McCormick Group Principal Tim Ward presented to The University of Charleston (WV) School of Business and Leadership's Doctor of Executive Leadership class on May 23, 2016.

1. How to Maximize the Benefits
as an Employer and Candidate
Tim Ward, Principal
The McCormick Group

3. Overview of Search Firms
 Engaged by companies to recruit,
screen, hire key employees
Manager, director, vice president, and C-
level positions
 Fees paid by the hiring company –
never by the candidate hired
 Candidate Representation
Act as agent for individual candidates with
specific skill-set in targeted industry

4. Types of Search Firms:
Contingency
 Transaction-oriented, focused on mid- to
lower-level positions
 Typical Fees: 20-30% of candidate’s first
year compensation
 Fee paid only when candidate referred
by search firm is hired

5. Types of Search Firms:
Fully Retained
 Engaged on an exclusive basis to fill a
specific executive role
 Typical Fees: 30-35% of candidate’s first
year compensation
 Three retainer installments

6. Types of Search Firms:
Container/Hybrid
 More common with smaller, boutique
firms
 Typical Fees: 25-30%
 Engagement retainer to secure services
remaining portion of fee contingent on hiring
a candidate referred by search firm

7. Employer Expectations for the
Search Firm
 Thoroughly source the
market
 Vet candidates up front
 Facilitate all
communications
 Conduct candidate
reference and
background checks
 Manage compensation
negotiations
 Facilitate on-boarding

8. Candidate Expectations for the
Search Firm
 Ask detailed questions about the
candidate
 Facilitate all communications with
prospective employers
 Negotiate compensation on behalf of
candidate
 Check references and background
 Assist with on-boarding and remain
available as a resource once hired

9. Advantages to Working with a
Search Firm: For Companies
 Access to passive candidates
 Targeted industry focus with
access to broader and deeper
network of qualified candidates
 First right of refusal to top
talent (retained search only)
 Comprehensive upfront vetting
 Better quality candidates
promotes long-term fit

10. Advantages to Working with a
Search Firm: For Candidates
 Access to confidential positions
 Access to more in-depth (insider) company
info
 Professional coaching
 Sounding board to assist in making
decision whether to accept or decline
opportunity
 Expert to assist with compensation
negotiations
 Free service for candidates

12. What’s Hot?
 Cybersecurity
Cyber operations
Market is estimated to
grow to $170 billion by
2020 (from $75 billion
today)
 Healthcare
Includes Veterans Affairs,
Military Health,
commercial industry
healthcare providers
Projected to grow by
19.5% between now and
2020

13. What’s Hot?
 Big Data
How to manage and profit from
it
Storing, securing, making
sense of large quantities of
digital information
Slated to grow to $40 billion in
the next 3 years
 Green Building
Projected 3 million jobs in 2016
Expected to generate $303.4
billion in GDP from 2015 to
2018

14. How to Differentiate Yourself

15. Resume
 Feature-oriented vs.
Benefit-oriented
Feature: focuses only on
responsibility
Benefit: focuses on what
you actually accomplished
in measurable terms
 Don’t overload with
details about specific
functions
Keep it clear and concise,
focused on
accomplishments

16. Resume
 Show progression of increased
responsibility and advancement
 Include section highlighting specific
skills/keywords
 Active vs. Passive words
 2 - 3 pages

17. Interviewing
 Prepare, prepare,
prepare
Research company and
each person you will meet
Come armed with good, big
picture questions
 When possible, maintain
control of the
conversation
Ask questions, revert back
to relevant skills and
experiences

18. Interviewing
 Show high level of interest in company
and opportunity
People hire candidates who want to work for
them
 Project yourself in the role/company
 Close, close, close
Be proactive at conclusion of interview

19. Recruiters
 Be responsive
Timely feedback following
interviews
Provide resume and other
documentation promptly when
requested
 Be open and forthright about
compensation, personal
circumstances, etc.
 Deal directly with recruiter
only during recruiting
process
 Be coachable

20. Tim Ward
Principal
The McCormick Group, Inc.
703.841.1700 x270
tward@tmg-dc.com