Making an offer to a senior candidate such as a CEO, CFO or Managing Director etc. requires skill and understanding of what you have in front of you. Some people may even call it a technology that must be carefully applied if you are going to have your offer of employment accepted.
Some of the things I’m going to tell you here you may not want to hear, but if you want that top executive candidate to join you company, then you need to read this.
- The first thing is arrogance. The employer thinks that he has so much to offer that nobody would dare refuse it. They think that their company is unique and better than their competitors. Even if it is, an arrogant attitude is a turn off for any executive candidate. The employer thinking that they hold all the good cards is a common error.
- Bad Public Relations. Everything around you is communicates a message. For example: if the plants are dying in your reception area it doesn’t communicate a great message. If the office space is untidy and disorganized or you are late for the meeting it all doesn’t look good. These types of factors are a major reason for the sought candidate making the decision to decline you offer.
- A low offer is always a major reason. This includes asking for a recent payslip and then offering slightly more. This is not how you will attract the right candidate. If you find the right person then make them the right offer based on the position, not on the recent payslip. This is probably the fastest way to lose that executive that you would really like on your team.
- Changing the agreements made in the negotiations leading up the offer when actually putting the offer into writing is one way to dent the confidence of the candidate and the potential employer’s credibility. The employer must always be very precise and make sure nothing gets changed.
- Having had a recent scandal in the company and then being unprepared in the interview and being without a good clarification if the candidate asks about it. Scandals happen in business and executives know this and they also know that there may always be a good explanation. The employer should always make sure that he is prepared.
There are many variations of the above reasons and also many other reasons, but these we have found, through surveying our top executive candidates, are the top five. When you know them, it becomes easy to prepare.