Sales Staffing & Executive Search: Try Before You Buy

In today’s connected world, it makes sense to try before you buy – even in sales staffing & executive search and placement. To be honest, technology has both been a blessing and a bane in the world of executive search and professional sales placement. It’s been a blessing because never before has it been so easy to reach so many. Really, even this article will be read by a far wider audience than I ever could have hoped for fifteen years ago. In all likelihood, it will appear in every state, and even in every country on earth.

Furthermore, the internet allows for some serious laser-like targeting. To go back to this article, it will likely be read by those with at least a passing interest in executive search and sales employee placement. It won’t likely be read by those searching for steak knives (at least not this far into it, anyway. That first sentence should send cutlery lovers scattering.)

So yes, the internet is a HUGE blessing. People all over are connected, and can search for / find interested parties for their services. Nice. And to be honest, it’s made our job as executive search professionals much easier in a sense.

However, the internet is a bane as well. And here’s why: Everyone – and I mean everyone – is on the internet.

Now, a bit earlier I said that the wide breadth of the internet is good. And it is. But it’s also a problem. Want to see how much of a problem it is? Go put up a plum job on some major job board. First of all, it’ll cost you up front, sometimes hundreds (or even thousands) of dollars. Second of all, I hope you have a HUGE inbox. Because everyone – even people with nowhere near the qualifications you require – will apply. You put up a position for an executive VP, and some supermarket bagger will send you a note just asking for a chance…

What’s the alternative? How about an employment agency and/or executive search (headhunting) firm? Now we’re getting somewhere. But here’s the rub – these firms have the exact same problem (I know – I own one). They have to sort through a TON of people to get your position filled. Now, they (we) are paid to sort through and select people – that’s why we exist. But for most search firms (not mine), the end result is still skewed because so many people are “out there” looking for that great job.

So again, what to do? Well, I’ve found what I think is a novel solution, and I encourage more companies to insist on this: a performance-based fee structure. In essence, try before you buy.

Try before you buy – what a novel concept…

A performance-based fee structure is very simple: you hire an executive search firm (like mine or one of my competitors) to fill an executive or a sales position. The executive search firm works closely with you to determine just what type of person will work best. Then, they navigate the incredible expanse of the candidate pool. The better firms have access to better places (and better people) but in the end, that’s somewhat transparent to you – you just want a great fit.

Then you get the call you’ve been waiting for – the executive search firm has found (and screened) several people. Now you interview them, and make a selection. Your new hire starts to work for you.

I want you to notice something… nowhere in the process have I mentioned any fee yet. And that’s the way it should be – no fee until the new hire works for you for a predetermined amount of time. Not one day, not one week, but enough time so you can be certain that things will work out well.

THAT’S putting your money where your mouth is, and that’s exactly how an executive search firm should work. Because if they can’t operate under these rules, they must think there will be a problem with the people they send. A good executive search firm should be 100% confident in 100% of the candidates they recommend. A performance-based fee structure ensures that is exactly the case.

Companies today do not have the time, or the money, to waste on interviewing substandard candidates. A solid executive search firm – one who offers a performance-based fee structure – makes sure that doesn’t happen.

David Lee is Director of Business Development at Personnel Options, Inc. Personnel Options is a NY-based sales and executive staffing firm providing leading executive search and placement services throughout the nation. For more information about Personnel Options, please visit http://www.personneloptionsny.com or call 212-710-3585.