Before the call
- Confirm level from the debrief, not from the resume
- Know your band: floor, target, ceiling, and where you'll walk
- Prepare the "why this role" narrative in one paragraph
The offer call itself
Lead with the role and the growth arc, not the number. Then walk through the components: base, equity, bonus, sign-on. Pause. Ask what would make this a yes.
Handling counters
- Ask what changed since the initial conversation
- Understand competing offer specifics before responding
- Move on the lever you can defend to future teammates
The close
Recap in writing within 24 hours: role, compensation, start date, and one line on why you're excited to have them. Silence between the call and the paperwork is how offers die.
Common pitfalls
- — Anchoring on your ceiling too early. You'll pay above market and set a hard cap.
- — Making the offer feel non-negotiable when it isn't. Candidates read that as inflexibility.
- — Winning the negotiation but losing the relationship. The next 12 months matter more.