I have been hearing about and am now seeing first hand a developing trend that has me quite concerned.  Having started in this business back in the 1980s, I’ve managed through multiple down cycles; working through the need to maintain my company’s viability and meet client’s perceived need to match price with both value and market considerations.  However, the ‘cram down’ on fees that I’ve seen during this downturn is different.  If what I’m seeing is generalized at all, then I fear it could have lasting consequences on future quality of service.

I am aware that for years, corporate clients have been suspect of just how profitable and therefore, warranted recruiting and retained search fee-levels are.  This debate has ranged from unspoken/seething to healthy debate around metrics and value-add to open cynicism and cyclical rejection of external vendors altogether.  In downturns it is certainly more difficult to rationalize spending fees to hire talent when the perception, and to varying degree, reality, is that on-target and high quality availability of candidates should preclude the need for external search consultants.

On one hand, this is true and after all, we in the search industry fully understand that our services will only be required on a small percentage of all hiring activity going on across enterprises. This said, any perception that when tapped, our services are of less value and warrant significantly lower fees in down markets is both a misnomer and a dangerous precedent. (more…)

When you need help with a search, what are you truly looking for?

Superior Performance – Top Talent – Uncompromising Ethics? 

Search firms and corporate clients outsource for a variety of needs and reasons, but they are all looking for the same things: they want superior service and comprehensive, individualized solutions on a per project basis bundled with the trust a true partner brings.

I’ve been in this business a long time and I have found that it is the finest RPO’s (Recruiting Process Outsourcing) skill sets that set them apart and enable them to serve clients in multiple capacities and every industry.  They look out for the client’s best interest, first and foremost.  Their out-of-the-box ideas and creative approaches allow their clients to reap the benefits of a complete solution – on time, on budget with professionalism.

The most successful partnership is that of a vested/interested/communicative client and superior RPO.  Are you looking to outsource?  There are many avenues you could choose.  Check them out.  What’s in their arsenal?

My strangest recruiting moment recently was when I had to pre-screen a prospective candidate for one of my major clients and prep them for an interview.

Per her resume, she had everything our client was looking for, an impressive education from an Ivey league University with an advanced degree along with a pretty fast track career pathway working for many of the top tier companies in her industry.  So here is the set up, we had already scheduled a prescreen in advance and confirmed via phone and email and she was already aware we had 30-45 minutes tops to complete this phone screen.

Well the phone rings and she answers as if she is sleepy, when I ask her if this is still a good time, she takes a couple of seconds or did it turn into minutes to reply? With every question I asked her and believe me I explained myself very thoroughly she would have another question for me.  If I asked for ONE example she would provide FIVE.  She would sway away from the topic at hand and start talking about traffic and events in the news.  She would shock me at times because she would give great answers but then offset it with some crazy response.  Half way into the screening process I realized we were already on the phone for over 30 minutes,  mind you it was already 6:30 pm my time and I told her we needed to get this done or I could not move her along for the next step with the client.  She apologized and said “ok I will just answer the questions”.  “Thank the lord” I said to myself, but sure enough the next question she continued with her shenanigans and even started giving me health advice and talking about her health problems. 

Boy oh boy I thought this phone call would never end.  The entire time I was thinking she must really be good at her job because how has she lasted in all these top tier companies?  Does she talk people to death?  Is this how she makes her quota?  Before our call ended I think I reminded her at least 2 more times that we needed to get this done and I had to leave to pick up my child but it did not seem to faze her much.  I hope I never get anyone on the phone like this again, but I’m sure there are people who just don’t know when to stop and talk themselves right out of a job.  GEEZ!!!

Everyone wants results – parents, teachers, siblings, workers, employers, friends, family, and yes that “other family” – your clients. So what do you do? Just mumble fumble your way through it, lie about what you can’t do? Heck no – when handling client expectations, be upfront on your capabilities; when taking on new projects, be realistic – don’t promise the moon but get pretty darn close to earth. When giving a project time estimate or completion date – pack in some buffer, just in case. When you deal with clients and stretch the talk, you’ll be found out sooner than later.

So, plan on a little under promising and a lot of over delivering. After all it’s what you deliver that counts, not what you say you can deliver!

The virtual world can be a lonely world. No meeting by the water cooler to discuss our personal lives or office affairs, no good lunches each day, no best friend to confide in during breaks, no cracking jokes among colleagues. Instead, we interact with our dogs or cats, aka “our 4-legged co-workers”, which can be a real big minus as they erupt into song at the squirrel on the porch when you are talking to your brand new client……

Virtual employees, most of us anyway, (the good ones my boss says) put in more hours per day compared to office workers. That’s because, when ‘real’ office employees leave the workplace, the paperwork and other tasks stay back in the office – it’s a physical separation. At home the computer taunts you – screen saver blinking, blinking at you. The email is waiting – pinging at you – pulling at you. The virtual office phone is ringing, calling your name. It’s difficult to say “no more for today” and really mean it. There is always one more thing that needs to be done, or you give in to that email ping or you just have to check the caller ID to see who is calling. I laugh at myself when I sit down to send one final email for the night and an hour later, I am still here working.

A huge annoyance about working virtually is the LACK OF RESPECT. I don’t understand it – can’t get my head around it – but my friends and neighbors think that since I work from home, that I am HOME doing nothing. They just don’t seem to digest the “work” aspect of the virtual office. “This is my friend, Alissa. She “works” (wink, wink) from home – I’m sure she can take care of that little favor for you…” “Alissa, can you come over and wait for the plumber for me? I have to take little Johnny to the doctor, unless of course, your are (wink, wink) working…..”

Another problem is the guilt factor – and don’t ask me where that comes from. I can’t tell you. You’ve taken a short break to run to the bathroom and on the way back hear the phone ringing or the email pinging or the IM dinging – and you literally RUN (hauling PJs back up) to your desk to intercept it. I mean REALLY, gods and goddesses forbid that you have to “use the facilities” or go fix your lunch so you can EAT LUNCH AT YOUR DESK WHILE YOU WORK. Because, well gee, you never pee or eat in a REAL office… How does that feeling sneak in? I can’t for my life figure it out.

Working virtually does have its benefits. Of course, there’s the obvious: you don’t have to dress for the occasion; pajamas do work well some days. That’s a real kicker – negotiating away while tapping out a silent rhumba in your bunny slippers. Gasoline budget drops considerably and you save yourself the stress of dealing with the idiot on the cell phone, who is putting on make-up and eating a danish. Of course you lose the pleasure of expressing your feelings regarding same, with the world-wide known and appreciated 3rd digit salute. Wear and tear on your car is minimal, and if you have kids, you can be home for them. Of course, that can be a big negative as well – going back to the noise factor as they croon in with Bud the singing pooch.

Working virtually develops stupendous multi-tasking skills. Have you ever been on a conference call, stirring dinner on the stove, taking notes, and trying to get chewing gum out of your child’s hair- all at once? It can be done – I’ve been there and have the tee-shirt! (Of course, if I hadn’t given in to checking out the phone digital display – I wouldn’t have been on the freakin conference call to begin with) Which reminds me – Who loves the “MUTE button”??? Those same gods and goddesses granted the virtual office this one HUGE thing. The mute button is the conqueror of all evil – I promise…the one on my phone is practically worn out.
So, all in all, working virtually is pretty much a mixed bag – but I like it. It suits me. Do you work virtually? Would love to hear some feedback, experiences, etc. from our readers!!