Today’s economic realities have created a “buyer’s” job market can be tricky to navigate.  Employers want to hire executives who can effectively perform the functions of a C-Level position.  However, employers are also wary of hiring someone who has been downsized or laid off, and who have expensive salary requirements.

As a retained recruiter, one of the questions I am frequently asked by potential C-level candidates is, “Why wouldn’t the company I recently interviewed with hire me at a lower salary than I previously made if I bring such great skills to the table?”  The answer is easy.  Companies are reluctant to hire talent at a lower salary because they fear the candidate will leave them as soon as the market turns around.  Decision makers may think you will eventually get bored, or worse, take their job.  Here are some practical tips to address this issue:

  • During the interview, make sure you are prepared to explain what it is about the position that makes it so desirable to you besides compensation (picking up skills or experiences you have not previously had, rapid company growth that would allow for promotions in the future, the companies reputation in the industry, etc.)
  • Let them know you will work hard at the new job, and preempt the argument by letting them know towards the beginning of the interview that you will not leave for a higher paying position as the market rebounds, based on your other motivations for seeking the position.
  • Explain to your prospective employer that you will bring a short learning curve to the table.  You will be able to produce from day one.
  • During the interview, talk about your accomplishments, and don’t be shy about discussing how you improved ROI, or saved your previous employer money.  This will motivate the employer to dig deeper and come up with a compensation package that is more commensurate with your actual worth.
  • Let the employer know that although you have a lot of experience, you will also be taking on new responsibilities that will make the job both challenging and rewarding.
  • At some point in the interview, interject that you are a team player and have glowing references from your previous bosses.  Make a point to mention how well you get along with co-workers, and have an example of a successful project that you completed based on teamwork. 
  • Make sure to convey that you have always been loyal to the people you report to, it is in your DNA.  Subtly reference an example of how you made your former boss look good.
  • If the employer persists that you have too much skill for the position, ask them to describe the perfect candidate.  They will most likely be describing you, and you can play to this in the interview.
  • At the end of the interview, ask for the job.


Follow these tips, and it will help to defuse any preconceived notions of why the employer should not hire you.  On the flip side, I have some clients who are attracted to candidates who bring lots of experience to the table, and who have traditionally made more than the employer is offering.  Although rare, in some cases the employer may feel they are getting a deal.

  Dwight Scott
  Director- Retained Search