New hurdle: who will buy candidate's home?

• Author: Marshall, Jeffrey
• Position: RELOCATION

With executives increasingly reluctant to relocate for a new job, employers are being forced to become more proactive and creative in their efforts to persuade top talent to move, according to Salveson Stetson Group, an executive search firm in Radnor, Pa.

"Over the last decade or so--and especially since 9/11--it has become increasingly challenging to get employees to relocate for a job," said Sally Stetson, co-founder and principal of the firm. "Not only does the position need to be compelling, but candidates are requiring the total relocation package to be outstanding, as well."

One new wrinkle having a major impact on relocations is the depressed state of the housing market, says co-founder and principal John Salveson. "One of the first questions we often hear from an executive presented with a relocation opportunity is, 'Great, but will they buy my house?'" Companies interested in moving an executive may find that part of the price needs to include the purchase of the candidate's home, or creative funding to compensate for the poor real estate market, Salveson adds.

Other trends that relocating candidates are likely to see from companies courting them include:

* A strong push to pre-sell the new location. "Companies are finding they must become much more proactive in helping candidates understand the features and benefits of a new city or...