Tag: Recruitment

Recruiting Like Carla Connor!

Turn on the TV any weekday at 7.30 and during the next half hour’s soap you’ll almost certainly see someone either looking for work or starting a new job, or a small business looking for staff.

Have you ever seen anyone in Weatherfield or Albert Square register with a recruitment agency or scour a CV database? No...they recruit by asking around.

Who do you know who can do this?
Who do you know who’s hiring?
My old school friend’s moving up here – are there any jobs going at the factory?

Its good old fashioned community recruitment, you recruit who you know or who your employees know. It’s always been that way for small local businesses, hasn’t changed for generations.

Ah but that’s not real life you’ll tell me.

But it is.

Presenting the Evenbase quarterly recruitment review to conference attendees recently, this graph of the route to market for different sized businesses stood out…

For SoHos – Small office, Home office; businesses of up to 50 staff – personal, social and business networks are the main recruitment channels. Was ever thus!

With cost, technology and time pressures it’s probably no surprise that small businesses continue to recruit in this way. It also helps with on-boarding and integration if a new member of staff already has connections within the business.

I can’t help feel that recruitment agencies have missed a trick over the years. By not focusing on a service for small businesses that makes it easier for them, that takes into account their limited time and budgets, they have lost out on a potentially lucrative market – after all, these are the businesses that are supposed to be at the forefront of job creation and the Evenbase research I referred to earlier also shows that this is the size of business that is seeing an uplift in recruitment.

I haven’t yet seen Carla’s factory set up a Facebook page, nor Lucy Beale’s café tweet out the specials of the day – but there’s little doubt that anything that enhances and widens the extended personal networks of a small business will only further strengthen the community aspect of the way they recruit.

We Are Not All Passive Candidates

I’ve recently blogged the findings of some Jobsite research which shows that the most important factor in a happy working life is having a good relationship with our work colleagues. Most surprising were the relatively healthy numbers (there were some age and gender differences) who would reject a move with a pay rise in favour of staying with colleagues that they respect and get on with.

I found it particularly interesting as I’ve always considered the belief that all employees are either an active or passive candidate to be a myth. The thought that anyone will change jobs for a pay rise, a promotion, a new challenge or because someone thinks they are headhuntable is daft. It ignores the complex range of motivations, relationships and emotions that make up the human race…in favour of the vision of recruiter as powerful kingmaker who can sell anybody anything.

A few years ago I worked in a business that had a small team placing senior sales people within a niche industry. All the roles were retained – third on target list, third on shortlist interviews and balance on acceptance – yet the team rarely ever billed the last third. They identified the best candidates and got them to final interview…yet few deals were closed. The individuals were all good recruiters but the candidates could not be closed. The client would offer, take them out to dinner with their partners, yet still not seal the deal.

Because the final decision for the candidate was about much more than a new title, an extra £5k or a bigger car. It was about stability, lifestyle, and family security…loyalties, friendships and relationships built in the current company. Some colleagues were golf partners; some had children at the same school as the candidate’s and some had wives or husbands who had also become social friends.

It wasn’t about a lack of vision or confidence but about doing the right thing for everyone.

I have debated this long and hard in the past. I respect the view that the right opportunity will encourage someone to think about moving jobs, but don’t agree that a move will inevitably follow. From my experience it’s not just about the ‘right’ opportunity… security and stability, particularly during tough times, are often overlooked as key drivers for many employees.

The three component model of engagement looks at commitment to an organization as a psychological state, and has three distinct components that affect how employees feel about the organisation that they work for: Continue reading “We Are Not All Passive Candidates” →

Do Recruiters Need Representing? Or Enlightening?

Here’s a question…who sets the standards in the recruitment agency industry?

The recruitment industry isn’t a profession requiring a qualification or quality badge. It’s a B2B sales business, predominantly made up of a disparate myriad of small owner managed businesses all competing with each other and showing little appetite for collaboration or ethics.

Standards are set by company owners, and their prime motivator is often profit not quality of operation. In the ten years I was supplying recruiters to the industry no-one asked me about the standards to which individuals operated. Their main concerns were fees and transferable client relationships. I was never asked to find someone with a relevant qualification…usually just someone who could sell.

Being a thorough interviewer, or having a string of recommendations from clients and candidates, were irrelevant if there were not billing figures to back them up.

