process
Anatomy of the Interview Processpssilvaii
 
Top 17 secrets to win every job interviews
Top 17 secrets to win every job interviewsTop 17 secrets to win every job interviews
Top 17 secrets to win every job interviewsjobguide247
 
University of Chicago: Master the Interview (Mind Your Career Webinar Series)...
University of Chicago: Master the Interview (Mind Your Career Webinar Series)...University of Chicago: Master the Interview (Mind Your Career Webinar Series)...
University of Chicago: Master the Interview (Mind Your Career Webinar Series)...Anne Marie Segal
 
Anatomy of the Job Interview
Anatomy of the Job InterviewAnatomy of the Job Interview
Anatomy of the Job InterviewJCSI
 
The Interview Process Gc
The Interview Process GcThe Interview Process Gc
The Interview Process GcGreg Consulta
 
GarrettCommunication Strategy Worksheet Stage One Planni.docx
GarrettCommunication Strategy Worksheet Stage One  Planni.docxGarrettCommunication Strategy Worksheet Stage One  Planni.docx
GarrettCommunication Strategy Worksheet Stage One Planni.docxbudbarber38650
 
How to hire your first Salesperson
How to hire your first SalespersonHow to hire your first Salesperson
How to hire your first SalespersonLimitless Creative
 
The New Rules Of Job Search for 2011
The New Rules Of Job Search for 2011The New Rules Of Job Search for 2011
The New Rules Of Job Search for 2011Chan Ngee Key
 
How To Wrangle A Team To Build Your Company
How To Wrangle A Team To Build Your CompanyHow To Wrangle A Team To Build Your Company
How To Wrangle A Team To Build Your CompanyStart Pad
 
Land Your Dream Job
Land Your Dream JobLand Your Dream Job
Land Your Dream JobMark Alfaro
 
How To Get Recogntion At Work
How To Get Recogntion At WorkHow To Get Recogntion At Work
How To Get Recogntion At Workrdebose1
 
Job Seekers Workshop July 2010
Job Seekers Workshop July 2010Job Seekers Workshop July 2010
Job Seekers Workshop July 2010krietow
 
Offer Negotiation
Offer NegotiationOffer Negotiation
Offer NegotiationBlake Cai
 

Ähnlich wie Blueprint for Executive Hiring (20)

Hiringfor start upsuccess
Hiringfor start upsuccessHiringfor start upsuccess
Hiringfor start upsuccess
 
Hiring the best staff for your tourism businessbusiness
Hiring the best staff for your tourism businessbusinessHiring the best staff for your tourism businessbusiness
Hiring the best staff for your tourism businessbusiness
 
RECRUITMENT End to End - Muzammil Torgal
RECRUITMENT End to End - Muzammil TorgalRECRUITMENT End to End - Muzammil Torgal
RECRUITMENT End to End - Muzammil Torgal
 
Anatomy of the Interview Process
Anatomy of the Interview ProcessAnatomy of the Interview Process
Anatomy of the Interview Process
 
Top 17 secrets to win every job interviews
Top 17 secrets to win every job interviewsTop 17 secrets to win every job interviews
Top 17 secrets to win every job interviews
 
University of Chicago: Master the Interview (Mind Your Career Webinar Series)...
University of Chicago: Master the Interview (Mind Your Career Webinar Series)...University of Chicago: Master the Interview (Mind Your Career Webinar Series)...
University of Chicago: Master the Interview (Mind Your Career Webinar Series)...
 
