Recruiting

E.J. Dieterle

Transcript

1. E.J. Dieterle, January 2014 Recruiting, Finding the RIGHT people, Compensation ..
2. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people Content 2 yespartners.com · © 2014 YES Partners, Inc. All rights reserved. 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad
3. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 1| US-Seminars in Europe 3 • Myth, Culture, Facts & Tips • finding the RIGHT people Legal HR Staff Taxes Berlin, Düsseldorf, Göttingen, Hamburg, London (GB), Paris (F), Wien (A), Zug (CH) … since 2002 Heidelberg, München, Nürnberg, Pforzheim, Regensburg, Stuttgart, Weingarten Other Seminars/Workshops in SV: - Building your Startup-Team - Job-Hunting (tips for candidates) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
4. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 4 1| EJ Dieterle YES Partners, Inc – CEO & Co-Founder YES Partners, Inc. Country-Manager (President & Managing Director) UK, Japan, Korea, USA (270 staff, NY & NJ – now CA) Alumni at IMD (Switzerland) Chair for HR @ GABA (German American Business Association) Member AHK/German Chamber USA (San Francisco/New York) Board of Directors @ @ Software Co (UK) Mentor @ GSVA (German Silicon Valley Accelerator) Advisor @ Software Startup (Germany), @ Telecom Startup (Canada) Speaker (International Business) Keller/DeVry University & Haas/UC Berkley NACD (National Association of Corporate Directors) Rotary Club (Club President 2009-10) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
5. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 1| YES Partners, Inc. 5 International Executive Search (retained Recruiting Firm / “Headhunting”) – est. 1994 (Japan) Recruiting primarily Executives (Management Staff) – CEO, CFO, COO, CMO, Country-Manager, President, Managing Director, V-level (VP, EVP, SVP & Director-level ) – All Industries & Company-Functions Clients – Early Stage (prefunding) Startups to Fortune-50 Companies Searches carried out in Source: http://yespartners.com yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
6. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 1| References Source: http://yespartners.com/AboutUs/ReferencesandTestimonials/index.html 6 yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
7. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7 Content 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
8. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 8 2| typical Problems for Market-Entry USA • Lack of understanding for laws & Regulations • Wrong setup legally & tax-wise • Not prepared for increasing demand (size market, volume) • Lack/understanding of market & (Business) Culture • Insufficent Budget – (trade-fairs, PR/Marketing, traveling, entertainment) • Management in USA = 1 boss “no Joint Signature (Gesamtprokura)” • Underestimate time & efforts for relationship-buidling • Wrong Staff! – Germany best Person = “Best Engineer” – USA best Person = “Business Person, Sales” (based on 10+ years Marketentry Seminars) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
9. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people o 9 1. No Businessplan 2. Lack of local Market-Knowledge 3. Insufficient funding 4. Unrealistic Goals 5. Wrong Staff in USA 6. Not paying attention to competition 7. Insuffucient inter-cultural Management 8. Wrong location 9. Shrinking number of Clients 10. Uncontrolled Growth 2| Reasons Companies fail in US Market yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
10. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 2| Geography & Timezones 10 10 PST MST CST EST AKST HST FRA – KWI (Kuwait) ~ 5hrs JFK(NY) – SFO ~ 5hrs yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
11. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 2| Population Distribution 11 > 10.0 mio 5.0 - 10.0 mio 2.5 - 5.0 mio 1.5 - 2.5 mio 1.0 - 1.5 mio Size of Metro-Areas CA D (81m) (Rest of USA) US-Staat (Ranking) Population 2012 (mio) USA 313 1 California (12%) 38 2 Texas 26 3 New York 20 4 Florida 19 5 Illinois 13 6 Pennsylvania 13 7 Ohio 12 8 Michigan 10 9 Georgia 10 10 North Carolina 10 yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
12. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 2| Main Manufacturing in States 12 NC VA GA SC IL WI MI OK ND MS AL TX CA OR WA MT ID NV UT AZ NM CO WY SD NE KS MN IA MO AR LA IN OH KY TN FL PA NY WV VT/NH ME Source: http://www.nam.org yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
13. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 13 2| The United States of America Meltingpot of Cultures & Nationalities yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
14. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 2| Cultural Differences (in Business) 14 (Source: Patrick Schmidt) Germans tend to be .. • Task-oriented • Reactive • Long-term oriented • Loyal to the company • In contracts more Relationship- oriented • Quality-or-life oriented • Accepting of collective authority (Gesamtprokura) • Consensus-oriented Americans tend to be .. • Result oriented • Proactive • Short-term oriented • Local to themselves • In contracts more Short-term deal oriented • Materialistic • Distrustful of collective authority (only one Boss) • Competitive & individualistic yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
15. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 15 2| Business-Meetings (Source: Patrick Schmidt) • Formal • Systematic • Slower in decision-making • Needs extensive information • Factual • Overly-analytical • Informal • Improvised thinkers • Eager to get immediate results • Satisfied with minimum of information • Exaggerating • telegraphic Germans tend to be .. Americans tend to be .. yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
16. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 2| German-American (JV) Teams 16 (Source: Patrick Schmidt) • Problem-solving from an engineering point of view • Decisions & plans binding • Americans = “cowboy mentality” (shoot first & ask questions later) • Due to active participation in discussions, can later work more autonomously and need less communication with colleagues later • Think Americans ask redundant questions during implementation • Group Leader seen as mediator - expected to integrate differing views by persuasion • Problem-solving as more open-minded (brainstorming) • Decisions & plans guidelines • Think long German discussions are “paralysis through analyzing“ • Don’t say much in initial discussions, hoping to getting to work, expect more communication later • Perceive Germans as impersonal and inflexible during implementation phase. • Group leader is the decisionmaker expected to set goals in top-down manner Germans tend to be .. Americans tend to be .. yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
17. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 17 Content 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
18. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 3| be “GLOCAL” Think GLO bal – Company Mission, Philosophy, Management, Strategy, Finance, Manufacturing Act Lo CAL – Marketing, Sales, Distribution, HR / Staff 18 GLO BAL LO CAL yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
19. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 3| JD Components (Job Description – internal) 19 Position Name / Title (z.B: Western USA, President Americas, CEO) Location Where is the position located? Geographic Responsibility? Reports To whom reports the Person? How many Staff report to the position? (& Type?) Responsibility Responsibilities & Duties towards the Company Goals? Milestones? Qualifictions Minimum Experience? (USA = Number of years) ~ 3 years / junior ~ 5 years / some experience ~ 10+ years / very good experience Travel Req: How much travel-time is required? (% time) Other (internal only) What is the company offering? • “Package” (Salary: Base, Bonus), Equity? • Vacation, (Performance, Incentives, Commission?) • Social Benefits (Healthcare, Medical, Dental) (= in USA nothing mandatory!) • Company-Cars not common – rather “car allowance“ yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
20. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 3| Expat or local Hire? 20 consideratons Expat Local Hire Task & Position Sometimes better for manufacturing or Operations (knows HQ & Company-Culture) Usually better for local Marketing & Sales, HR (knows local Culture, Rules & Laws & has local “Connections”) Communication with HQ, Culture & HQ Staff Language Cost for a Company Typically higher cost (move, family, schooling, memberships s.o.) Family (Country-club) & Schooling, Move Typically paid by company Working-Permit, Visa Dependent on Nationality of the Expat Knows how business done? Culture, Mentality? Trend Trend downwards Dependent of individual situation or purpose. Since years trend upwards Typically businesses are developed faster. ? ? ? ? ? yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
21. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 3| Reasons for more local Hires? Speaks already (local) Language (resp. Dialect) Typically lower Cost to Company No Move by Family, Schooling, Children s.o. No Problem with Working-Permit (Visa, Expiration) Can be hired / start relatively quickly Often longer client-relationship (no limited Stay) Knows the local Culture, Mentality & “how to do Business” i.e. the local person already - Knows the target- clients - Has the local client-relationships - Knows the contacts at the target-clients 21 Local hire leapfrogs the learning-period Expat needs time to learn & build relationships (Many companies conside 1st year ‘lost’) ~ 1 year? yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
22. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 3| Different Stage = Different CEO/Manager 22 Major CEO-Skillsets required Company-formation, Fundraising, form a “team” Startup Setup System, Execution B&C round A-round Expansion, Admin “Public Co” issues SOX, quarterly reports Public Pre-IPO Founder could become (example) - Chairman? - Chief Strategy - ? yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
23. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 23 Content 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
24. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 4| Finding people is EASY … 24 … but finding the RIGHT people is NOT easy! However having the RIGHT people often determines the success (or failure) of a company. 82% candidates lie about, or exaggerate, their skills and experience on their LinkedIn profiles http://nett.com.au/news/do- people-lie-on-linkedin-100370 yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
25. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 25 What does this mean? • Companies cannot reach those Candidates • Candidates do not hear about (interesting) open positions … those candidates are more desired and are typically more/better qualified. (they are focusing on their work and do not look for a position) (USA) 4| Candidate-Pool 86% Passive & employed Do not send out their resume Do not read Newspaper-Ads Do not look at Job-boards Pull Passive looking Actively for a Position 14% Actively sending out their resumes Actively looking at Jobboards Actively looking at Newspaper-Ads Push yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
26. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 4| Types of Recruiters 26 Employment, Staffing, Placement (Contingent) Typically trying to sell available candidates to companies Non-exclusive = therefore limited efforts Typically (many non-matching) resumes submitted (volume- business). Typically lower to mid-level positions. Same candidates offered to other companies! Retained (3rd Party – Exclusive - targeted Search) Focus is finding the right people for Career-opportunities, i.e. specific skills & experience for clients (Companies) Hired exclusively (retained) by a company (~ similar lawyer) Typically for mid- to higher-level positions Inhouse Recruiter works primarily as Coordinator with the Hiring Managers to fill Company-internal (inhouse) openings (mainly via Ads) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
27. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 27 Staffing & Contingent Retained Firm works for Candidates Firm works for Client (Company) No Confidentiality Confidential Searches (replacements ..) Typically junior, lower + mid-level C-/VP-level, Director & ‘difficult to fill’ No Search (passive collection) Targeted Search (active) Low priority (often easy positions first) High priority (due exclusivity) No designated team Designated team Candidates not exclusive & offered to other companies also! All candidates are exclusively offered to the client Sourcing ex Resume-banks & jobseekers Direct approach (targeted Search) of passive candidates Lower quality candidates Quality candidates (targeted search) Often not matching requirements (inundated with resumes) Only high calibre & matching candidates (due exclusivity) Candidates submitted once received (often non-matching & not interviewed) Only matching candidates presented (all have been interviewed) Payment upon placement Typically 3/3: retainer, interview & end 4| Difference Contingent <> Retained? YES Partners specific: Global Offices Lead office principle No Risk (No upfront pay) “for Equity” Searches Pull Push yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
28. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 4| Recruiting Method by Position-level 28 Search CFO,CMO,COO CEO, CFO V: VP,SVP, EVP, AVP Director, Director, Director Staff, Engineers, Staff, Engineers, Staff Manager, Manager, Manager C-Level ~ 100K+$ upwards V-Level BOD yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
29. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 4| Recruiting Methods by Process 29 ? Company People ? ? ? Targeted Search hired either by • Board • CEO • Line Manager • HR (& int. Recruiter) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
30. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 30 4| Typical Steps in a Retained Search Search Methodology Weekly Report ~ 4-6 Weeks Client Interviews incl. current Comp- Packages (Competition & Market) of candidates Shortlist (Summary) Reference check (360) & Strategy team Interviews & Evaluations Negotiation Guaranty (3 Months) Advantage for Companies • Focus on passive Candidates • All Candidates are qualified & from Target-Industries & Companies • All Candidates personally interviewed & evaluated • Interviews are coordinated • Candidates can start from Day 1 • Company can focus on core business (time & focus) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
31. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 31 Content 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
32. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 5| many US-Laws (incl HR) on State-level 32 HST yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
33. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 5| Non-Compete Clause (CNC) (example “CA”) 33 Employee in CA = CNC not enforceable Dependent on US-State where CNC enforceable) CNC (non-compete clause = “covenant-not-to-compete”) refers to a Clause in the Employment-Contract (Offer-Letter?) saying that an employee cannot join the competition. CNC is dependent on the US-State the employee works in (not in which US-State the Employer is located) Example California: yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
34. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 34 Content 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
35. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 6| How much Salary? Equity? 35 ? ! yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
36. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 6| Comp Trends (SV Startups) 36 $0 $50,000 $100,000 $150,000 $200,000 $250,000 $300,000 Director ~ VP ~ CEO ~ BaseSalary Bonus PreFund ~ 10-20% founding CEO 15-25% ~ 5% 1-2% PostFund ~ 6% founders ~ 10% ~ 1% ~ 0.2% VentureHack (post A Funding) Title Range (%) CEO 5–10% COO 2–5% VP 1–2% Independent Board Member 1% Director 0.4–1.25% Lead Engineer 0.5–1% 5+ years experience Engineer 0.33– 0.66% Manager or Junior Engineer 0.2–0.33% Source: http://venturehacks.com/articles/option-pool-shuffle yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
37. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 6| Salary/Equity Ideas (compiled Pre- & post-funding) 37 Title Cash Comp Cash Median Bonus % Co Equity % Co. Median CEO Founder 100k-250k 200k 0-100k 5-20% 9.0% CEO Non-Founder 180k-260k 225k 0-150k 3-7% 5.0% President / COO Founder 100k-200k 175k 0-50k 3-8% 5.0% President / COO Non-Founder 150k-230k 200k 0-75k 1-3% 1.5% CFO Founder 100k-170k 150k 0-20k 1-5% 2.5% CFO Non-Founder 100k-200k 160k 0-50k 0.5-1.5% 1.0% CTO Founder 120k-200k 160k 0-30k 2-10% 4.0% CTO Non-Founder 125k-200k 160k 0-50k 0.5-2% 1.0% VP Engineering Founder 150k-185k 160k 0-30k 1.5-5% 2.5% VP Engineering Non-Founder 150k-200k 175k 0-50k 0.7-1.5% 1.0% VP Sales Founder 175k-200k 175k 0-60k 1.2-5% 3.5% VP Sales Non-Founder 160k-200k 175k 20-150k 0.7-1.3% 1.0% VP Business Dev Founder 150k-180k 170k 0-35k 1.5-5% 3.0% VP Business Dev Non-Founder 150k-190k 175k 0-70k 0.5-1.3% 0.75% VP Marketing Founder 140k-180k 160k 0-30k 1.3-7% 3.0% VP Marketing Non-Founder 160k-190k 175k 0-50k 0.5-1.2% 0.8% Source: http://www.askthevc.com/wp/archives/2007/06/what-are-typical-compensation-numbers.html early stage and more mature startups yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
38. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 6| Salary & Equity (Engineers / Developers ~Nov/Dec 2013) 38 Source: AList yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
39. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 6| Salary-Levels (Base-Salaries $/thousand – Nov 2013) 39 $0 $50 $100 $150 $200 Sales Leader (Cleveland, OH) Sales Leader (Midwest) VP Sales (Midwest / Remote) Area Sales Manager (EastCoast) Pharma Sales Exec (Charlotte, NC) Pharma Sales Exec (Boston, MA) Account Manager (Duluth, MN) Dir Sales & Mktg - Constr\ (LAX/SJose) Commercial Producer (Columbus, OH) Industrial Sales Representative (OH) Construction Sales Representative (IN … Software Sales Representative (Cinc, … Sales Representative (CHI, BOS, LAX) VP of Sales Food (MO) Healthcare Sales Exec (South CA) Biz Dev Manager (Nationwide) Senior Online Sales Exec (Eastern US) Biz Dev Manager (Pittsburg, PA) Director Of Sales (Midwest) Chief Architect (IT) , (CA) Sales Engineer, Regional (Eastern US) Regional General Manager (Dallas, TX) Sales Engineer (Buffalo, NY) Operations Manager- Supply Chain (NC) Principal Optical Design Engineer (MH) Dir of Procurement (Mid/South) $140 $130 $125 $200 $120 $100 $80 $100 $150 $110 $90 $140 $110 $200 $110 $125 $175 $120 $140 $190 $130 $140 $120 $145 $150 $160 Large Differences depending on • Industry • Geography • Responsibility (Budget, Staff) • Size of Company Branch or BU Business Unit) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
40. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 6| Incentive-Systems (Considerations) What is the desired result? Turnover? Marketshare? Profit? Specific Clients? Milestones? Check regularly if the “development” is still in line with target KISS (“keep-it-simple-stupid”) the easier the better (beer-coaster) Benchmark (Competition) are incentives “in line with market”? Commission Structures 1/ Salary & Commission (Provision) 2/ Salary & Bonus 3/ Salary & Commission & bonus 4/ Commission only Staggered Incentives? (Manager <> SalesReps / Salesperson?) First time & recurring sales? When will it be paid? (Example: Software / RevRec) Incentives in USA can easily double the base-salary US-Companies more readily offering longterm-Incentives (Equity/Options) 40 yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
41. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 41 Content 1| Intro - E.J. Dieterle, YES Partners, References 2| USA – Marketentry, Timezones, Population, Cultural Differences (D/USA) 3| Whom? – GloCal, JD, Expat<>Local, Diff Stage/diff Manager 4| How? finding People, Recruiters, Active/Passive, Sources, Steps/Retained 5| HR-stuff - Laws by State, CNC/ California non-compete (CA), 6| Salary/Equity - Salaries, Trends, Packages, Equity & Sales-Incentives 7| Resumes & Interviews - US-Resumes, Do’s/Don’ts, Job-Ad yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
42. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| Startups founded by Immigrants 42 18% 19% 19% 23% 24% 26% 31% 32% 36% 44% 52% % nach Region 8% 9% 20% 25% 26% 28% 32% 35% Defense / Aerospace Environmental Bioscience All Industries Innovation & Manufacturing Software Computer / Communication Semiconductor % nach Industry Source: Kauffman Foundation, Foreign-Born Entrepreneurs: An Underestimated American Resource yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
43. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| typical Job-Application Docs/Resume 43 Western-Europe D, A, CH, NL, I, F Eastern-Europe Asia (China, Japan, Korea) USA (& UK) Cover-letter Yes (old: handwritten) I & F= usually not Not common Yes (sometimes still handwritten) Yes, cover-letter common (or email) Photo Yes , NL,F & I = not Usually No Yes NO! CV (Resume) Yes, including gender, Address, DoB, marital status (old: profession/ parents) I&F usually 2-3 pages Yes Yes, incl. gender, mar/single, health. Towards foreign companies common in local L & english Yes, but no ref. to: gender, married?, children, religion, photo, DoB (latest position first = 1-2 pages) Performance letter Yes = letter from former employer. (excpt NL, F, I) No No No References Seldom, F=4-6 former Boss/Peers I = no List of references (also “upon request”) “Recommendation” of (former) boss, peers or friend Common (2-3) “upon request” – prior Boss, Staff or Peers Certificates Yes, Certificate/ schooling, education, apprenticeship (NL, F, I = no) Yes, Certificates on schooling, education & Apprenticeship certificates about schooling/education & sometimes passport Usually not/ or “upon request” Other - - evtl. passport, blood- type & facial feature - yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
44. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| Interviews in USA - “Do’s” 44 Do … Purpose 1 Use open-ended questions: (what, how, when, why) This way it is not just a Yes or No answer, the candidate is forced to explain in his/her own words 2 Listen to success stories & how problems are solved & tackled- Leadership, Adaptability, Initiative, integrity, honesty & communication skills 3 Listen to accomplishments indicates problem-solving skills 4 Ask for self-evaluation “What would your boss say about you …?” 5 Be prepared to share expectations of company example: goals+ targets of the company 6 Ask the same basic questions to ALL applicants ..so you don’t discriminate against anyone 7 Take detailed notes .. To keep track of individual candidates .. 8 Don’t write comments on resumes (Assume your notes are public ..) Yes, they can be. (in court) 9 Keep notes job-related You never know who might read it 10 Avoid any references to “protected categories” (age, race, color, sex, religion …) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
45. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| Interviews USA - “Don’ts” 45 “protected categories” (geschützte Kategorien) DON’T even think about asking … Marital Status NO! (Mrs, Ms or maiden name) Age (Alter) NO! (Birthday only after hiring) Birthplace/ origin NO! Race / color) NO! (only after hiring – see handout) Gender NO! (only after hiring – see handout) Religion NO! Citizenship Only after hiring: about Citizenship, legal residence (handout) Parental status NO! (only after hiring) Military service If yes/no served is OK, but everything else after hiring! Education OK for schools, language skills (see handout) Photographs NO! (only after hiring – see handout) Disability NO! (only after hiring – see handout) ~AGG (2006) ~AGG (2006) ~AGG (2006) ~AGG (2006) ~AGG (2006) ~AGG (2006) (refers to Civil Rights’ Act & US Antidiscrimination Laws) yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
46. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| good Job-Ad? 46 Female, age 25-35, for administrative assistant position, Front office appearance & pleasant phone manner; fluent English. Great job security! Send resume to Startup.com yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
47. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| good Job-Ad? 47 Female, age 25-35, for administrative assistant position, Front office appearance & pleasant phone manner; fluent English. Great job security! Send resume to Startup.com 1.Gender 2. Age 2. Disability 4. National Origin 5. Implied Contract No!… would be discrimination against yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
48. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| … some food for thought … 48 yespartners.com · © 2014 YES Partners, Inc. All rights reserved.
49. San Francisco · New York · London · Paris · Hannover · Tokyo · Seoul · Beijing · Hong Kong · Shanghai Finding People is Easy, finding the Right People is not. USA – finding the RIGHT people 7| Contact 49 “EJ” Dieterle YES Partners (Inc). San Francisco (Menlo Park, CA - Silicon Valley), USA www.yespartners.com Email ejdieterle@yespartners.com Office +1 (650) 726-8733 x701 Cell (US) +1 (650) 704-9869 yespartners.com · © 2014 YES Partners, Inc. All rights reserved.