When considering a candidate for a position, we always probe for what a candidate has (responsibility – place in corporate chain of command – travel – do they like their boss – future with company -geographic area – comp base/variable etc.) and what they are looking for.

People change positions for a reason, usually something is missing from their current position that can be better accommodated with your position. This is referred to as “position differential”.

It is very important to understand this concept because it is the reason a person will change jobs. You will know if your position is a fit for the candidate if you can fulfill their position differential.

This is a separate function from determining if the candidate has what you are looking for!

Keep this position differential in mind when structuring the offer and you will more likely land the winning candidate!