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