Recruiters who don’t hit their targets are labelled failures. It doesn’t matter if their clients and candidates rate their service highly, and would recommend them… they won’t get hired in the rough, tough recruitment world without those billings. A blank couple of months usually mean a warning or redundancy, no matter if you’re with a member of a trade body or attend some training courses.

So I remain fairy ambivalent towards representative bodies, particularly those who make claims to create standards and set benchmarks. I followed the brouhaha that surrounded the launch of the IOR which still seems to continue – read this insightful blog from SteveWard. Continue reading “Do Recruiters Need Representing? Or Enlightening?” →

Customer 2.0…Social Calling…So what IS the point of a cold call in 2011?

During my recent period of job hunting I was at home a lot more, so took the opportunity to help out a relative who rents out a flat nearby. Told her she could use my number on the ads that she was placing on Gumtree and I could take calls and arrange viewings for her. She did use a lettings agency once, a few years ago, but in recent years has been happy to find tenants directly. There is a willing pool of potential tenants reachable through online advertising.

She thanked me for offering to help out, as she said that the worst part of advertising directly was fielding the calls from agents, many of whom were quite devious and often didn’t own up to who they really were.

The ad was published online, and with an hour the calls started. About half were people looking for a flat to rent, most of them wanted to view, whilst the rest of the calls went like this:

Them : I’m calling about the flat in xxxxxxx Street, is it still available?

Me : Yes it is, are you calling for yourself or are you calling on behalf of an agency?

Pause

Them : er, well I’m calling from ******* and we have a lot of people registered with us who are looking for flats in your area. Continue reading “Customer 2.0…Social Calling…So what IS the point of a cold call in 2011?” →

Interview #fail

Not so long ago I attended a second interview. I was there to meet the owner of a small group of recruitment companies. When I arrived I was told that he was running late.

No problem.

He arrived about 5 minutes late, shook my hand, sat down and said…

‘Sorry I’m a bit late, I’ve just had to go to one of the other offices and make a couple of redundancies. Bit if a shame, they’ve worked with me for a few years, but I’ve got to look at the bottom line and I can outsource what they do. Found someone who can do it from home so it’ll be cheaper. Was a bit messy though, a few tears, they weren’t expecting it, in fact when I’ve finished with you I’ll have to go back and sort it out.’

This is an opening statement before any rapport has been established and whilst he’s talking, I’m thinking why is he telling me this?…what is he expecting me to say?

During the recruitment process we spend ages on interviews. Setting them up, preparing for them, worrying about them, doing them and chasing feedback on them. Both the interviewer and interviewee invest quite a bit of time and effort in this.

Invariably most of this time is spent on questions. What to ask, how to answer. 

But what about the small talk? The spontaneous things we say, sometimes without thinking. How many interviews go wrong, not because of the questions and answers, but the chat in between? The stuff that isn’t prepared.

The guy I met that morning didn’t need to tell me what he did. On the one hand you can admire his honesty, but then again why start with it? And why start with a statement that shows you are autocratic, unprepared, maverick and cost cutting?

How many interviews #fail not from the questions and answers but from the small talk and from honesty that becomes confessional.

The Carnival of HR – Digging the New Breed and Learning from Old Friends

It’s time for the Carnival of HR and I’m really honoured to have my first go at hosting!

The Carnival doesn’t often pitch its big top on this side of the pond, so I’ve taken to opportunity to introduce you to a whole host of UK HR Bloggers who may or may not be known to you. There’s some really great talent developing here  a real New Breed.

But I’m not biased! My buddies and old friends from the US and Australia have also come up trumps with some really strong and varied posts too. So read on…

Digging the New Breed….

