David E. Perry & Mark J. Haluska 
Hiring Greatness [EPUB ebook] 
How to Recruit Your Dream Team and Crush the Competition

How to Maximize Your Use of this Book xvii
Foreword xix
Preface xxiii
Chapter 1 Great Expectations: Defining Value 1
Why Hiring Greatness Matters 7
Height of Value: Knowing What’s Important 10
Sight of Value: Finding What’s Important 12
Flight of Value: Get What’s Important 14
The ‘Perfect Storm’ 19
Chapter 2 Architects of Success: Setting Up the Search Committee 29
How to Form a Functional Search Committee 31
How to Select a Search Committee
Chairperson 32
Duties of the Search Committee Chairperson 34
Chapter 3 Preparation: Recruiter Nomics 39
The Importance of Due Diligence 40
The Job Description—Your Foundational Document 43
Creating the Position Profile 51
The Confidential Candidate Brief 57
Your Interview Guide 62
Chapter 4 Positioning the Opportunity: The Quick and the Dead 65
It’s Go Time! 69
Search Research: The Black Box 70
Benchmarking 83
Attracting the A-Players 90CONTENTS
Recruiting and Screening 91
Closing on the First Face-to-Face Interview 99
Tradecraft 99
Chapter 5 Finding the Right Fit: Lions Don’t Need to Roar 101
The Importance of Planning 104
Interview Etiquette—Putting Your Best Foot Forward 106
How to Shape a Robust Interview Process 108
The Quick and the Dead 112
The Five Pillars of Success 115
Four Common Failures to Avoid 121
A Progressive Two-Stage Interview Process 123
Face-to-Face Interview with Two Recruiters 129
The Search Chair Interview 134
The Ultimate Hiring Authority’s Interview 139
The Search Committee Interview 143
The Candidate’s Business Presentation 145
Chapter 6 Due Diligence: Don’t Hire a Liar 149
Catch Me If You Can 154
Negligent Hiring 159
Profile of a Good Reference 161
The Main Event 168
Setting the Stage 168
Tactics to Enhance Your Reference Checking 172
How to Evaluate References Effectively 176
Chapter 7 Sealing the Deal: The Future Is in Your Hands 181
Five Rules to Developing a Winning Offer 183
Presenting the Offer 186
The Best Candidates Have the Shortest Shelf Lives 187
How to Extend the Honeymoon Period Indefinitely 189
Counteroffers 193
Conclusion 194
Epilogue: All In 197
Acknowledgments 201
About the Authors 203
Appendix A Position Profile 205
Executive Search Mandate 205
Appendix B Confidential Candidate Brief 211
Working with Perry-Martel International Inc. 211
Index 217

DAVID E. PERRY, nicknamed the ‘Rogue Recruiter’ by the Wall Street Journal, has three decades experience recruiting senior executives as Managing Partner of Perry-Martel International Inc. He has closed more than $300 million in deals on 5 continents with a 99.97% success rate. He pioneered the professional practices described in this book.
MARK J. HALUSKA is an executive search professional who has drawn attention from many of North America’s better-known boutique recruiting firms and choice corporate clients.