5 Ways to Win Your Candidate During the Offer

5 Ways to Win Your Candidate During the Offer

You’ve conducted the initial executive search and several rounds of interviews; now you’ve found THE candidate who will bring that edge you’ve been looking for to your organization. Your work is over, right? Not quite.


Hiring managers often make the mistake of thinking the work is finished after they have made the offer, but maintaining focus and staying engaged in the final moments of the recruiting process are critical to securing a candidate.


You may be tempted to assume candidates are interested because they remained in the recruiting process. After narrowing the pool down to one choice, though, the decision to accept now lies in the hands of the candidate. With the finish line in sight, your organization must see the recruiting process through to receive a “Yes” from the other side of the table.


Today on The Water Cooler, we discuss 5 ways to ensure that you come out on the winning end when making an offer to a candidate.


Ask the Right Questions


To win your candidate, you must first master your phrasing. Instead of asking if a candidate wants the offer, ask if they want the job.


Every candidate wants an offer; receiving it makes them feel wanted and like they “won” the recruiting process. What hiring managers do not want, though, is to extend an offer that will be rejected.


Asking the candidate if they want the job can help you avoid delivering an offer that will be turned down. You may learn that, while the candidate is interested, they still have questions about the opportunity. Allowing them the chance to complete their own vetting process leads to more informed decision making and a higher likelihood that they will accept. Moreover, once the candidate has finished their own evaluation process and communicated that they want the position, you can decide how to craft the offer.


Find Out What Matters


From vacation time and healthcare to equity and retirement plans, candidates place different priorities on different offer components. Understanding what matters most to the candidate is critical in making a successful offer.


For example, when relocating candidates, covering or subsidizing one-time moving costs speaks volumes to them and their families. Spouses/significant others, children and other family members will be equally impacted by relocation, and their opinions may influence a candidate’s final decision. Making the gesture to assist with the move can garner buy-in from everyone involved, including the candidate, and lead to an accepted offer.


Get Creative


Creativity with compensation, benefits and other offer components can play a crucial role in ensuring a “Yes” from your candidate. Unable to raise the base salary for the position? Try including a signing bonus or adding additional vacation time to increase compensation. Providing equity, long-term incentive plans (LTIPs) or accelerated vesting can also help sweeten the deal for a candidate.


Outside of competitive compensation, companies may also offer car allowances, monthly parking, flexible work hours or the opportunity to work remotely in order to attract candidates. No matter what benefits you choose to provide, make sure that you continue to think about what matters most to your candidate.


Make It Personal


No one likes the generic “Dear Candidate…” email. Both your organization and the candidate invest time and resources into the process, so see the effort through by making your offer over the phone or in person.


Verbally extending an offer also doubles as a safeguard to rejection. Directly talking with candidates provides them the opportunity to ask any final questions they may have about the role, as well as presents the opportunity for them to accept before you initiate the necessary paperwork.


You should also allow a candidate adequate time to think over and respond to an offer. Delivering an offer on a Friday is advantageous. Your organization won’t lose any working days while the candidate considers the offer, and the candidate has a chance to unplug, process and discuss with other potential decision influencers before accepting.


Put Your Best Foot Forward


With a solid understanding of your candidate’s needs and goals, you can craft an offer letter that will be accepted outright, rather than entering into a negotiation.


Putting your best offer forward indicates that there is less to negotiate and signals how the candidate will be treated in the future at your organization – like their needs are being met versus being “nickel and dimed” each year with raises and bonuses.


Recruiting firms provide a major advantage in this final step; as third party providers, we are able to prompt candidates to disclose their true financial/benefits figures to understand what the best offer should look like and ultimately bring both sides of the table together.


Making an offer is a big step for both your company and the candidate. Completing the entire recruiting process is key to not only winning the candidate but also setting your organization up for success to retain top talent.


Want more insight? Check out our latest article Philosophy, Data and Structure; A Simple Guide to Executive Compensation or contact us to discuss your hiring needs for your next critical role.