Leading off  is Michael Carty (XpertHR) not least because he is also known as the politest man on Twitter so it would be rude not to! His economic commentaries are a must read for many of us and this March 2011 Edition is no exception

Emma P aka @onatrainagain has only been blogging a short while and has already built a big following with her very personal and honest style. This post is called What Doesn’t Kill You Makes You Stronger

Alison Chisnell is our very own HR Juggler! How she also finds time to blog is beyond me, but she does! Always interesting, here she talks about New Experiences, Pyjama Parties and Comfort Zones

Katie Davis is the HR Hopeful and writes a newer blog called They’re Only Humans. ..here she’s musing on the Pull of Community

Doug Shaw is the Johnny Cash of the #ConnectingHR community, with a guitar and a song at every tweetup and unconference! And he writes a blog called Stop Doing Dumb Things To Customers – how cool is that? In this post he even gives us a poem! Phantom HR

What can I tell you about Flip Chart Fairy Tales? Well, its written by an affable and knowledgeable beer expert called Rick and he writes an informative, well researched and extremely readable blog about politics and business. This post is about Confident Leadership in an Uncertain World

Ailsa Suttie is an HR Director who I’m sure only embraced Twitter and blogging to stop me nagging her to do so! She is about to move in to a CEO role in a new business venture, which may be why she’s called her blog HR Metamorphosis. She raises an interesting point in A Monopoly Does Not an Expert Make…

Some of you may already know Felix Wetzel. He’s charming, intelligent, insightful…OK, he hired me recently…what else am I going to say?! He does write a really interesting and thoughtful blog about people, brands, creativity and growth. In this post he writes about The Future of Work

Janet Parkinson has a background in social media, recruitment and personal branding. She brings a really fresh approach to her technology oriented blog Technotropolis, as you can read here in her post on Digital Nomads – The Rise of the Independent Worker Continue reading “The Carnival of HR – Digging the New Breed and Learning from Old Friends” →

My #TruLondon Journey : from virgin to the sponsor’s lounge

Can’t believe it was only 15 months ago that I made my way through the security procedures at the Barclays tower in Canary Wharf and was propelled skywards (was it 25 floors, 30 floors?) to the first #trulondon.

Have to say that there was certain nervousness, even apprehension…there would be all these people that (barring a couple of old colleagues) I only knew as avatars and 140 character soundbites. Of course there was nothing to fear…as soon as the conversations started it seemed like the most natural thing in the world to sit in a group and listen, absorb, chip in and generally immerse yourself in all this social learning malarkey.

Flip forward three months and, my #tru virginity having been well and truly lost, I went to the next event to help lead tracks and generally meet a whole bunch of people from the UK, US and Europe and talk all things social and recruiting. And what a great event it was…ideas and conversation flowing, new friends made and a real sense of community helping to overcome the odd…er, shall we say…organisational blip ;o)

Twelve months later and it’s time for #trulondon 3. The event has grown and developed, gaining a whole life and culture of its own. This time round there is a dizzying array of tracks and masterclasses, live streams and webinars, with some truly influential thought leaders attending.

And my role has changed too. Having gone from virgin to veteran, I shall now be attending the third event as a representative of the platinum sponsor Jobsite. Like many who were there back in November 2009 for the first event, I have now moved from eavesdropping the conversation to being part of it.

When I wrote a blog previewing #trulondon2 I drew parallels with the Velvet Underground, Andy Warhol and the ‘All Tomorrows Parties’ series of events. The Velvet Underground comes to mind again thinking of my journey. A (still) highly influential band, it is usually said that whilst not many people bought their first album, most of those who did then started their own bands, hence starting an art rock movement. Maybe the first #trulondon has proved to be  a similar catalyst for the advancement of social media in recruitment?

Can’t wait for the show to start!

(My previous #trulondon blogs :

Do Recruiters Really Get Social Media?

TruLondon and the Power of Twitter

Networking, Learning but still got them Talking Gen Y Blues )

King of the Wild Frontier

‘The future’s not what you see, it’s not where you’ve been at all’ (Foals, 2010)

I started my social job hunt 5 weeks ago. I wasn’t sure where it would lead, but I knew that I wanted a new, challenging role within the recruitment industry…a role that would combine a commitment to quality service and delivery, of making a difference and adding value, with social media. The latter was important to me as I have seen during the last 2 years how the reach, engagement, connectivity and possibilities of social media have begun to impact on the recruitment industry.

Like most 3rd party recruiters I assumed that this role would come from within an agency or an in-house role. After all, who else is there?!!

In my last blog I talked about the daily conversation that goes on around talent attraction and development, social recruiting and social sourcing, and how agency recruiters seem unwilling to be part of it.

