Executive Onboarding? According to Bill Epifanio, 'Closing the Sale is a Delicate and Revealing Process'
In a recent Leadership Podcast on TotalPicture Radio, Bill Epifanio explains his approach to "making the right offer, closing the right sale, the right way," when presenting a key executive with a job offer. Epifanio, a top level executive search consultant, specializes in the Clean Tech, Renewable Energy and Financial Tech sectors.
Westport, CT (PRWEB) November 18, 2009
In a Leadership Podcast on TotalPicture Radio, Bill Epifanio explains his approach to "making the right offer, closing the right sale, the right way," when presenting a key executive with a job offer. Epifanio, a top level executive search consultant, specializes in the Clean Tech, Renewable Energy and Financial Tech sectors. He is managing partner with Stratis, a human capital consulting and search firm.
Most economists agree the economic recovery we've experienced in the U. S. has been relatively "jobless." Recruiters are blunt with their observation: 2009 was a terrible year for staffing and executive search firms, and the HR industry. In a new "Onboarding Experts Series (http://www. totalpicture. com/shows/recruiting/)" podcast on TotalPicture Radio, Bill Epifanio offers a more nuanced, more strategic assessment. Epifanio plainly states, "There's always a talent war for A players, most of whom are happily and successfully employed."
According to Epifanio, "One of the real challenges and primary added values of executive search consultants is our ability to encourage totally uninterested, passive candidates to consider new opportunities." When asked about the current economic climate, Epifanio responded, "Current economic conditions make hiring difficult. That said, every placement I've made over the past several years started with a conversation with someone who assured me they were very happy with their current position and not at all interested in the job I was presenting. If anything, that attitude has only intensified."
Epifanio is Managing Partner of Stratis, a human capital consulting and search firm (http://stratis1.com/) specializing in executive level placements in FinTech (financial technology), CleanTech, and Renewable Energy. "CleanTech has received significant stimulus support from the Obama administration, and is one of the largest recipients of both venture capital and private equity investment over the last 12 to 24 months," Epifanio told Peter Clayton, the host of TotalPicture Radio. "Clean energy alone attracted combined venture cap and private equity investments of over $13.5 billion in 2008. Along with all that money are new opportunities and upgrades to management teams."
Considering the companies Epifanio's firm conducts searches for are relatively new industries, Clayton wanted to know where Epifanio was able to find talent for the leadership positions he's retained to fill. "Generally speaking, that answer depends on the size and the stage of the company you’re recruiting for," Epifanio responded. "Since many of my clients are entrepreneurial growth companies backed by venture capital or private equity firms, I typically start my search looking for talented executives among my client’s competitors. Next, I’ll investigate adjacent and related sectors." Asked what has surprised him in recent searches conducted for FinTech, CleanTech, and the Renewable sectors (http://stratis1.com/clients. html), Epifanio paused, and said, "One lesson I’ve learned is not to underestimate the added value of domain expertise and relevant industry contacts the new hire can deliver to their new employer."
A "must have" factor for Epifanio is demonstrated entrepreneurial success. "It’s that entrepreneurial component that I find is key." He told Clayton. "Frankly, I'm not interested in repotting a terrifically successful investment banker who has never run a company or a division into a senior role of a growth company."
The interview on TotalPicture Radio, (a popular career and leadership development podcast), expands upon Epifanio's "Guest Expert" contribution to Onboarding: How to Get Your New Employees Up to Speed in Half the Time, (http://www. amazon. com/gp/product/0470485817?ie=UTF8&tag=totalpicture-20&linkCode=as2&camp=1789&creative=390957&creativeASIN=0470485817) by George Bradt and Mary Vonnegut. The new book serves as a "how to" for hiring managers. Epifanio outlines his experience and advice on how to "close the sale" to hire the best, most qualified executive. He describes the "Kool-Aid Gap," adding, "once an employer makes an offer they’re role flips from being a buyer to a seller and frankly, some employers forget this. In this economy, employers often mistakenly assume their companies are so wonderful that no additional selling is necessary. Nothing could be further from the truth." Epifanio cautions hiring managers in the interview, "Making the offer and closing the sale the right way is a delicate process. Never assume your candidate sees the company through your eyes. Remember, once you make an offer, your role has just changed from that of buyer to seller, which can be easily overlooked."
Epifanio urges employers to “pay attention to the many signals being communicated during the closing process.” How a candidate's closing proceeds (e. g. timing, negotiations, decisiveness, sensitivities, style, etc.) "collectively reveals a great deal regarding a candidate's ultimate fit and likelihood of success."
Epifanio has teamed up with George Bradt, (a college classmate from Harvard and founder of PrimeGenesis), to offer an onboarding workshop (http://stratis1.com/stratissearchplus. html), called SearchPlus, as part of his standard search fee.
Bill Epifanio's 24 minute podcast on TotalPicture Radio can be found in the Inside Recruiting Channel (http://www. totalpicture. com/shows/recruiting/onboarding-experts-series-bill-epifanio. html).
Background: Bill Epifanio (http://www. linkedin. com/pub/bill-epifanio/7/524/578) is Managing Partner with Stratis, a premier Human Capital Consulting and Search firm specializing in Clean Technology, Renewable Energy, and Financial Technology sectors. A Wall Street veteran, Bill served as a Senior Equity Analyst and Vice President with Goldman, Sachs & Co, and Senior Equity Analyst and Vice President of JP Morgan Securities. Bill founded DynaMedix Corporation, a leading developer and licenser of computer software for health care applications. Earlier, Bill was a Senior Analyst with McKinsey & Company, Inc. A graduate of Harvard College majoring in Engineering and Applied Mathematics, Bill also completed Harvard Graduate Business School’s Owner/President Management Program. Stratis is based in Darien, CT.
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