Whether a company is going through a merger, acquisition, bankruptcy or is separating from their parent company, recruiting for “troubled” employer could present some tough challenges. Generally speaking, top performers don’t want to join “troubled” companies. So how does a recruiter sell a job opportunity at a company going through big changes? Below are a few tips:

1. Get the facts and only the facts.  Find out exactly what is going on at the employer.  This is not where you want to depend on assumptions or rumors.  Have a heart to heart talk with the hiring manager and find out what types of challenges a new hire might expect to face if they take the job during the employer’s transition.
2. Negotiate a bonus offer.  Make sure the employer understands that they need to add an “extra” if they expect to get even competent talent in the position they’re trying to fill.  Can the employer offer a generous severance package if there are unexpected layoffs within two years?  Something along those lines can help calm the nerves of prospective job candidates.
3. Put the situation into perspective for the job candidate.  Instead of just saying that a company is being acquired (merging, reorganizing debt etc.), let the job candidate know how that would impact them in their jobs.  For example, will they face a salary reduction?  Will job duties change?  Will they end up working for a different manager?  Cover the good and bad possibilities with the job candidate so that they can make an informed decision.
4. Sell the positive aspects.  A recruiter trying to fill positions in a changing company should be prepared to sell the positive aspects of the employer. Do they have generous benefits?  Is there a lot of opportunity for career growth?  Is there free or low-cost continuing education? Whatever it is, don’t miss an opportunity to make the job candidate are of it.