The Compensation Conversation

When should we talk about money? During the initial call? After a technical phone screen? Just before an offer is extended?

Good question! Like everything else in life, it depends. Sometimes that information is needed upfront. For example, I once had a search for a small company that paid a max of $100K. Instead of wasting candidates time (and mine), I asked for this information on the first call. Conversely, I also worked for a start-up that left salaries flexible based on a candidate's expertise, years of experience etc. During my initial candidate calls with that start-up, I explained that compensation was discussed at the end of the process. Some folks were OK with it, others weren't.

Like any conversation in life, I think it's important to read the room. I honestly believe a good recruiter knows when and how to have the money discussion.

One more story. Many years ago, I was searching for a General Manager for a mid-sized oil & gas company. The folks I spoke with were all seriously tenured, highly educated & incredible people leaders. To this day, one candidate left a mark. We got to that part in the recruiter conversation where I said, "Bill, do you want to discuss compensation?"

Bill replied, "Do you?"

I said, "What do you mean?"

Bill replied, "Do you think I have the skills, leadership capabilities and qualifications needed for the role?"

"Yes. Based on our discussion and the examples you've shared, I believe you'd be a great GM candidate."

"I also believe I have the qualifications to do the job so as long as you're offering over $150K, with some kind of management bonus, and a descent benefits package, I'm good." Bill got the job. I was lauded as the "best recruiter" he's ever worked with. Not because I did anything magical rather, I didn't push Bill to have the compensation conversation because it clearly wasn't needed.

In the recruitment process, money is an important conversation but it's not the only conversation. I think it's more important to tell stories that really highlight how you're going to kick ass at said job. Bring in metrics / KPI's. Read quick employee testimonies. Land the job and the money will follow.

Happy job hunting!