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 Process Recognised worldwide as proven model

Improving candidate to placement ratios

Find only qualified and interested people who will then become candidates

QUALIFIED Skill sets that match current recruitment project

Skill sets that match your speciality INTERESTED To 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 Methodology Candidate 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