5 Mistakes Marketers Make When Negotiating A Job Offer (And How Not To Make Them)
Kimberly A. Whitler
The Forbes article, “5 Mistakes Marketers Make When Negotiating A Job Offer (And How Not To Make Them)," interviewed Russell Reynolds Associates Consultant Richard Sanderson about common mistakes CMOs make when negotiating job offers. His Q&A featured common mistakes and how to fix them, including questions
Negotiating a CMO job offer is quite challenging. Little has been written and so it is usually through word of mouth or trial and error that CMOs figure it out. To demystify the process, I consulted with an expert in the field, Richard Sanderson, leader of the Marketing Officers executive search practice at Russell Reynolds Associates. Below, he shares the common mistakes CMOs make when negotiating job offers and how not make them.
Kimberly Whitler: Across your career, you’ve been involved with placing dozens of
I. Not understanding when to bring up the compensation conversation with either the recruiter or the client. This is a really delicate topic. Too early, and the candidate is perceived as overly focused on compensation rather than the opportunity itself. Too late, and there is a risk of missing each other’s expectations and wasting time. Typically, a skilled recruiter will address this very early in a search, often touching on the subject in the preliminary conversation.
The fix: When a candidate is asked about their compensation expectations, that is also an appropriate moment to ask about the company’s compensation range or parameters for the role.
2. Not knowing about the new compensation laws. With compensation laws now changing in some cities and states, candidates are arguably in a stronger negotiating position as recruiters and clients cannot ask about compensation history.
The fix: First, do a quick search to find out what the laws are in your city or state. Oregon, New York City, Delaware
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