Hiring a revenue-generating search professional isn’t just about making an offer. It is about executing a well-timed, strategic close that maximizes excitement, minimizes risk, and ensures a smooth transition. The best hiring processes follow a carefully crafted rhythm, where momentum builds steadily to a crescendo of excitement at just the right time.
The Excitement Curve: Aligning Timing and Momentum
Much like Samantha Price at Audacious Ventures discusses in her concept of “excitement convergence,” hiring a top biller requires impeccable timing. Both the hiring firm and the candidate need to feel peak momentum at the same time. If the process drags, enthusiasm wanes. If an offer comes too soon, it feels premature and unearned.
For revenue generators, this excitement curve is not just about their enthusiasm for your firm. It is about business alignment. Their client relationships, pipeline, and financial incentives all factor into the transition. The offer must align with their ability to close out existing deals and collect commission while ensuring they are ready to start fresh in your business.
A third-party search partner can be instrumental in managing this timing. With their deep understanding of both client and candidate priorities, they can help ensure that momentum is maintained and that both parties remain aligned on expectations. Recruiters provide an objective view of when a candidate is truly engaged and when additional steps may be necessary to keep excitement levels high.
The Crescendo of Excitement: Structuring the Final Steps
The best hiring processes are designed with momentum in mind. The final stages of the interview cycle should feel like a carefully orchestrated sequence, with each interaction building toward the offer. Ideally, the last meetings take place in quick succession, with two or three interactions over a short period to keep the energy high.
This structured approach creates a natural crescendo, a peak moment when both sides feel the excitement and conviction to move forward. A disjointed or drawn-out process can kill momentum, while a well-paced one ensures a seamless close.
A third-party recruiter plays a key role in keeping this momentum going. They coordinate scheduling, maintain engagement, and act as a trusted intermediary to ensure that excitement does not fade due to unnecessary delays. By anticipating potential bottlenecks and proactively addressing concerns, they help keep the process on track.
Synchronizing with the Revenue Generator’s Book of Business
Unlike other hires, a revenue-generating search professional’s transition is not just a career move. It is a financial and relational one. A few key considerations:
Pipeline & Deals: Does the timeline allow them to close outstanding searches without jeopardizing client relationships?
Compensation & Payouts: Have they had enough time to maximize their commissions and bonuses before making the move?
Notice Period Strategy: Are they equipped to transition smoothly, ensuring they leave on good terms while also ramping up effectively at their new firm?
A well-choreographed offer does not just consider when they want to join. It factors in when it makes the most financial and strategic sense for them to do so.
An experienced recruiter understands these nuances and can help navigate them effectively. They work closely with candidates to ensure the timing aligns with financial incentives and professional obligations, reducing the risk of last-minute hesitations or counteroffers. By proactively managing these discussions, recruiters help both parties arrive at a transition plan that benefits everyone.
The Role of the "Shepherd" in the Hiring Process
One of the most overlooked yet critical components of closing a revenue generator is the presence of a "Shepherd," a senior stakeholder who serves as the candidate’s guide and champion within the business. This should be someone with significant influence, such as a Head of Practice, COO, or Managing Partner.
The Shepherd plays a crucial role by:
Creating a sense of belonging before the offer is made by helping the candidate feel embedded in the culture and future vision of the firm.
Offering insight into leadership and firm dynamics by providing clarity on how decisions are made and how they will integrate into the team.
Acting as an internal advocate by ensuring that the firm’s enthusiasm is felt at every stage and that concerns are addressed in real time.
Your Seach Partner can complement the Shepherd’s role by ensuring clear communication between all parties, relaying feedback, and reinforcing excitement on both sides. They act as a bridge, ensuring that the candidate feels supported not just by the internal champion but also through a structured and professional hiring process.
Choreographing the Perfect Offer
A revenue generator’s decision to move is multifaceted, influenced by both head and heart. The best firms master the choreography of the offer by:
Building momentum by keeping the process fluid and engaging, with no long gaps.
Aligning with financial and business realities by respecting the candidate’s need to finish strong at their current firm.
Leveraging a Shepherd by ensuring a senior stakeholder provides advocacy and continuity.
Partnering closely with your Search Partner to optimize timing, communication, and negotiations.
When all these elements come together, the offer feels not just like the next step but the only logical and exciting next step.
That is the art of hiring a revenue-generating search professional. That is the choreography of the offer.
