How to Discover the Value or ROI of a Search Project ?

I wrote a lot about ROI in an earlier post. How can this ROI, or value be discovered ?

The answer is to ask the relevant questions, so that the real value, or ROI of the  project, can be uncovered.

Examples of such questions, borrowing from Allan Weiss (on this link you can find a plethora of IMHO very useful sales questions):

- What will the placement of the right professional mean for your organization ?
- How would you assess the actual return of a succesful placement ?
- What would be the extent of the improvement (or correction)?
- How will these results impact the bottom line (of the division, business unit...) ?
- What are the annualized savings (first year might be deceptive)?
- What is the intangible impact (on reputation, market perception....)?
- How would you, personally, be better off or better supported?
- What is the scope of the impact on customers, employees, vendors?
- How important is this project compared to your overall responsibilities?

The better you know an industry and sector, the more you can customize and fine-tune the questions above - I do not suggest you mindlessly parrot them, on the contrary, reflect, think, medidate on them before you visit a prospect, or enter a follow-up meeting.

As you will realize, most of above questions imply you can talk directly to the hiring manager. If not so, and you have to do with the Job Description drafted by HR, not all is lost. If you get the mandate, no one will isolate you from the hiring manager (except for the hopelessly insecure buyer).

Always, always talk to the owner of the problem you will be solving. The great HR manager will actively seek the participation of the hiring manager in the pre-mandate evaluation, and effectively facilite. Ask questions, and listen.