THE TECHNACIOUS RECRUITER NEWSLETTER

March 19, 2009   view past issues

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The Entrepreneurism of Recruiting

Recruiters Have Careers Too

If you’re a recruiter or an HR professional in the recruiting field, you spend all day, every day helping to advance the careers of others. Now there’s a way you can take care of your own career, as well. We at WEDDLE’s are pleased to announce the launch of CareerFitness.com. Based on Peter Weddle’s new book Work Strong: Your Personal Career Fitness System, it is a state-of-the-art resource center for successful career self-management and job search. Think of it as “your careerspace” for the 21st Century. Where should you begin? Use the site’s free Career Fitness Evaluation to see how well you’re positioned to survive and prosper in today’s and tomorrow’s turbulent world of work. You’ll also find other insightful assessments and a full featured program for career success at the site, so we hope you’ll take full advantage of all of it and tell your friends and colleagues all about it.

Feature: The Entrepreneurism of Recruiting

Today’s job market is driven by “irrational expectations.” If the 2001 recession produced a job less recovery, this so-called Great Recession will leave behind a “less jobs” recovery. In other words, the contraction caused by this economic downturn is both profound and permanent. It isn’t a reduction in force; it is a reduction in structure. And looking for a job the old fashioned is, as a consequence, neither rational nor useful.

It’s also clear that such a turn of events will make it especially difficult for mediocre performers. Historically, the relatively rapid and continuous growth of the U.S. economy created a revolution of rising expectations for people who were satisfied to be average workers. Those salad days are, alas, gone forever. Today and for at least the remaining 91 years of this century, U.S. employers will no longer tolerate a workforce that is predominantly populated by the “C” crowd.

Now, before you rise up in righteous indignation, that statement does not represent an elitist view of the workplace. Quite the contrary. You see, I believe every human being has an “A” level performer within him or herself. Tragically, however, most never invest the time and effort to determine what kind of work would enable them to express and experience their inner champion and/or to acquire the level of knowledge and experience necessary to reach that level of performance. Said another way, the emerging strategy of trading out “C” performers for “A” performers-what I call the “upside of down” in this economy-isn’t elitist at all. It is the most democratic approach to talent acquisition we’ve ever seen.

How will it affect those of us in the field of recruiting?

First, it will place a premium on high performance within our own ranks. In other words, employers won’t look for “A” level performers among all of the other career fields in which they employ talent and accept “C” level work from their recruiters. To think otherwise would be yet another example of “irrational expectations.” From now on, organizations will accept only one kind of recruiter-one who is sufficiently passionate and skilled to perform consistently at an elite level.

As dramatic as that dynamic is, however, it pales in consequence to yet another change driven by the restructuring of the U.S. economy. The definition of how you achieve elite status in the recruiting field has undergone an even more extraordinary shift. We can no longer achieve “A” level performance simply by executing best practices. Today, we have to use such practices and be an entrepreneur. To put it another way, best practices without entrepreneurship is the new “C” level of performance.

Howard Stevenson, the father of entrepreneurship studies at Harvard Business School defined an entrepreneur as someone who pursues “opportunity beyond the resources you currently control.” That’s the perfect definition of the new landscape we recruiters face in corporate America.

The opportunity (and the challenge) we have today is to transform our profession from one in which we simply fill requisitions for hiring managers to one in which we acquire the top talent an enterprise needs to accomplish its mission. That’s not semantics. Those two activities represent very different occupations requiring very different kinds of talent.

A New Role and a New Level of Investment

No less important, this new definition of our work also demands a very different set of resources from those we currently control as recruiters. You cannot execute the strategic role of top talent acquisition on the kind of shoe-string budgets and slim-to-none priority of most current staffing functions. The fact that we do as well as we do with the vapor capital investments we’ve historically endured is not testimony to smart strategy, but rather to the determined professionalism we have always brought to our work. It takes “A” level recruiting and a sustained financial commitment, however, to acquire “A” level talent on a consistent basis, and scrimping-whether you call it “doing more with less” or some other vapid term for cheap-is a sure-fire strategy for failure.