It became quite apparent during my chats with a range of niche agencies that not only is there an unwillingness to be part of this conversation, there seems to be obliviousness to them even taking place. As one director told me…

‘You could really add value here with your social networking knowledge and abilities…but we’re not really ready for that…to be honest we’ve yet to be convinced that social media will have an impact on our business or the recruitment industry’

…if you’re not in the conversation, then you don’t know what everyone else in the industry is talking about. Or to put it another way…You’ve got to be in it to win it!

To a lot of third party recruiters there is no-one else in the industry…just them, their competitors, clients and potential clients.

Job boards, LinkedIn, RPOs, direct sourcing teams, Research houses and new model offerings?

Tools, barriers, roadblocks…rarely partners or clients.

In every interview these topics were touched on…and often dismissed. No-one was looking beyond this quarter’s figures, last week’s new briefings or today’s portal delivered vacancy updates. Interviews were rarely about what I could do in the future but more focused on raking over the coals of recent months…not about what I can do for them, but about what I did for someone else.

Yet when I spoke to some of the other businesses who make up the recruitment industry’s rich tapestry – like those I mentioned earlier – I heard plans, ideas and collaborations; I sensed energy, passion and real optimism.  And most of this came from the possibilities opened up by social media.

Throughout the 5 weeks, one company and one opportunity stood out. It offered the chance to really provide the capacity and focus to help grow their online presence, with social media channels being the key platforms. An award winning business dedicated to communicating with, not at, their audience, and passionate about the conversation.

They connected with me through social media and our talks have all been about the future, about plans and visions, a belief in embracing emerging channels to create a better business.

I have long believed that great content is the key to any social media strategy, and that the role of community manager will be vital to any business looking to really grow in future…as vital as sales and product development.

This is new and exciting, the kind of challenge that I was hoping to find. The landscape is wild and unchartered, new frontiers waiting to be conquered.

So after 5 weeks my job search has ended and I am really proud to be the new Content and Community Manger

…at Jobsite UK  

I’m even going to try to bring recruiters into the conversation..

..wish me luck!

It Pays To Be In The Conversation

I recently attended a seminar for in-house recruiters entitled Recruitment Mix Effectiveness. It was hosted by Talent Puzzle, an enterprising and forward thinking young business at the forefront of the recruitment tendering marketplace. I was glad to be invited as it provided some useful insight for me into what inhouse recruiters are thinking and talking about.

These conversations are happening more and more now, and I find it fascinating that, by and large, third party recruiters do not seem to be part of the conversations.

Maybe they are excluded, maybe they are too busy chasing and filling vacancies…whatever the reason I do know that future recruitment models and methodologies are being discussed, and they are none the wiser. It has become apparent to me, whilst interviewing with consultancies, that most seem quite oblivious to what is being talked about…they just aren’t part of the conversation.

RPOs, social media, direct sourcing teams are all irritants and barriers, yet another roadblock on the way to business as it used to be, and it has really shocked me that hardly anyone questions, or even acknowledges, the bigger picture…

The way that companies are going about acquiring talent is changing – the methodologies, expectations and processes are developing on an almost weekly basis – yet most recruitment consultants still try to transact business as if nothing has changed.

From a seminar full of insights and lightbulb moments, I will select 2.

1) It’s behaviours not past experience

There was a very powerful presentation from Roger Philby of Chemistry Group about measurement of quality of hire. From the opening stat that 75% of hires are wrong, to the closing summary of measures (in order of importance/relevance):

Intellect

Values

Motivation

Behaviour

Experience

this was an impressive case for measurement of quality not cost. I have written on previous blogs about my frustrations with using past performance as the measure for future delivery and here was a thought provoking series of case studies that pretty much underlined my point.

Point to recruiters : Stop hiring based on previous billings and start hiring for the values, insights and emotional intelligence that will enable someone to be successful in your unique culture.

2) There’s nothing that a recruitment supplier can do that an internal recruiter can’t do for themselves

This was something that Simon Ward, Head of UK Recruitment for Legal & General said and it certainly caused some consternation. He did qualify it by saying that the key was in what the internal recruiter CHOSE to do themselves, and also pointing out that third party suppliers were friend, not foe. However his most telling soundbite, in my opinion, was

‘Third party recruiters can’t articulate what value they add, so we beat them up over fees’

Point to recruiters : know what value you add and what you can do for a client that they can’t do for themselves. If you can’t do either, then move on…there are no long term, productive relationships to be formed.

