25 fact-filled articles
to help improve your performance
Tips for Recruiters
Table of Contents
Strategy & Tactics
Make Placements --
Voice Mail &
E-mail: Eight Simple Rules
Job Orders --
Better, Faster, Smarter
How to Switch Desk Specialties
Who Makes the Most
Before You Leap
How to Add Value, Not Redundancy
Counteroffers: Can You Spot the
Resume Makeovers: Quick Tips
Is There a MAGIC to Closing?
Finding the Right Recruiting Script
Storyboarding for Maximum Impact
How to Stimulate Candidate Referrals
Expand the Supply of Candidates
with Your Candidates?
The Power of Interview Preparation
Control: The Key to Recruiter Success
How to Fight the Counteroffer Bug
You’re Worth the Money You Charge!
Negotiate for Higher Recruiting Fees
Anti-Discount Tactics for Recruiters
For Candidates &
Graceful Exits for Job-Changers
Advice for Engineering Candidates
What’s Your Capture Strategy?
Q & A
to Your E-mail Questions
Bill Radin answers letters from recruiters around the world.
How to Fight
the Counteroffer Bug
By Bill Radin
A recruiter can fight
the epidemic of counteroffers the same way a family doctor might handle a town ravaged by
an infectious virus. That is, the candidates in your care should be tested, treated and
protected against future outbreaks.
To diagnose counteroffer symptoms before they can kill a
placement, test your candidates for the following:
Motivation. Look for the underlying source of
job dissatisfaction. If one cant be found (or the motivation is simply
money-related), you may be headed for trouble.
History of past occurrences. A candidate
whos accepted a counteroffer at least once before might just do it again.
Naiveté. First-time job-changers are
especially vulnerable to counteroffers, and are less resistant to a current managers
Early detection and treatment of counteroffers are the key
to a healthy search practice. While some candidates are naturally immune to a counteroffer
attempt, others may be more susceptible, especially those who are fundamentally mismatched
with the position youre trying to fill. If you feel a candidate falls into the
high-risk category, you may find it necessary to quarantine that person, so as not
to infect your placement (or your client relationship).
An Ounce of
Of course, candidates respond differently to various forms
of treatment. While some will embrace an explanation as to why an accepted counteroffer
may be counterproductive in the long run, others will view your dire warnings with
suspicion. An overly aggressive stance on the subject of counteroffers can sometimes
backfire, in much the same way a parents repeated lectures about the evils of
smoking or sex will cause a teenager to think, Gee, if its really that bad, I
guess Id better try it!
To protect the health and well-being of your deal after an
offer has been accepted, carefully prepare each candidate for his or her resignation. By
dispassionately previewing the coming storm, you can effectively diffuse the counteroffer
attempt—unless, of course, your candidate was angling for a raise or promotion all
Return to Top