Using Candidate Aspirational Based Search
for Success
Gavin Chase
CABS®

Who am I?
• 20 year recruitment industry
professional
• Formally trained in recruitment
methodologies & process
• International speaker and mentor
on executive search practices
• Founder of Want to be a Big
Biller?
• Still running a desk!

Who are CNA Executive Search?
• Established in 1996
• 24 Executive Search business
owners in UK & Europe
• Multiple sector coverage
• $75,000 - $200,000 salary
range
• Retained and ‘exclusive
contingency’ search
• Proven recruitment process

CNA Recruitment Process
Recognised worldwide as proven model

Improving candidate to placement ratios
Find only qualified and interested people who will then become candidates
QUALIFIED
Skill sets that match current recruitment project
Skill sets that match your speciality
INTERESTED
To move now
To have their career ‘managed’

Building meaningful candidate relationships
The 5 Verticals – to uncover feelings about…
• Company
 Competitive, stable, growing
• Leadership
 Talented, respect, philosophy
• Company Environment
 Positive, charged, distance
• Career Objectives
 Effect of staying, glass ceiling
• Compensation package
 Current, future, industry comparison
To discover a reason to listen!

The CNA Methodology
Candidate Aspirational Based Search
CABS®
• C Concerns (about his/her future)
• A Aspirations (what would be ideal)
• B Business (his/her current position)
• S Strengths (how he/she sees them)
Qualifying to understand
motivations, needs, skill sets,
business knowledge

CONCERNS
• Personal concerns – why would
they move?
– Present role – the don’t likes
– Career path – lack of..
– Company President for the day
– Earnings now and potential
– Effect on family
– Ability to influence their future

ASPIRATIONS
Candidate wants – the positives
– Future role
– Doing what
– Live where
– What market
– Type of company
– Ambitions
– For the family
– Recognition/contribution

BUSINESS
• Concerns about current company
– Company performance
– Their boss
– Commitment of company
– Company resources
– Why did they join
– Environment
– Training/development

STRENGTHS
Candidate strengths that they feel
they can take elsewhere
– Producer
– Manager
– Planner
– Team player/self starter
– Communicator
– Measurable achievements

Now qualify and check!
Don’t take their word for it!
• 4 Best Achievements
– Measurable success
– STAR analysis
– Commitment exercise
• 4 Verbal References
– Background providers
– Opinion givers
– Future clients and candidates!
Try and find a convincing reason not to
progress the candidate!

Does it ALL add up?
You now have a fully recruited candidate
You now understand their career aspirations
You will have the confidence to champion them
They will want to work with you
YOU ARE CERTAIN TO MAKE MORE PLACEMENTS

By understanding the aspirations of
today’s human capital you will be
better placed to meet the needs of
todays employers
“Its all about you…”

QUESTIONS