Hiring Greatness E-Book

David E. Perry

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 358

Veröffentlichungsjahr: 2015

Beschreibung

The Unprecedented Tell-All Guide Through the Intricacies of Executive Recruitment The single greatest opportunity that an organization has to improve both performance and culture in one stroke lies in the hiring of a new executive--the right executive. The fresh thinking of a skilled leader has the potential to unleash innovation, empower employees, and generate wealth for the company. Similarly, a bad hire may mortally wound the organization and cause ripple effects throughout the entire economy. Hiring Greatness contains valuable insider strategies and tactics--previously only known to a handful of America's wealthiest, elite head-hunters--to attract, recruit, and retain star executives. Authors David E. Perry and Mark J. Haluska have completed more than 1800 search projects across five continents, maintaining a 99.97% success rate, and negotiating more than $380 million in salaries. Like magicians unveiling the hidden 'tricks of the trade,' Perry and Haluska reveal: * How to systematically secure--and retain--the perfect talent for your company * How to keep recruiters from poaching your star executives (a good hire is relatively meaningless if they leave the company) * Twenty-three questions you must ask a potential headhunter * The language that makes your company the most compelling, and how HR lingo can repel the best talent * Four critical turnoffs that drive great candidates away from top companies One company created $3.8 million of market value each hour, for six months, simply by hiring the right leader. Hiring Greatness takes you behind the scenes of one of the world's most profitable and secretive industries, meticulously showing how any organization can make monumental hiring decisions that lead to massive success.

Leseprobe

Table of Contents

Praise Page

Title Page

Copyright

Dedication

How to Maximize Your Use of this Book

Foreword

Preface

Chapter 1: Great Expectations: Defining Value

Why Hiring Greatness Matters

Height of Value: Knowing What's Important

Sight of Value: Finding What's Important

Flight of Value: Get What's Important

The “Perfect Storm”

Notes

Chapter 2: Architects of Success: Setting Up the Search Committee

How to Form a Functional Search Committee

How to Select a Search Committee Chairperson

Duties of the Search Committee Chairperson

Chapter 3: Preparation: RecruiterNomics

The Importance of Due Diligence

The Job Description—Your Foundational Document

Creating the Position Profile

The Confidential Candidate Brief

Your Interview Guide

Notes

Chapter 4: Positioning the Opportunity: The Quick and the Dead

It's Go Time!

Search Research: The Black Box

Benchmarking

Attracting the A-Players

Recruiting and Screening

Closing on the First Face-to-Face Interview

Tradecraft

Notes

Chapter 5: Finding the Right Fit: Lions Don't Need to Roar

The Importance of Planning

Interview Etiquette—Putting Your Best Foot Forward

How to Shape a Robust Interview Process

The Quick and the Dead

The Five Pillars of Success

Four Common Failures to Avoid

A Progressive Two-Stage Interview Process

Face-to-Face Interview with Two Recruiters

The Search Chair Interview

The Ultimate Hiring Authority's Interview

The Search Committee Interview

The Candidate's Business Presentation

Notes

Chapter 6: Due Diligence: Don't Hire a Liar

Catch Me If You Can

Negligent Hiring

Profile of a Good Reference

The Main Event

Setting the Stage

Tactics to Enhance Your Reference Checking

How to Evaluate References Effectively

Chapter 7: Sealing the Deal: The Future Is in Your Hands

Five Rules to Developing a Winning Offer

Presenting the Offer

The Best Candidates Have the Shortest Shelf Lives

How to Extend the Honeymoon Period Indefinitely

Counteroffers

Conclusion

Notes

Epilogue: All In: Touched by Greatness

Note

Acknowledgments

About The Authors

Appendix A: Position Profile

Executive Search Mandate

Appendix B: Confidential Candidate Brief

Working with Perry-Martel International Inc

Index

End User License Agreement

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Guide

Cover

Table of Contents

Begin Reading

List of Illustrations

Chapter 1: Great Expectations: Defining Value

Figure 1.1 Three dimensions of value.

Figure 1.2 The new value table.

Figure 1.3 Executive talent pool.

Chapter 3: Preparation: RecruiterNomics

Figure 3.1 Foundation Documents.

Figure 3.2 Google search for chief operating officer job descriptions.

Figure 3.3 SWOT analysis of the current state of the business used to build the job description.

Figure 3.4 Core executive recruiting documents.

Chapter 4: Positioning the Opportunity: The Quick and the Dead

Figure 4.1 Grizzly bear attacks.

Figure 4.2 Hands-Off Restrictions.

Figure 4.3 Candidate universe ecosystem.

Figure 4.4 ZoomInfo profile.

Figure 4.5 Bench mark picture.

Figure 4.6 QR code - How to ZoomInfo.

