Hiring Greatness

DAVID E. PERRY, nicknamed the 'Rogue Recruiter' by the Wall Street Journal, has three decades experience recruiting senior executives as Managing Partner of Perry-Martel International Inc. He has closed more than $300 million in deals on 5 continents with a 99.97% success rate. He pioneered the professional practices described in this book. MARK J. HALUSKA is an executive search professional who has drawn attention from many of North America's better-known boutique recruiting firms and choice corporate clients.

• How to Maximize Your Use of this Book xviiForeword xixPreface xxiiiChapter 1 Great Expectations: Defining Value 1Why Hiring Greatness Matters 7Height of Value: KnowingWhat’s Important 10Sight of Value: Finding What’s Important 12Flight of Value: Get What’s Important 14The “Perfect Storm” 19Chapter 2 Architects of Success: Setting Up the Search Committee 29How to Form a Functional Search Committee 31How to Select a Search CommitteeChairperson 32Duties of the Search Committee Chairperson 34Chapter 3 Preparation: RecruiterNomics 39The Importance of Due Diligence 40The Job Description—Your Foundational Document 43Creating the Position Profile 51The Confidential Candidate Brief 57Your Interview Guide 62Chapter 4 Positioning the Opportunity: The Quick and the Dead 65It’s Go Time! 69Search Research: The Black Box 70Benchmarking 83Attracting the A-Players 90CONTENTSRecruiting and Screening 91Closing on the First Face-to-Face Interview 99Tradecraft 99Chapter 5 Finding the Right Fit: Lions Don’t Need to Roar 101The Importance of Planning 104Interview Etiquette—Putting Your Best Foot Forward 106How to Shape a Robust Interview Process 108The Quick and the Dead 112The Five Pillars of Success 115Four Common Failures to Avoid 121A Progressive Two-Stage Interview Process 123Face-to-Face Interview with Two Recruiters 129The Search Chair Interview 134The Ultimate Hiring Authority’s Interview 139The Search Committee Interview 143The Candidate’s Business Presentation 145Chapter 6 Due Diligence: Don’t Hire a Liar 149Catch Me If You Can 154Negligent Hiring 159Profile of a Good Reference 161The Main Event 168Setting the Stage 168Tactics to Enhance Your Reference Checking 172How to Evaluate References Effectively 176Chapter 7 Sealing the Deal: The Future Is in Your Hands 181Five Rules to Developing aWinning Offer 183Presenting the Offer 186The Best Candidates Have the Shortest Shelf Lives 187How to Extend the Honeymoon Period Indefinitely 189Counteroffers 193Conclusion 194Epilogue: All In 197Acknowledgments 201About the Authors 203Appendix A Position Profile 205Executive Search Mandate 205Appendix B Confidential Candidate Brief 211Working with Perry-Martel International Inc. 211Index 217

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