Anatomy of the Job Interview
Anatomy of the Job InterviewAnatomy of the Job Interview
Anatomy of the Job Interview
 
The Interview Process Gc
The Interview Process GcThe Interview Process Gc
The Interview Process Gc
 
GarrettCommunication Strategy Worksheet Stage One Planni.docx
GarrettCommunication Strategy Worksheet Stage One  Planni.docxGarrettCommunication Strategy Worksheet Stage One  Planni.docx
GarrettCommunication Strategy Worksheet Stage One Planni.docx
 
Managing People
Managing PeopleManaging People
Managing People
 
How to hire your first Salesperson
How to hire your first SalespersonHow to hire your first Salesperson
How to hire your first Salesperson
 
The New Rules of Job Search
The New Rules of Job SearchThe New Rules of Job Search
The New Rules of Job Search
 
The New Rules Of Job Search for 2011
The New Rules Of Job Search for 2011The New Rules Of Job Search for 2011
The New Rules Of Job Search for 2011
 
How To Wrangle A Team To Build Your Company
How To Wrangle A Team To Build Your CompanyHow To Wrangle A Team To Build Your Company
How To Wrangle A Team To Build Your Company
 
Land Your Dream Job
Land Your Dream JobLand Your Dream Job
Land Your Dream Job
 
How To Get Recogntion At Work
How To Get Recogntion At WorkHow To Get Recogntion At Work
How To Get Recogntion At Work
 
Job Seekers Workshop July 2010
Job Seekers Workshop July 2010Job Seekers Workshop July 2010
Job Seekers Workshop July 2010
 
2nd Annual IT Recruiters Roundtable (BDPA Cincinnati)
2nd Annual IT Recruiters Roundtable (BDPA Cincinnati)2nd Annual IT Recruiters Roundtable (BDPA Cincinnati)
2nd Annual IT Recruiters Roundtable (BDPA Cincinnati)
 
Offer Negotiation
Offer NegotiationOffer Negotiation
Offer Negotiation
 
Reflections
ReflectionsReflections
Reflections
 

Mehr von Greylock Partners

First Principles of Investing in Fintech
First Principles of Investing in FintechFirst Principles of Investing in Fintech
First Principles of Investing in FintechGreylock Partners
 
Startups Serving The Enterprise: A map for navigating one another in the ques...
Startups Serving The Enterprise: A map for navigating one another in the ques...Startups Serving The Enterprise: A map for navigating one another in the ques...
Startups Serving The Enterprise: A map for navigating one another in the ques...Greylock Partners
 
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...Greylock Partners
 
The State of Enterprise Software
The State of Enterprise SoftwareThe State of Enterprise Software
The State of Enterprise SoftwareGreylock Partners
 
Unit of Value: A Framework for Scaling
Unit of Value: A Framework for ScalingUnit of Value: A Framework for Scaling
Unit of Value: A Framework for ScalingGreylock Partners
 
Blitzscaling Session 9: Village Stage
Blitzscaling Session 9: Village StageBlitzscaling Session 9: Village Stage
Blitzscaling Session 9: Village StageGreylock Partners
 
Blitzscaling Class 5: Tribal Stage
Blitzscaling Class 5: Tribal StageBlitzscaling Class 5: Tribal Stage
Blitzscaling Class 5: Tribal StageGreylock Partners
 

Mehr von Greylock Partners (9)

First Principles of Investing in Fintech
First Principles of Investing in FintechFirst Principles of Investing in Fintech
First Principles of Investing in Fintech
 
Startups Serving The Enterprise: A map for navigating one another in the ques...
Startups Serving The Enterprise: A map for navigating one another in the ques...Startups Serving The Enterprise: A map for navigating one another in the ques...
Startups Serving The Enterprise: A map for navigating one another in the ques...
 
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...
 
The New Moats
The New MoatsThe New Moats
The New Moats
 
Saving People Money
Saving People MoneySaving People Money
Saving People Money
 
The State of Enterprise Software
The State of Enterprise SoftwareThe State of Enterprise Software
The State of Enterprise Software
 
Unit of Value: A Framework for Scaling
Unit of Value: A Framework for ScalingUnit of Value: A Framework for Scaling
Unit of Value: A Framework for Scaling
 
Blitzscaling Session 9: Village Stage
Blitzscaling Session 9: Village StageBlitzscaling Session 9: Village Stage
Blitzscaling Session 9: Village Stage
 
Blitzscaling Class 5: Tribal Stage
Blitzscaling Class 5: Tribal StageBlitzscaling Class 5: Tribal Stage
Blitzscaling Class 5: Tribal Stage
 

