Both can set false expectations…
By: Vincent Scaramuzzo, President, Ed-Exec, Inc.
So we are 3-3 here in the Northeast. Even distant parts of the country are starting to learn what our “Nor’easter’s” are all about. Nor’easters are named after their winds, which blow from the northeast. They’re a common storm during the winter and early spring months along the Atlantic coast of the US.
Whenever one is coming our way the forecasts for snowfall totals quickly begin. Just as quickly the questions begin. How much snow will we get? Will school be cancelled? No one can accurately forecast these unpredictable storms and they often leave people frustrated.
If 3″-6″ of snow is predicated, and we only get 4″ – the overwhelming consensus is “the weather people got it wrong again”. In reality they didn’t, the forecast was spot on, yet this happens every single time. The false perception is 6″ of snow is coming – not 3″-6″. When we get less snow, the expectation is not met, and everyone is disappointed with the forecast.
The same applies to salary ranges. Running an education search firm I have learned that if a candidate hears that the position pays $80-100K they immediately expect $100K. It seems to be human nature that if we hear a range for something we immediately default to the high side of that range. After all, why wouldn’t someone want $100K if that was the high end of the range. By stating a range they already know you have the budget for it. However like the snow forecast if the offer comes in less, the candidate is not only disappointed, but very likely to negotiate or turn the job down completely. They sometimes even find an offer below the high end of the range insulting.
So what is the fix? Well for the snow totals – good luck – I can’t help there – Ed-Exec, Inc. is an academic search firm, not the Weather Channel. As for salary ranges I recommend only sharing them if you are 100% comfortable offering the high end of it. Otherwise let the candidates know you don’t have a set range for the position. That the salary is commensurate with the position, the candidates experience, market conditions, and other external factors. Let them know if they are the candidate of choice and you feel confident an attractive offer will be made.
The weather people do a great job of letting people down. Let’s leave them to their craft and have happy candidates accepting your offers.
Vincent Scaramuzzo is the President of Ed-Exec, Inc. A leading Education Executive Search Firm. He is also a contributing author to various education publications. As a specialist in the education field for over a decade, running an education search firm, Scaramuzzo works nationally. He can be contacted at vincent@ed-exec.com 860-781-7641.