Split Placements ROCK!

By Sarah Gawrys

88337064A Melbourne, Australia based retail specialist recruitment agency shared this story with me. They recruit retail management roles all over Australia in metro, regional and remote locations. They have been a member of NPAworldwide since 2010.

 

From time-to-time their clients list with them their “VERY” hard to fill vacancies. These vacancies are often in regional towns where the pool of local suitable candidates is small, and often due to higher unemployment rates and therefore lower confidence, seducing high calibre, employed candidates to move is challenging.

 

Earlier this year, after attending the monthly Melbourne Networking meeting, they were having a random chat with Amy from another member firm focused on retail. She was telling them about a retail management role that she was recruiting for in Canberra, and asked if they had any suitable candidates in their database to add to her shortlist. They did a database search, but were not able to refer anyone to her.

 

About 1 month later, one of their clients rang them up with a vacancy in Queanbeyan, a town just outside of Canberra. They had been searching for several months, had undertaken their own advertising campaign, but had had no success with securing the right candidate. This vacancy was a critical role for them, as the store is a high profile, high volume business which was suffering significantly without having a strong leader in place.

 

Remembering the conversation, they immediately called up Amy and asked if she had any overflow candidates from the recruitment that she had done the month before. She referred to them one fellow who they immediately knew was going to be “the one”. He was the squarest peg for the squarest hole they had ever seen! Needless to say, he got the job!

 

There were many obvious benefits to making this placement:

  1. They exceeded the client’s expectations by quickly filling a role they had struggled with for a long time
  2. They exceeded the candidate’s expectations by placing him into an exceptional role
  3. The firm was happy because they had strengthened the relationship with their client whilst also being able to enjoy making a split placement with Amy
  4. Amy was happy because she had the pleasure of making a split placement with them, whilst generating some revenue from a candidate she otherwise may not have placed

 

There’s an interesting story behind every split placement that is made. I really like this one because it highlights to me the true power of being networked with spilt placement partners. It’s about making the effort to network, communicate, and collaborate. It’s about building trust, building relationships, enjoying the partnership approach, and therefore being able to satisfy your clients and candidates in a way that you never could alone.

 

…and for me, this is why split placements ROCK!

 

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In the Money Stream

By Veronica Scrimshaw

MaureenLast month I introduced the subject of discovering newly emerging recruiting jobs in the December 16 blog post, Pact With The Devil.

I also promised a follow-up in which I would share with you another layer of business opportunities I sometimes uncover as I call into companies every day looking for those hard-to-find candidates that aren’t exposed on social media.

I know some of you work directly with business owners who are glad to have someone take over the difficult process of hiring people. In this respect many of you become a trusted advisor and friend to these owners.

I also know that in this capacity some of you have listened to (or overheard) these owners mention that one of their plans for growth is in acquiring other companies. You may not realize it but you are in a particularly advantageous position to be on the front-end lookout position for this effort.

Let me tell you a story from that job I was working on in last month’s blog post.

As you recall, I was looking for a Director of Operations for a Midwestern heat exchanger manufacturer. They wanted a hands-on plant manager out of a discrete/engineered products manufacturer in Tornado Alley. I was calling into plants identifying plant managers on the first leg of my job.

I’d done that at fifty or so companies and the second leg of the job was to contact each one to see if they’d have an interest in speaking with the recruiter for the heat exchanger manufacturer.

I’d called and spoken with several when I got the seventh or eighth one on the line.

“Bob? This is Maureen Sharib and you don’t know me. I’m calling on behalf of XYZ and they’ve asked me if I would call you to see if you might have an interest in speaking with them about a Director of Operations position they have open at…”

Blah blah blah I finished my opening and he listened politely and then he said:

“Well, now that sounds all ducky and if I were at that point in my life I sure might be interested but seein’ as I own this joint I ‘spect I’m kinda’ stuck here for the time bein’….”

I swallowed hard knowing I’d made a mistake when I picked up the name – I’d called and asked who the “Plant Manager” was and whoever it was I spoke with gave me the Owner’s name! Now I know some of you are thinking, “Stupid mistake!” and it was, I admit, but hey, we’re all human!

