Tag Archives: Candidate

How Do You Attract Good Candidates for Open Positions? Six Suggestions

Situation: Despite high unemployment, a company is finding it difficult to attract qualified candidates for technical positions. Many applicants don’t possess the requisite skills, and recent graduates aren’t responding to job posts. What works best attracting good candidates for open positions?

Advice of the Forum:

  • There is a wide array of specialized online resources to help you find qualified candidates. As an example, for tech candidates, try DICE.com. For a reasonable cost, you can post position on DICE.com or get employer access to the database and search it yourself using key words.
  • Better results come through networking with vendors, suppliers and customers to identify currently employed and highly qualified candidates. This should be regular company practice.
  • It is feasible to hire nationally and to relocate. As long as the employees and young and not invested, relocation expenses are not severe, and the Bay Area is appealing to young workers.
    • For distant candidates, companies frequently use an initial telephone interview, and then bring qualified candidates to the office for a face-to-face 2nd interview.
  • Push current employees for referrals. Give them a reward for successful hires that stay with the Company for a pre-set time period.
    • One company pays $5-10K for referred employees who stay with the company for 1 year. This is inexpensive in comparison with recruiter costs.
  • There are some highly targeted recruiters in Silicon Valley who specialize in technology positions. Get to know these companies. They may already have candidates for your positions.
  • A number of companies have had success with semester or summer interns from local colleges and graduate schools. Current students are highly aware of the challenges finding a job once they graduate, and unemployment among recent graduates is very high.

Key Words: Human Resources, Candidate, Technical, Applicant, Job Post, Networking, DICE.com, Relocate, Referral, Recruiter, Intern

[like]

What Are Best Practices for Selecting Business Development Staff? Four Thoughts

Situation: A company wants to expand its business development staff. What is your experience, and what has worked best for you in selecting among business development candidates?

Advice from the CEOs:

  • Your first priority is your compensation plan for the new person. There are three basic compensation schemes:
    1. High Base/Low Commission
    2. Medium Base/Medium Commission
    3. Low to No Base/High Commission
  • Choice between these options depends on your own philosophy, as well as common practice within your industry. Compensation is central to candidate selection. The CEOs recommend asking candidates about their own preferences for compensation.
    • If they prefer Option 1, don’t hire them – they either lack experience or confidence.
    • They ideally prefer Option 3 – they can make more money, but cost you little unless they perform.
    • If they prefer Option 2, probe. They may be good but face personal obligations that make it difficult to choose the high risk/high reward option. Ask about past compensation and performance. Verify any claims made during the interview.
  • You want to structure sales compensation so that non-performers leave of their own accord – without costing you dearly in time or money.
  • What are the most important traits to seek in a good B.D. candidate?
    1. Understanding of customer’s requirements as well as purchase behavior.
    2. Understanding of your product or service.
  • How do you find candidates?
    • Use a Head Hunter who knows your industry and competitors.
    • Use written tests to evaluate the individual’s traits.
    • Let the recruiter find and screen prospects and present the top 2-3 to you.

Key Words: Business Development, Candidate, Compensation, Experience, Traits, Evaluation, Base, Draw, Commission, Industry Practice, Verification, Performer, Non-Performer, Selection, Head Hunter, Personnel, Recruiter, Test

[like]