Executive talent is hard to find and hiring the right marketing executive requires focused attention, specific expertise and time. Many companies don’t have the resources or the skills to make such a critical hire on their own. It takes an expert with a large network to reach out and entice top marketing candidates to your open position. Many small, mid-size and large companies are able to find the leadership talent they need by working with an executive search firm.
There are many different executive search firms to choose from and prior to partnering with one, we recommend you first evaluate what is important to your company when working with a search firm and then seek out companies who are in line with your priorities. As you start to evaluate executive search firms, make sure to ask them these 5 questions to improve your chances of working with a compatible firm and ultimately hiring your ideal executive.
Are My Concerns Being Addressed?
Working with an executive search firm is a partnership and it’s important not only to find a firm that meets your needs but also to make sure that you’re a fit for the firm. Many executive search firms are selective about who they work with and will often ask questions about your company to see how you do business. However, you shouldn’t get the sense that your needs are being overlooked or that their needs are more important than yours.
In your initial conversations with the search firm, pay attention to how they’re speaking to you. Are they friendly and genuinely interested in solving a problem for you? Or do they immediately go into sales mode?
This first interaction is a good indicator of how the company will work with you and how they will communicate with potential candidates. This person will be representing your company and you need to make sure you feel at ease with them and trust their expertise.
Does the Firm Understand My Business, Industry and the Position I’m Seeking to Fill?
If you’re looking to partner with an executive search firm that has experience in your industry, then you should ask the firm industry-related questions. Not all firms will display their clients or industry expertise on their website, so it’s important to ask these questions upfront.
If the industry isn’t as important to you but you want them to have experience filling your open position, then you should ask them when they last recruited for this position and how many similar positions they have filled. For example, if you’re looking to fill a Chief Marketing Officer role but the firm specializes in filling executive roles in finance, and occasionally fills marketing roles, this might not be the best fit.
What Is the Collective Experience Of the Specific Team That Will Be Working On My Search?
An executive recruiter needs to be a partner in decision-making and team strategy. They also need to be trustworthy and competent since they are dealing with such high-caliber candidates. When vetting recruiting firms, make sure you ask about the executive recruiter that you will be working with and learn about what type of experience they have with recruiting executives.
Beyond the executive recruiter, you will also likely be working with other professionals like an account manager, project lead, and a search team. Find out what how they will impact the search and what experience are bringing to the project. You need to be able to trust this team of individuals and have the confidence to find you the right person.
Am I Getting Good Advice Throughout the Sales Process?
You need to think of your executive search partner as your collaborator. Are there certain problems in your business that you would like to address with hiring an executive? A search firm will be able to work with you on these problems and come up with a good strategy.
Maybe your last sales executive hire looked great on paper, but when it came to day to day job duties, they just weren’t getting things done. The search firm could then come up with solutions for your sales leadership search to make sure you hire the right person. For example, having the candidate complete a sales assessment beforehand or requiring the candidate to submit a 30-60-90 day plan during the hiring process.
What Do References and Online Reviews Say About the Firm?
One of the best things you can do when vetting an executive search firm is to ask for a reference. If you’re looking to hire a CMO for example, ask for a reference from a CMO search. Or if the industry is important, ask for a reference from a company in a similar industry as yours.
Also, you can look up reviews about the company online. Are you finding mostly positive reviews, or are people unhappy with their search results? If you’re on the fence between two companies, looking at references and reviews can help you reach a decision.
The firm you choose should be a strategic partner and should be able to meet all of your needs. Don’t be afraid to ask specific questions and follow-up questions until all of your needs are addressed.