Chapter 5: Finding the Right Fit: Lions Don't Need to Roar

Figure 5.1 Five pillars of success.

Figure 5.2 EQ-I assessment.

Figure 5.3 Hiring Greatness interview process.

Chapter 6: Due Diligence: Don't Hire a Liar

Figure 6.1 Several of the areas of information, which a good reference check will capture.

Chapter 7: Sealing the Deal: The Future Is in Your Hands

Figure 7.1 Five elements of compensation.

Figure 7.2 Great Lakes Dredge & Dock offer letter package.

“Yet another NEW perspective from the Masters! If there was such a thing as something more than a 360-degree view, Perry and Haluska have invented it. Once again, I am totally amazed at their ability to surgically uncover details, perspectives, viewpoints, and needs in order to satisfy the mission of the employer, the applicant, the Team, and the company! Having partners like these guys is almost an unfair advantage to accelerating success and ultimately the bottom line! I am both anxious and in awe, wondering what else they can come out with! Prisa!!!”

– Larry Mench, Vice President of US Operations, Tim Hortons USA, Inc.

“CEOs consistently rank ‘human capital’ as one of the most important challenges to the success of their organizations. Addressing that challenge requires hiring great (not simply good) leaders. Hiring Greatness provides indispensable insight into exactly what it takes to make that a reality!”

—Timothy Keiningham, New York Times bestselling author of The Wallet Allocation Rule

“Just when I thought he said it all, David Perry does it again! He is walking proof that ‘creativity’ and ‘out-of-the-box’ thinking will enable success for us all. Having had the pleasure to read all his books, I remain amazed by his informative and innovative approach with each reading, which builds upon prior writings. Hiring Greatness introduced a unique formula for recruiting top-notch talent, which I intend to deploy at Numerix. Hiring Greatness is thought provoking! It has caused me to re-think my entire approach to hiring C-level candidates, or any potential employee for that matter. Numerix will now seek to locate ‘future employees’ who are not ‘currently running away, but toward something,’ as David suggest in Hiring Greatness. All hiring managers at any company and in any industry must add Hiring Greatness to their reading list.”

—Steven R. O'Hanlon, CEO and President, Numerix LLC

“Why would you bother to accept performance that's ‘good enough’? Just because it's acceptable, or it passed a litmus test? I don't think so. Since we too often have experienced good we certainly know Great is Better. And you can have Great by HIRING GREAT. David helped me Hire Great, by adding a final member to my team back in 2008. I witnessed these techniques first hand, more than once, and if applied boldly and with fervor, can attest that you too will HIRE GREATNESS.”

—Rudy Richman, VP, Sales and Marketing, Privacy Analytics

“Hiring Greatness is pure leadership. There are so many amateurs who practice this space. Read even one chapter and you'll immediately discover what a true professional really looks like. Perry and Haluska are incredibly talented. This book redefines everything we know about hiring the right talent the right way. You don't need to read every book on the recruiting process. You just need to read the right one. Look no further. Hiring Greatness is full of disruptive wisdom from two of the space's premier thinkers. Their record speaks for itself and this book shows how they've achieved it.”

—Alexandra Morehouse, Chief Marketing Officer, Banner Health

“Want to hire the right people for a high powered team that creates ‘VALUE’? Then read this book.”

—James Walsh, COO, Remitia

“Hiring Greatness—the most critical business activity you MUST get right! David Perry and Mark Haluska clearly define a systematic proven process that unequivocally identifies, qualifies, attracts, and lands greatness for you—greatness that exponentially accelerates and improves your bottom line.”

—Skip Freeman, CEO, The HTW Group; author, “Headhunter” Hiring Secrets

“Hiring Greatness, written by one of the true masters of executive search, is an indispensable resource for companies and leaders who realize that finding top talent is critical to business success. Hiring Greatness offers both keen insights into the realities of the marketplace and intensely practical guidance as to how to navigate it to achieve the right results.”

—Eric Golden, President and CEO, Imagility Inc.

“I've been recruited by Dave, retained his services as a recruiter, and used his book Guerrilla Marketing for Job Hunters to find and land my dream job. Now I'm at a lean software start-up, recruiting a key executive in an environment where all hires need to be great hires, and Dave comes to the rescue again.”

—Steve Munro, Chief Revenue Officer, Koneka

“The recruiting industry often operates using smoke and mirrors. Misdirection enables many firms to deliver mediocrity. Mr. Perry smashes the mirrors and clears the smoke. In colorful fashion, he has given power back to companies permitting them to extract true value from their recruitment projects and grow their business with top tier executives—difference makers. Also a great read for every executive search professional. David has laid out a brilliant road map for those individuals to become industry leaders.”