By Catherine Landgraf 16 Apr, 2024
Chief Executive Officer The Company For over 35 years, Terra Dynamics (“TDI”) has delivered an environment of excellence to their clients through successful delivery of park and field construction, wetlands mitigation, landscape architecture, and greenspace enhancement projects. With experience in public works - and a commitment to quality, performance, and safety—Terra has secured one of the finest reputations in the industry. They lead the industry in innovation, application, technology and performance. The differences are the belief that one company should be everything you need in a commercial landscape construction contractor as well as the knowledge and experience to deliver the best to their clients. In 2023, Terra expanded their footprint with the acquisition of Paul Brothers Inc, a 3 rd generation owned commercial landscaping company based in Boring, Oregon. Together these companies have a combined 85 years of experience delivering top quality projects while making a lasting impact on parks, playgrounds, schools and more around the Pacific Northwest. The Role Reporting in the Board of Directors, the CEO will lead the organization that has experienced long-term success and sustainable growth. The CEO shall possess the leadership skills to build upon the organization’s record of quality, expansion and excellence to drive continued success. The CEO serves as the face of Terra Dynamics and builds and maintains relationships in order to advance and support the organization’s mission, programs and services. Ideal CEO Candidate will need to be skilled in the following areas Leadership Skills : Through leadership, create a unified organization. Ability to develop, communicate, and implement sustainable short-term and long-term vision for Terra Dynamics. People Leadership : Develops a strong leadership team to maximize operations and future growth while maintaining a culture of shared responsibility and stewardship among Terra Dynamics and the Board. Ensures a work environment that recruits, retains and supports quality staff, and that the appropriate processes are in place for recruiting, selecting, developing, motivating and evaluating staff. Strategic Planning : A balance of long-term strategic thinking and short-term tactical thinking to drive goals aligned with Terra Dynamics goals of consistent and sustainable growth, with a heavy focus on profitability. Operational : Understands the need to create a strong and repeatable infrastructure that supports the current organization and future growth for delivering a consistent, quality experience for both clients and employees. Leverages technologies and processes to be less labor intensive for both execution of projects and tracking their respective performance that results in greater efficiencies for the team. Business Acumen : General business interest that includes creating a financial vision, and strong overall financial acumen including understanding of the balance sheet. Knowledgeable about standard business practices (planning, metrics, P&L management), and a track record of building efficient organizations with low waste and success at profitable execution. External Relations : Maintains relationships with key personnel in State and Local governments, as well as other key external relationships including other General Contractors, Bonding and Insurance companies, and other support organizations. Qualifications Bachelors degree in Construction Management, Civil Engineering or related field. 10+ years of experience in commercial construction management overseeing multiple multimillion-dollar projects. Construction experience working with State and Local government contracts. Demonstrated proficiency and expertise in the following areas: Construction management Budget development and control Persuasive presentations Bid process and Estimating Recruiting and Development Contract review, negotiating, and administration Preconstruction costing Field personnel management Interested in Learning More? 180one is a retained search firm and has been engaged by TDI to manage this search. If interested in learning more about the opportunity, please contact Rochelle Fleisher at: 503.699.0184 or rochelle@180one.com
By Catherine Landgraf 05 Apr, 2024
Corporate Controller About Us Impel Company (“Impel”) is a high-growth, rapidly expanding collection of small businesses. Our platform of companies includes capital equipment sales & distribution, repair & field work, manufacturing, and engineering. We are operating in 12 locations across 12 states in the Western US with new acquisitions quarterly. Impel is owned by Pike Street Capital, a growth focused PE firm out of Seattle, WA. The firm invests in middle-market companies in the industrial technology, specialty manufacturing, and distribution & logistics sectors. The Impel investment serves as a foundation from which to expand into the rapidly growing pump and related products industry. Pike Street Capital and Impel have completed 8 acquisitions since the partnership and are actively looking for additional acquisitions and other strategic partners to grow their product offering, service capability, geographic reach, and technology. Position Summary Reporting to the CFO, the Corporate Controller serves a key leadership role within Impel’s finance organization. The Corporate Controller is responsible for overseeing the accounting department and ensuring financial information provided to management and other stakeholders is accurate, reliable, timely, and compliant with accounting regulations. Essential Duties Oversee the accounting and finance operations process for Impel. Directly manage team of branch controllers and oversee the finance and accounting organization. Controls the accuracy and timeliness of financial statements and reports. Oversee the preparation and approval of all consolidated financial reporting materials and metrics. Manage all financial audit activities. Manage cash flow and forecasting; direct all financial, project-based, and departmental accounting. Administrator of accounting/enterprise software. Improve reports and reporting internally. Maintain banking relations and credit facilities, ensure compliance with debt covenants. Online banking and Company Credit Card Program Risk management, company renewal of general liability policies, professional liability policy. Partner on M&A activity including managing purchase accounting process as well as