In the life sciences, finding highly talented executives with hard-to-find expertise and skillsets isn’t easy. Frequently, companies need to look nationwide, if not worldwide for the perfect person for their team. This often results in the relocation of the desired employee to their company. Convincing top talent can be tough, so as the hiring client, you’ll need to put yourself in their shoes in order to negotiate. Here’s some insight into what they are thinking:
They’re thinking about friends and family.
Obviously the decision doesn’t just involve the person you’re hiring. You have to provide selling points for the candidate’s significant other and children if necessary. It pays off to really get to know the candidate and the interests of his or her family. Perhaps you can point out some nice schools, neighborhoods, programs, or activities that appeal to their interests. It’s important to get on a personal level and relate to the candidate’s situation.
They’re thinking about the location itself.
Moving includes more than just readjustment, it includes a potential new climate, culture, cost of living, etc. The candidate’s real question is: “Will I be happy there?” You’ll have to really sell the perks of your location and even explain what you personally enjoy about the place. Invite the candidate out for a trip and show the person a good time! Try to minimize the impact of what he or she is leaving behind.
They’re thinking about your company.
Is the success of your company a sure thing? How good is your offer? Are you paying this candidate to move? These are questions you better make sure the potential employee has the answers to. If the relocation isn’t ideal, the job better be. Expose the candidate to your work culture and how this job will advance his or her career. Make it clear how much you value this person.
In the end, it depends on whether the pros outweigh the cons. But it is your job to show them the pros! As the hiring company, you cannot only think about your needs, but also about the needs of the employee you are uprooting. It takes good communication and good listening skills to negotiate relocation.
Ashton Tweed has been negotiating executive hiring terms for over 10 years in the life sciences industry. Click here to email me and discuss your hiring needs.
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