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