What would you have done at this point?

Here’s what I did.

As I said I swallowed hard and then I said, “You’re the owner? I’m sorry. I thought you were the Plant Manager.”

“I’m that too,” he said, humorously. “I wear a lot of hats around here.”

“Do you think about selling?” came out of my mouth next.

Here’s why I said that.

This particular customer I was doing this job for has shared with me their strategy for growth and it includes buying other heat exchanger manufacturers. This gentleman owns one.

It never hurts to ask.

“I’m 71 years old,” he said. “I’m going to sell sometime.”

I’m not at leisure to share much more with you at this time about this particular transaction (maybe someday I will!) but suffice it to say there’s money out there for you recruiters that you’re not participating in (well, maybe some of you are!) that takes the form of bird-dog fees that can add up to some wonderful bonuses that can represent whole year recruiting volumes every so often.

Recruiting isn’t just about matching people to jobs anymore. It’s about matching people (and companies) to opportunities and you can be a part of that brave new world.

Did you notice one thing though, in this exchange?

I was calling people on the telephone.

I was talking to people.

As long as you’re doing that you’ll always be in the money stream.

***

I really appreciate that you took the time to read my post. I regularly write about phone sourcing and business development issues and trends. If you’d like to read more about the mysterious world of phone sourcing (it’s really not that mysterious!), Google my name and the word gatekeeper – lots of articles will come up for you that I’ve written over the years. It’ll be a good introduction for you to the subject!

Follow me on Twitter at @MaureenSharib and/or join my sourcing group on Facebook – Sourcers Unleashed.

Yes, I do (grudgingly) have a LinkedIn profile – send me an invite at maureen at techtrak.com – I’ll accept. I do post articles over there as well.

I own the phone sourcing/competitive sniffing firm TechTrak.com, Inc. that helps companies find and telephone contact candidates for their hard-to-place positions at fractional traditional recruiting costs.

You can always contact me at 513 646 7306.

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Before the Interview

By Veronica Scrimshaw

smiling-woman-interviewToday’s guest blogger is James Seidel with James Seidel & Associates located in Kelowna, BC, Canada. JSA is an owner-operated firm with clients across western Canada. The firm primarily places candidates in I/T, engineering, and sales. James is a former leader of our IT Trading Group and is currently serving on the NPAworldwide Board of Directors.

Your resume has earned you a job interview, and now you have the most highly competitive stage of the recruitment process to overcome.

The interview process, in general, has become less subjective and more structured – with increased use of psychometric testing as an example. Despite this, first impressions still count and the key to success still lies in being prepared.

  • The time to start thinking about the potential employer, your aspirations and questions you may wish to ask, is not when you are sitting in reception immediately before the interview (or in the car afterwards!). Careful and effective thought before this stage will pay dividends later. Here are some pointers: Research the organization thoroughly – most organizations expect candidates to undertake research prior to the interview. Look at their website, go to Linked In and see who’s who in the department you’re looking at, read the annual report and press releases. Find out all you can about the organization, including company history, organizational structure, size, locations, profitability, and competitors. If at all possible, speak with colleagues who may have worked there.
  • In advance of the interview, and immediately before, think about the likely questions you are going to be asked and how you will answer those questions, as well as the questions you would like to ask. Bear in mind the two most common formats are the Standard Interview and the Behavioural Interview. Research them both. Give some thought to how you would answer some of the questions for each, then have someone ask them to you.
  • Know where to go for the interview – be sure you can arrive 15 minutes early.
  • Make sure, if possible, that you know who you will be seeing for the interview, what position they hold within the organization, the amount of time they have allotted, and the likely format of the interview.
  • Dress smartly – you are generally less likely to offend by dressing conservatively. Put another way, it is generally wiser to be the best dressed person in the interview room than the worst dressed.