integration of financial systems and processes for new acquisitions. Partner with executive team on the development and execution of core and business financial planning and analysis including: Budgeting and forecasting Long-range planning Monthly and quarterly management reporting/business reviews Finance Strategy Financial KPI Maintain in-depth relations with all members of the management team. Implement operational best practices. Skills and Qualifications Bachelor’s degree in accounting, finance, or related field and equivalent business experience. CPA, CMA and/or MBA certification preferred Ten (10) years of progressively responsible accounting management experience. Five (5) years of experience managing accounting teams. Experience within the distribution and/or manufacturing industries preferred. Excellent verbal, written, and presentation communication skills. Proficient in various accounting, financial and MRP/ERP software use. Epicor ERP and/or Sage MAS 90 a plus. Needs analysis and enterprise system design and ERP implementation experience a plus. Ability to communicate and influence decision making at all levels of the organization. Ability to clearly analyze and explain financial details and concepts in lay terms. Ability to learn quickly and adapt to changing environment. Advanced leadership skills with an ability to lead and mentor others. Ability to build collaborative relationships with branch and corporate leadership. 180one is a retained search firm and has been engaged by Impel to manage this search. If interested in learning more about the opportunity, please contact Tom Haley / 503-334-1350 / tom@180one.com
By Greg Togni 03 Apr, 2024
Chief Financial Officer About Us In 1953 father/son team, Ralph and Neil Skutt, manufactured the industry’s first multi-sided hobby kiln in Olympia, Washington under the name “Skutt & Sons”. The introduction of this new lightweight design revolutionized not just the ceramic kiln business but the whole ceramic industry by bringing ceramics to the home. A lot has changed over the last 70+ years. Kiln companies have come and gone, new clay bodies and glazes are constantly being developed that demand greater firing precision, and automatic controllers are quickly replacing the once cutting edge KilnSitter. Throughout the years we at Skutt have worked hard to meet the changing needs of our customers, but one thing that has remained constant is our fierce dedication to manufacturing quality products and providing outstanding customer service. We realize that every object placed in a Skutt kiln has value. It could be a child’s horse that looks more like a dog or a master potters $20,000 commissioned sculpture. Both of these artists are counting on our kiln to do its job and we don’t want to let them down. Position Summary Reporting directly to the CEO and with direct lines to ownership and the Board of Directors, this net new CFO position is responsible for directing and overseeing the financial activities of the company, directing the preparation of financial reports and summaries, and creating forecasts on future growth by performing the following duties: Essential Duties Responsible for all company financial activities (accounting, banking, taxes, budgets, forecasting, etc.). Manages IT systems and outside IT service providers to achieve business needs. Leads company interfacing with general counsel and outside legal firms. Supports the CEO at all Board of Directors meetings. Develops direct reports, and the entire management team, in financial acumen and training. Works with the executive team to define and model Skutt’s culture and brand. Additional Job Duties and Responsibilities Supports the Executive Leadership team in establishing company vision, goals and strategy. Works with the CEO and other executives to coordinate planning and establish priorities for the budgeting and planning process. Studies long-range economic trends and projects their impact on future growth in sales and market share. Directs the preparation of all financial statements, including income statements, balance sheets, shareholder reports, tax returns, and governmental agency reports. Compares sales and profit projections to actual figures and budgeted expenses to actual expenses; makes or oversees any necessary adjustments to future projections and budgets. Reviews planning process and suggests improvements to current methods. Analyzes operations through budgeting and cost accounting activities to effectively manage business activities. Identifies opportunities for expansion into new product areas. Develops and maintains banking business relationships. Works with and supports tax accountants to inform and report financial activities (i.e. taxes). Oversees sales and use tax activities. Manages IT support partners in maintaining robust computing systems, including phones and websites. Manages ERP system operation and updates. Calculates and communicates capital budget, spending and analysis to the BOD. Establishes and maintains relationships with appropriate legal partners and general counsel. Establishes pricing guidelines and final product prices in conjunction with marketing and sales leaders. Negotiates best available team member benefits and insurance packages. Overseas investment of funds and works with investment bankers to raise additional capital required for expansion. Works collaboratively in a team environment with a spirit of cooperation. Directly supervises employees in the Accounting department. Carries out supervisory responsibilities following the organizations policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance, rewarding and disciplining employees; addressing complaints and resolving problems. Qualifications Bachelor’s degree in business administration, accounting, finance or related field is required. Master’s degree is preferred. 10 years related experience in senior level accounting or finance position. Previous experience in manufacturing and distribution companies is preferred. Strong verbal and written communication skills. Strong team leader and organizational skills with the added ability to take initiative. Highly organized, accurate, detail and multi-task oriented. 180one is a retained search firm engaged by Skutt Ceramic Products to conduct this search. If interested in learning more about the opportunity, please contact Rochelle Fleischer at rochelle@180one.com / 503.699.0184
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