Blueprint for Executive Hiring

  • 2. Plan Well Working with Candidates Referencing Process Compensation Offer 1. 2. 3. 4. 5. The Five Stages of Executive Hiring
  • 4.   -  Think about the key hires you may need. -  Develop a prioritized list. -  Plan for surprises. Create a 12-18 month Roadmap
  • 5.     -  Meet with people at top companies in the role you are trying to fill – learn what great is. -  Prepare to speak with candidates before you are ready to hire. Start Early *Ask yourself: “Why are you looking to fill this role?“  
  • 9.   -  Take control of the candidate process early on and maintain control throughout. -  Maintain a balance between buying vs. selling candidates. -  Stay organized. Always have next steps for the candidate. Ball Control
  • 10. First Meeting Offer Ball Control Is candidate closeable? - Pushes & Pulls Timeline
  • 11. Aspects of current job that candidate is dissatisfied with. Ex: Hit a ceiling for career growth, bad culture fit, change in management, lack of confidence in direction of company Identify Pushes & Pulls Pushes Pulls What is driving them toward your company? Ex: Desire for intellectual stimulation, opportunity for growth, enthusiasm for company mission
  • 12. Listen Intently   -  Candidates may not talk openly about pushes, but listening carefully may give you a good sense of what they are. -  Uncover all questions and concerns about joining your company well before the offer is made. *Ask yourself: “Is this candidate closeable?“  
  • 13. First Meeting Offer Ball Control Is candidate closeable? - Pushes & Pulls Reading the candidate (Point A to Point B) Timeline
  • 14.   -  Ask candidate to create a list of all the reasons why he/she would or would not move forward. -  Allow time for your candidate to visit and resolve each of their concerns. -  Know what they are thinking at each step of the process. Reading the Candidate
  • 15. First Meeting Offer Ball Control Is candidate closeable? - Pushes & Pulls Reading the candidate (Point A to Point B) Mini Board Meeting Timeline
  • 16.    A Mini Board Meeting is a chance for your prospective executive to present a strategy plan to your leadership team or board, ensuring both parties are aligned.
  • 17.   -  Ask the candidate to prepare a plan that outlines how he/she will approach the new role. -  Do this before making the final offer. -  This works for any executive position; not just a CEO reporting to a board. A VP candidate should do this with the CEO. Mini Board Meeting
  • 18. Work to disagreement. The goal is to make sure you and the candidate understand how to work through situations where you disagree, prior to formally working together.
  • 20. Referencing is the best predictor of a successful hire. Even more than interviewing.
  • 21.   -  Look for patterns. Find developmental areas. -  Dig deep into candidate’s past experience. -  Don’t be afraid to ask: “What?”, “How?”, and “Tell me more..” A 360 Degree Process *Ask yourself: “Do I want to manage this person?“
  • 22. The goal is to eliminate surprises after the hire.
  • 24.   -  Learn the candidate’s expectations early on. Ask about compensation in his/her last few roles. -  If you are worried about your ability to close the candidate at this point, start to work on their expectations and see if you can get them more aligned with where you believe your offer will land. The Compensation Trap
  • 25.   -  Continue to develop a clear understanding of the candidate’s situation. -  At the end of the process, once all other issues have been resolved, give the candidate a sense of what the compensation package will look like. -  This should be the last thing you discuss before the final offer. The Last Thing
  • 27.   -  By the time you are ready to make your offer, the candidate should be able to look you in the eye and say “I want the job.” If the person can’t do that, you have more work to do. -  If you sense hesitation, figure out the source of reluctance and manage it. Reading the Candidate
  • 28.   -  Once you’re confident all concerns are addressed, you are ready to make the offer. -  At this point, you should have confidence that when you make the offer it will be accepted. -  You should be able to sense a high level of enthusiasm and commitment from the candidate. The Final Step *Note: Always make the offer in person.
  • 29. Don’t ask: “Are you ready for an offer?”
  • 30. Do ask: “Are you ready to join the company?”