Once the client wants to proceed with an offer to a selected executive candidate, I have the green light to engage the candidate to understand what they need from a compensation standpoint.
The start of this discussion should include an understanding with the candidate:
- Although I am paid by the company client, my job is to be a “bridge” for the candidate AND client and broker a win-win deal. I make this point very clear.
- I make another point that I will not manipulate the candidate during negotiations. They will get complete transparency and honesty during negotiations.
- We then review what the company client has communicated to my firm about the offer range and target bonus.
- If the candidate gets outside of the offer range and target bonus parameters, I will give them a truthful response on whether or not that will fly with the client. The candidate can take my advice or not. There may be repercussions if the candidate request is way out of line as perceived by the company. My duty is to outline any risk to the candidate in possibly going back for more compensation to the company client.
In my role as the executive search professional, I insure complete transparency and a win-win operating style when negotiating with candidates. Being an honest and transparent broker and bridge of the deal is the best method to obtain consistent and successful win-win outcomes.
