C.O.B.S. is a methodology that we advocate should be used with each and EVERY candidate that a search consultant interacts with, at EVERY level of the process. By utilizing the COBS approach you will do a couple things.

• You can ensure that you and the client have a full understanding of the candidate’s motivations and desires.
• You can leverage this information at every step to make sure the candidate is still TRULY interested.
• When it comes time to close the candidate for the position you have more than just a compensation number to ensure that the candidate feels good about his choice and will unequivocally say “yes” when the offer is extended.
• These are also the main “hot buttons” that your client will use to sell and close the individual

So what is COBS? These are the 4 areas in addition to base salary that must be covered with any candidate about their true aspirations in making a job/career change.

• COMPANY - in terms of a company what are you looking for? (Projected growth, size of company, location, silicon valley type office, international or not, cutting edge tech, start-up, fortune 100, etc…)
• OPPORTUNITY - in terms of the opportunity what are you looking for? (New title, management position, large/small team, travel/no travel, rapid promotions, more freedom, use of different skills, bigger territory, different industry, work remotely, work internationally, sit on a committee etc..)
• BOSS - in terms of the boss what are you looking for? (A hands off leader, a micro manager, collaborative/team environment, someone you like and can go to a ballgame with, etc…)
• SPECIAL INCENTIVES - in terms of special incentives what are you looking for? Commission, bonus, relocation, Healthcare, 401k, PTO, maternity/paternity, equity, car/gas allowance, gym membership, free lunch Friday, etc…)

This approach will lead to submitting much higher quality candidates to your clients and will lead to a much higher rate of acceptance and retention. As always curious to hear thoughts and comments. Hope this is helpful!

Bassman Growth Advisory Partners

14917 Bellbrook Drive,

Dallas, TX 75254

Phone. 972-361-0911