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Modest Hiring Growth Anticipated in Q1

By Veronica Scrimshaw

globesThe Manpower Employment Outlook Survey indicates hiring growth across most global markets compared to Q4 2014. The outlook is generally positive across all global markets on both a quarter-over-quarter and a year-over-year basis. The Manpower survey includes some 65,000 employers in 42 countries. Global markets on the whole are predicting steady growth as opposed to dramatic increases in hiring. Below are some of the key findings:

Americas

  • More than 20% of employers in Panama is expecting to increase hiring during the first quarter; this represents the most optimistic outlook in the region. Especially-robust sectors include transportation and communications.
  • As reported elsewhere, the US jobs market is at its strongest since Q2 2008. Each industry and geographic sector is reporting anticipated growth. The construction market is rebounding nicely, with confidence at its highest since pre-recession.
  • Job growth is expected in Brazil, although hiring has slowed considerably from peak activity in 2011-12. Declines are expected in both the manufacturing and construction sectors.

Asia Pacific

  • India, Taiwan, and New Zealand once again lead this region with the strongest hiring plans. Widespread talent shortages are reported throughout India, particularly in IT, finance, construction, and consumer durables.
  • Mining and construction is expected to show the largest growth in New Zealand; however, it will remain flat in Australia.
  • Hiring in China has stabilized since a sharp decline in 2010-11, with the most opportunities being seen in the service sector.

EMEA

  • Ireland and Spain return to positive hiring outlooks for Q1 after both countries reported declines for Q4.
  • Turkey is seeing high demand in the manufacturing sector, along with active hiring in both the pharmaceutical and construction industries.
  • Job seekers in the UK will benefit from a continually-improving economy. Employers are particularly optimistic about hiring demands in the construction sector.

The Q2 Manpower Employment Outlook Survey will be released in March. I find this to be an especially interesting survey because it asks employers to forecast future activity as opposed to simply reporting historical results. Detailed reports for each surveyed country are available here.

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Recruitment Forecast 2015

By Dave Nerz

spiral-notebookIf you track the future of recruitment and you do not know Bob Marshall, you should tune in. Bob’s site is www.themarshallplan.org; he is great at providing recruitment analytics and fact-based information on the current status of employment and how it will impact recruitment. Recently, Bob shared some new details in his newsletter regarding the strong positives for the 2015 recruitment forecast.

For global recruiters working the United States as a part of their market, the US GDP increased at an annual rate of 5.0% in the third quarter of 2014; that is an 11-year high water mark. So businesses are doing well and the impact on the search for talent and need for quality employees should have a direct impact on recruiters in 2015. While other global markets and regions are performing at different levels, it is rarely a bad thing to have the US economy doing well.

Another recruitment analytic to consider is regarding job growth. To a large extent, growth is coming from employers with fewer than 500 employees. Seventy-seven percent of US job growth is from small to mid-sized companies. For the average recruiter that is not a part of a large employment brand, this is great news. The future of recruitment should be strong for the small recruiter working with the small and mid-sized employers. So for contingent recruiters, if you have lost your focus on the smaller employers and are working on exclusively bigger employers, your need to consider a shift based on this recruitment analytic.

Finally, unemployment is quite low in the area where most contingent recruiters work: with degreed candidates. Unemployment is just 3.2% in the US for people with college degrees. That is quite low and as we are frequently told, full employment will never be 0%, so 3.2% is close to full employment. Needless to say when we are close to full employment, client companies will be more open to paying for the services of a recruiter. So the near-term future of recruitment looks quite positive in the US.

Get busy building a plan and working that plan. The recruitment forecast is for good times ahead!

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Final Countdown for Email Platform Change!

By Veronica Scrimshaw
m4s0n501

Blog-Computer-KeyPlease be reminded that effective Monday, January 12th, blog posts from NPAworldwide will be distributed exclusively via Jetpack. Currently, we are running in a dual-distribution environment through both Feedburner and Jetpack. The Feedburner distribution will be shut down on January 11th. Any blog subscribers who have NOT re-subscribed to receive email from the new provider, Jetpack, will stop receiving new posts from us. RSS subscribers are NOT impacted by this change.

Although change can be disruptive (and we know that asking you to re-subscribe to our blog is inconvenient), we are excited to move to a more stable platform. Jetpack was developed by Automattic, the developers of WordPress. Our site is a self-hosted WordPress site, so we feel good about the long-term availability of Jetpack and its obvious compatibility with WordPress.

