gavin chase fordyce forum presentation 2009 las vegas

Using Candidate Aspirational Based Search for Success Gavin Chase

CABS®

Who am I?

• 20 year recruitment industry professional

• Formally trained in recruitment methodologies & process

• International speaker and mentor on executive search practices

• Founder of Want to be a Big Biller?

• Still running a desk!

Who are CNA Executive Search?

• Established in 1996• 24 Executive Search business

owners in UK & Europe• Multiple sector coverage• $75,000 - $200,000 salary

range• Retained and ‘exclusive

contingency’ search• Proven recruitment process

CNA Recruitment ProcessRecognised worldwide as proven model

Improving candidate to placement ratios

Find only qualified and interested people who will then become candidates

QUALIFIEDSkill sets that match current recruitment project

Skill sets that match your specialityINTERESTEDTo move now

To have their career ‘managed’

Building meaningful candidate relationships

The 5 Verticals – to uncover feelings about…

• Company Competitive, stable, growing

• Leadership Talented, respect, philosophy

• Company Environment Positive, charged, distance

• Career Objectives Effect of staying, glass ceiling

• Compensation package Current, future, industry comparison

To discover a reason to listen!

The CNA MethodologyCandidate Aspirational Based Search

CABS®

• C Concerns (about his/her future)

• A Aspirations (what would be ideal)

• B Business (his/her current position)

• S Strengths (how he/she sees them)

Qualifying to understand motivations, needs, skill sets, business knowledge

CONCERNS

• Personal concerns – why would they move?

– Present role – the don’t likes– Career path – lack of..– Company President for the day– Earnings now and potential– Effect on family– Ability to influence their future

ASPIRATIONS

Candidate wants – the positives

– Future role– Doing what– Live where– What market– Type of company– Ambitions– For the family– Recognition/contribution

BUSINESS

• Concerns about current company

– Company performance– Their boss– Commitment of company– Company resources– Why did they join– Environment– Training/development

STRENGTHS

Candidate strengths that they feel they can take elsewhere

– Producer– Manager– Planner– Team player/self starter– Communicator– Measurable achievements

Now qualify and check!Don’t take their word for it!

• 4 Best Achievements– Measurable success– STAR analysis– Commitment exercise

• 4 Verbal References– Background providers– Opinion givers– Future clients and candidates!

Try and find a convincing reason not to progress the candidate!

Does it ALL add up?

You now have a fully recruited candidate

You now understand their career aspirations

You will have the confidence to champion them

They will want to work with you

YOU ARE CERTAIN TO MAKE MORE PLACEMENTS

By understanding the aspirations of today’s human capital you

will be better placed to meet the needs of todays employers

“Its all about you…”

QUESTIONS