—Barry Johnston, VP Operations, Ignite Technical Resources

“In today's highly competitive market, companies that want to attract, and keep, star players had better understand what makes stars shine. Perry and Haluska challenge the usual—conventional, outmoded, and ultimately, inherently faulty—approaches to hiring the best and provide a clear, step-by-step process to getting it right.”

—Nathalie Thompson, author of fearLESS: How to Conquer Your Fear, Stop Playing Small and Start Living an Extraordinary Life You Love

“Most Canadians don't use language like how to ‘crush’ your competition, but they are kidding themselves if they think that tough executives in the US and China aren't thinking of doing that each and every day. In their book Hiring Greatness, David Perry and Mark Haluska point out that there is no substitute for hiring the best—it's people after all who produce income not assets. That's the difference between having a CEO like Steve Jobs at Apple or a Mike Zafirovski at Nortel. Some difference. In this amazingly candid, must-read, David and Mark disclose secrets to great recruiting—things like ‘never hire a liar,’ ‘people don't quit companies, they quit bosses,’ and ‘compensation is far more than just monetary’ will take your company to a whole other level.”

—Bruce M Firestone, PhD, Ottawa Senators founder

“We are advocates for advancing Canada as a competitive innovation nation where our firms stay ahead of global competition. The way to do this is to excel at strategy, talent management, and execution. David's game plans help bridge talent gaps that ultimately drive the execution of strategy and competitive innovative national success.”

—John Reid, CEO, CATAAlliance (www.cata.ca)

“Leadership is key to the success of just about any organization. The challenge is finding and attracting the ‘right’ leadership talent. Hiring Greatness lays out the steps, in detail and crystal clarity, for meeting this challenge. It is a ‘how-to book’ par excellence. The authors are true storytellers. They have used their passion and considerable experience to produce a management book that is a real page-turner. There are not many management books that have kept me up reading into the wee hours. Hiring Greatness was such a book for me. If you are a business executive and you read one book this year make that book Hiring Greatness.”

—Ron Wiens, author, Building Organizations that Leap Tall Buildings in a Single Bound

“David is a leader in his field with a proven track record applying common sense, achieving success for his clients across a spectrum of disciplines and counties. This book is a culmination of experience, wisdom, perseverance, and results. A must-read.”

—Aubrey de Young, Chief Executive Officer, Americas Gateway Development Corporation (Amega Ltda.)

“Hiring Greatness is the perfect road map for success in recruiting. So many individuals just fall into the job of recruiting, why not ensure success with deliberate edification? Dive into the latest from Perry and Haluska to uncover what a hiring professional really looks like.”

—Rayanne Thorn, VP–Marketing for Dovetail Software; editor for intrepidHR; creator and producer, HR Latte

“At last! A book on executive search that's easy to read and makes so much sense you feel empowered to take action immediately. Hiring Greatness has it all.”

—Josef Kadlec, author of the notorious book, People as Merchandise

“Making the wrong hiring decision can be detrimental to the organization and those in the hiring process. Money loss is just the tip of the iceberg, the loss of time and emotional intelligence takes a greater toll on everyone. Hiring Greatness will allow you to have a clear ‘yellow brick road’ for success in hiring the right talent for your organization.”

—Victor Scapicchio, Adjunct Professor–Organization and Environment, Bentley University

“The essential behind-the-scenes look at the nuts and bolts to recruiting and hiring the next generation of leaders in the twenty-first century. A must-have for Corporate Talent Acquisition leaders, CHROs, and anyone working with…or around them.”

—Gerry Crispin, founder and author, CareerXroads

HIRINGGREATNESS

HOW TORecruit Your Dream TeamANDCrush the Competition

DAVID E. PERRYMARK J. HALUSKA

This book is printed on acid-free paper.

Copyright © 2016 by David E. Perry and Mark J. Haluska. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey

Published simultaneously in Canada

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Library of Congress Cataloging-in-Publication Data is Available:

Names: Perry, David E., 1960- author. | Haluska, Mark J., 1956- author.

Title: Hiring greatness : how to recruit your dream team and crush the

competition / David E. Perry, Mark J. Haluska.

Description: Hoboken, New Jersey : John Wiley & Sons, Inc., [2016] | Includes

bibliographical references and index.

Identifiers: LCCN 2015040820 | ISBN 978-1-119-14-744-2 (cloth);

ISBN 978-1-119-14-745-9 (ePDF); ISBN 978-1-119-14-746-6 (ePub)

Subjects: LCSH: Employee selection. | Employees–Recruiting. | Personnel

management. | Success in business.

Classification: LCC HF5549.5.S38 P435 2016 | DDC 658.3/11–dc23 LC record available at http://lccn.loc.gov/2015040820

Cover Design: Wiley

Cover Image: VICTOR/Getty Images, Inc.

Author (David Perry) photo credit: Eric Laurie