If you have not already done so, please take 30 seconds to click the link below and re-enter your email address. You will then receive an email with a link to confirm your blog subscription. (Check your spam and/or junk folders if you do not receive this email within a few minutes of submitting your email address.) Easy-peasy!

Thanks for your support of this blog! We appreciate our readers and will work hard to keep delivering valuable content to you.

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3 Social Media Trends for 2015 that Recruiters Need to Know

By Sarah Gawrys

social media for recruitersAs the world continues to be obsessed with technology, the internet, and social networking, it is only logical that regardless of your industry or occupation, there is something to be found that would be of benefit to you or your company, especially if you own an independent recruitment firm and handle the advertising and marketing yourself. Recruiters can see how platforms such as LinkedIn or Facebook or Twitter have now engulfed more and more users in their self-promotion tactics, allowing firms to build a following of candidates or clients or business resources to stay on top of the ever changing space we live in today. For those not able to keep up with each trend, here are the top three trends I suggest for recruiters to keep an eye out for, and get your firm involved with.

  1. LinkedIn is #1 in terms of the candidates recruiters and clients want. According to Business Insider, LinkedIn has now surpassed Twitter in popularity among US adults. The core demographic of these adults is what is the most important. They are well educated, with an age range of 30 to 49 and are in the prime of their career. With the continued growth of advertising on this social networking site now also encompassing B2C, recruiters can expect even those who are not actively seeking new employment to be utilizing the tools LinkedIn offers, making it easier to interact with those star candidates that you are able to locate. Investing more time in understanding what this can do for your firm will be a profitable return.
  2. Picture and video content will dominate all networks this year. According to Cisco, by 2018, 80% of all consumer internet traffic will consist of video. As technology advances, people are getting less and less patient and demanding quick and informative media that is to the point. Brands and companies understand this importance and are moving from lengthy text to video social media content. With smartphones and tablets able to quickly produce this content, it is a great way to get in front of the audience you want. As a recruiter, make videos of client testimonials, or candidate interview tips, or even just introduce yourself and get it in front of important viewers. Rather than reading all of your credentials on your website, clients and candidates will gain a more personal connection to you and your firm.
  3. Stop simply relying on a sales pitch to build business this year. Now, read tips 1 and 2 again, and remember that sentence. Social media is not a way to constantly try and sell your brand or firm or talent, it is about gaining trust and respect and credibility based on the content you put in front of them. Content that is easy to relate to, informative, and even entertaining will have the most impact, and serve as a tool for business development. A common trend I see with firms and recruiters on social media is the outpouring of posts simply stating the job they are hiring for over and over again. While I am sure this does grab at some candidates to apply, or clients to relate, it is not doing much in terms of social media strength to grow your brand. Following more of a pattern of informative blog posts, then a job, then perhaps a video or funny photo infographic regarding job searching will have a greater chance of developing a following.

Use these quick tips and launch a strong presence online in 2015 before you are left behind.

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Top 5 Recruitment Blog Posts of 2014

By Veronica Scrimshaw

holly-berries-snowWe are taking a holiday break until early January. Thank you to all of our subscribers for following our blog and sharing our posts throughout the year – we appreciate your support! We’re looking forward to bringing you another year of great content, including contributions from special guest bloggers. Best wishes to all of you for a happy, healthy, and successful 2015!

In case you did not see these, here is a recap of our five most popular recruitment blog posts of the year:

6 Questions to Ask a Split Placement Network Before You Join – From “how much does it cost” to “who owns the network” and “how are disputes handled,” here is our list of six questions you absolutely MUST ask before joining a split placement network.

Mobile Job Search is the New Normal – Not only did Indeed acquire MoBolt (a technology platform that allows job seekers to apply directly for any job, from any device), Beyond.com announced that 64% of job seekers prefer to use a smartphone for their job search activities. View this blog for a link to the full infographic.

Differences Between NPAworldwide and Fee Trader – Prospective members often wonder how NPAworldwide differs from Fee Trader. One of the key differences is that Fee Trader has a ‘bidding’ option on posted jobs, but there are other differences as well. This post will give you a quick summary of the major differences.

