The difference between an applicant and a candidate lies not only with their professional viability, but with the degree to which they view your position as an opportunity. An applicant happened to be reading the want ads that day. Your consultant will have apprised you as to the candidates interest level, professional and personal concerns, as well as salary needs. Most importantly, your consultant will handle the offer, and will have determined the existence of competing offers. Usually, a candidate would not have been presented if genuine interest in the opportunity you and your firm has to offer did not exist.
Money is of secondary interest to a genuine candidate, after environment and professional growth.
Your consultant is better qualified to handle the offer and acceptance than anyone else because he or she knows the candidate better. This enables your consultant to isolate objections and concerns and to address them with the objectivity of an interested third party. Unknown to him, the candidate was entertaining another offer, from outside the industry. The candidate rejected the initial offer from the CFO, weakening the hospital s bargaining position. The candidate was not prepared to accept or reject either offer, because he did not know which career track to follow.