One thing I never understand is why companies have a habit of making low-ball offers. As recruiters, we go through painstaking processes in order to source, attract, screen and move candidates through the hiring process. In many cases, a full write up is sent to hiring managers (or other KDM’s) and the vetting begins.
So why is it with so many apparent QC checks in place, that companies still tend to make offers that are clearly so far below candidate expectations? I know that the market is bad, and the sky is falling – this too shall pass – but that doesn’t mean we should not be planning for the future, with the hires we make in the present.
I said to Jessica Lee the other day, when she was pondering taking the SPHR exam, that the more bullets you have in your gun (i.e. the more training and depth you have) the longer you stay in the gunfight. Couldn’t then, the same be said for making an offer to a candidate that is compelling and fiscally savvy? If you know what the candidate makes and have spent the time making a a point to know what they want, and you know what the budget can handle, why would you then not make your most compelling offer up front, getting the candidate to accept quickly, and instilling an immediate sense of excitement that this is the right opportunity for them. You may also be DRASTICALLY reducing the rate of counteroffers as well, since if they feel wanted and satiated in their comp needs, then they may be less likely to even consider a counter offer.
Know the facts up front, hit the offer head-on, and make your organization one that is not pigeon-holed into being “one of those “low-ball” shops. Candidates will appreciate the candor, hiring managers will love knowing that you can close the deal, and they can get their 1st choice candidate.