I could go on. Another seminar, another transferral of ideas between inhouse recruiters, HR Directors, alternative recruitment model providers, futurologists and social recruiters…and good old transactional recruitment companies are nowhere to be seen.

Oblivious? Yes.

Irrelevant? Maybe.

Part of the conversation? No.

Maybe they’re just too busy trying to make money to find out what their clients want from them in future.

Mind you, if they don’t know what their clients will be buying in future then maybe those income streams will be drying up a little quicker than they anticipate.

Boy in a Bubble

I’ve been living in a social world for the last couple of years or so, it’s a bit like living in a bubble…free from naysayers and doubters.  

A lot of the new connections that I have made have originated from, or because of, social media. Most are business connections, but quite a few are social, in the traditional sense! My social life certainly now encompasses a richer mix of characters and activities (I mean…camping with someone who’s name you don’t even know!) and all of this has helped increase my belief in the power of the medium.

It wasn’t a conscious decision, it just happened. I started using social media platforms for communicating and it just grew. A lot of the words that we use to describe good social media communicators – enabler, encourager, connector, facilitator, conversationalist, networker – have often been used to describe me at different times in my career.

In truth, I have almost certainly always been like this. I have never been the classic door opening sales person, more of an engager and relationship builder. It has served me well…as you will read elsewhere on this site, I have been a billing recruiter – month on month, year on year – for 20 years, and you can’t really do that unless you can develop long term, trusting, value add relationship.

If I can continue blowing my own trumpet for just a moment, I would say that the social world suits me and plays to my strengths. I enjoy the small talk. And sometimes there’s no obvious ROI on small talk.

Now that I’m on the job market, my modus operandi is more open to scrutiny. How do I build relationships? What relationships can I bring with me? What’s my track record? And…

What do I see in this social media thing?

Ah yes, social media is never far away from the conversation. Clearly, I have set myself on a mission to find a job socially and am really pleased that so far I have had quite a bit of interest without really having applied for anything specific as yet. There is one opportunity that has really exciting possibilities, and which would be quite different to what I have done before, and would be pretty much all social. Whether it will come off I don’t know. It may require too big a leap of faith, or it may just be the right thing at the wrong time. What I do know is that it has been really great to talk to a fantastic business about social media…its potential, its power, its opportunities and its scope.

My other meetings have been with niche recruitment businesses – not surprisingly within the HR niche – and I have been impressed with some of the ideas and values that I’ve been hearing about. One in particular this week has really interested me, offering a slightly different model that I think could well be enhanced with a social slant.

Of course the challenge in joining a recruitment business will be in finding the right fit. I know that I can add value, irrespective of how many ’live’ relationships I can bring, but conversations inevitably turn to social media.

With the opportunity that I mentioned earlier this has not been a problem, as the whole raison d’etre of having the discussion has been to utilise my social media abilities. However, when I’m talking to recruitment agencies then the social media angle has been different…in reality I have felt that I have to justify it. Whether it’s LinkedIn, Twitter, Facebook, blogging or just a belief in social recruiting.

This is a shame. Most people reading this blog will have found it through a social channel, in fact the blog itself is certainly part of the social recruiting mix, yet in the wider recruitment universe there still seems  a scepticism, a distrust, a disbelief…it’s as if people are hoping the whole thing will go away.

The other day I was told by the MD of a recruitment business that he would believe in Twitter when someone could show him the ROI of a tweet. I said…

“I can’t show you the ROI of one tweet or of a series of tweets. But what I do know is that tonight I will almost certainly be talking about rock music with the European Head of Resourcing of a global financial services brand. I’ve been to gigs with him and I’ve been camping with him. I’m due to be going to a party with him and with the HR Director of a FTSE 250 company this weekend. I first connected with them both through Twitter. I could have been cold calling them for 2 years and still be trying to have a meaningful conversation”

It’s all about the conversation, about engaging and talking not just broadcasting and selling. Social isn’t the only tool in the box, and it’s not the only one I use, but it sure helps in building real relationships.

I’m convinced that the bubble will pop and more businesses will embrace it. Not sure if my bank manager believes it…but for now, he’s not asking!