Hi Danny,

I have been getting this from several of my clients about the candidates I bring to them. They have said the following: “Overall, he’s a good candidate – he has a lot of solid numbers to support the work that he has done. I am concerned that this would very much be a lateral move for him, but I’m sure he’d also like to have an increase in compensation and responsibilities.”

I have shared with my candidates the roles and responsibilities, also shared that they are at the top of the compensation of what my client is looking to pay. They are still adamant on going forward in the process and are 100% sold that the client has opportunities for advancement, which they do, it also bring challenges because of the new ISO standards changing in manufacturing, they are also going through a lean manufacturing methodology changeover to the Toyota Production System.

How do you overcome these objections with your client when you have done all of your due diligence with the candidate side?

My Response:

Let’s start Macro and dial in…overall, this would be categorized as a Real (and probably) idiosyncratic concern but not a deal breaking objection, characterized by repetition, “soft” facts that are hard to dispute, and a subjective sense of feeling. “I’m sure he/she will want an increase in $$ and responsibilities.” In general when you get such an objection, the following reply can be effective:

“I hear you, and that may end up ultimately being the reason you don’t hire him/her, but it shouldn’t be a reason not to interview him/her and make an informed judgment. Can you see her this week?”

This situation also lends itself well to technology. You can tell them you already discussed the level of the position with the candidate and did your due diligence and the candidate is cool with it until you are blue in the face, but you are suspect. You get a fee if they hire them. So facilitate an email exchange. Ask the candidate to send you an email outlining that you voiced the concern and their reasons for wanting to pursue nonetheless. Forward this email to the client and often the voyeuristic element carries the day.

(Of course they could always pay more but this is my inner Knicks fan dreaming away. Like the Knicks winning, a pay increase is a pipe dream.)