Worldwide Recruitment Buzzwords of 2013 – LinkedIn offered an infographic of the top ten most overused buzzwords on their platform in 2013. NPAworldwide president Dave Nerz shares the LinkedIn infographic, plus added his own list of the top 10 buzzwords most overused by recruiters globally. Feel free to add your own ideas to the list!

Hot Specialty Niches for Recruiters – If you’re a generalist looking to develop a niche practice area, here are some suggestions on the hot specialty markets, based on data collected from NPAworldwide members.

Do you have any requests for blog content next year? We are always looking for content ideas; please add yours in the comments!

Remember to confirm your email subscription using the button below – we are completing our migration to a new email service. Beginning January 12th, all email notices will be handled solely by our new provider, Jetpack.

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The Silver Tsunami

By Dave Nerz

silver-hairWow! That is a title that evokes fear and perhaps a chuckle at the same time. For anything to keep the attention of the media or perhaps even maintain the interest of our information overloaded minds, it needs a catchy moniker. The Beatles started the “British Invasion” that “Baby Boomers” all know. The Boomers have moved onto “Reality TV” and “hashtagging.” Lots to be said for a well-crafted handle!

The “Silver Tsunami” is the title associated with the aging workforce demographic that threatens to overwhelm employers. While it is a global issue, this issue is most alarming in the U.S. and in Western Europe. Global talent will be more difficult to find and retain as the older employees retire in record numbers. Employers will be looking to recruitment professionals to locate the unique skill sets that will be lost in the decades ahead.

Every day in the U.S., 10,000 people turn 65 years of age. This has been the case since 2011. Many older workers have extended their careers and continued their employment as they waited for their retirement portfolios to recover from the Global Financial Crisis. During the GFC, many that were not prepared to retire were laid off or were forced into early retirement. With portfolios recovering, more baby boomers are making a conscious choice to retire now.

Some facts from the U.S. Census to consider:

  • In 2012, 21.3% of U.S. men over the age of 65 remain in the labor force.
  • In 1990, only 17.6% of men over 65 were working.
  • In 2012, 13.4% of women over 65 remain working.
  • In 1990, only 8.4% of women over 65 were continuing to work.
  • People over 65 represent 13.7% of the total U.S. population
  • In 2010, 19% of the total workforce was made up of employees over 55.
  • It is expected to rise to 24% of the workforce by 2050.

What is interesting is that the Silver Tsunami is working both sides of the same issue. Older worker are leaving in high numbers which is one challenge and on the other hand, older workers will make up more of the workforce moving forward…a different but related issue.

As a recruiter, HR professional, or employer do you have a strategy to find, keep and value older workers as a part of your work force plan?

REMEMBER: We are migrating to a new email distribution platform for this blog in January. Please confirm your subscription below in order to keep receiving email updates. Thanks!

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Please Re-Subscribe to our Blog!

By Veronica Scrimshaw

subscribe-newspaperEffective Monday, January 12th, new posts on this blog will be delivered to email subscribers via Jetpack Subscriptions (we are currently using Feedburner, which is no longer a supported service). So that you don’t miss out on any new posts, we are asking you to please re-subscribe to our blog via the button below.

NOTE: This is a double-opt in process, so once you add your email address, you’ll receive an email with instructions to confirm your subscription. Check your spam/junk folders if you don’t receive this email in a short period of time.

Jetpack is a WordPress plug-in developed by Automattic (also the developers of WordPress!). Our site is a self-hosted WordPress site, so we feel good about the long-term viability of Automattic, WordPress, and Jetpack (and we do not receive any benefit from sharing this information). Using an unsupported service is really not a go-forward solution, so change, as they say, is inevitable.

A few other notes:

  1. We are running parallel with BOTH distribution systems through Sunday, January 11th. Once you subscribe via Jetpack, you will most likely receive DUPLICATE email notifications every time we post – one delivered from Jetpack, and one delivered from Google/Feedburner.
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Please drop me a note in the comments if you have any questions. Thanks for your support as we work through this transition!

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