Most of my consulting time is spent putting together wealth transfer plans for successful business owners. Invariably, about half of my clients bring up two critical and related operational problems: "How do I keep my top executives? "(The headhunters-usually working for a competitor -are always circling.) And, "How do I attract new quality people?" No, the problem is not new. It's been a problem in the past and, more than likely, will get worse in the future as the bidding war for talented people escalates. What to do? Almost 20 years ago, after struggling with the problem for about a year, we decided to develop an organized plan to find the answers. We interviewed our few client/owners who did not have the two problems; we also interviewed their key management people. Then came the hard part: getting permission to interview the key people at clients that were suffering with the problem.
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