And that’s why we need to transform ourselves from practitioners of recruiting activities into entrepreneurial recruiters. We must use all of our innovative capacity, persuasive capability, dedicated energy and skill to re-imagine recruiting as a business within a business. Not in the old fashioned accounting sense, but in a new way that is aligned with the much more intense “quality imperative” of today’s and tomorrow’s business environment.

Indeed, another expert in entrepreneurism, William Baumol, has defined an entrepreneur as the “bold and imaginative deviator from established business patterns and practices.” That’s the perfect description of the new recruiting profession-bold and imaginative deviators from a recruiting paradigm that is simply no longer relevant to the world of work.

Thanks for reading,

Peter

Follow me on Twitter at www.twitter.com/PeterWeddle

P.S. Please tell your friends and colleagues about WEDDLE’s Newsletter. They’ll appreciate your thoughtfulness, and so will we.


This Issue’s Sponsor: Work Strong

This issue of WEDDLE’s newsletter is brought to you through the generous support of Work Strong: Your Personal Career Fitness System, Peter Weddle’s new book on conditioning your career for sustainable success.

Designed specifically for the challenging workplace of the 21st Century:

Work Strong not only tells you what to do for career success, but when, where and how to do it.

  • Career Fitness includes both a revolutionary philosophy of work and a regimen of daily, weekly and monthly activities that empower you to apply that philosophy to your career.
  • Using physical fitness as a metaphor, it introduces an approach to career self-management that is appropriate for everyone from senior executives and seasoned professionals to recent graduates and those who are reentering the workforce after an extended absence.
  • Work Strong helps you tap both sides of your brain in learning how to build a healthy career.

  • It encourages you to use your reasoning ability on the left side of your brain by presenting all of the information you need to Work Strong in your career. That’s The Career Fitness System
  • It also encourages you to use your creative ability on the right side of your brain by presenting a fictional account of what it would be like to Work Strong. That’s The Diary of a Career Activist.
  • In today’s world of work, you have only two choices: you can be the master of your career or you can be its victim. Get the tools you need to take charge of the one-third or more of your life you spend at work. Get Work Strong today! You’ll increase the paycheck and the satisfaction you bring home from work!

    But don’t forget about others. Get Work Strong for yourself and for your spouse, your sons or daughters and even for your mother and father. Everyone deserves to Work Strong. To place your order, call WEDDLE’s at 317.598.9768 or click here. Don’t delay. Get Work Strong right away!


    Section Two: Site News You Can Use

    News Item #1

    WEDDLE’s Research, a division of WEDDLE’s LLC, released a preliminary data set from its upcoming 2009 Recruiting Excellence Survey which will be published later this spring. (For pricing and to order the report, please call WEDDLE’s at 317.598.9768.) This one-of-a-kind report examines both sides of the job market; it explores which strategies and tactics recruiters prefer and what job seekers are doing to find a new or better job. Among the questions we asked recruiters was the following: “How would you rate the caliber of your new hires sourced online?” Here’s what the respondents said:

  • 53.4% called them “among our best employees;”
  • 26.6% called them “above average employees;”
  • 12.5% described them as “average employees;”
  • 1.2% said they were “below average employees;”
  • 0.8% said they “were a hiring mistake;” and
  • 5.5% had not formed an opinion.
  • The respondent population exceeded 1,000 corporate and third party recruiters. So, while some pundits may rail about the quality of candidates found online these days, those who are actually out there recruiting on the Web have a very different-and very positive-view of their yield.

    News Item #2

    WEDDLE’s has released a powerful new tool for recruiters. Called Finding Needles in a Haystack, it’s the first comprehensive listing of keywords for successfully searching resume databases online and off. The book provides tens of thousands of search terms and phrases for the:

  • engineering,
  • finance,
  • healthcare,
  • human resources,
  • sales & marketing,
  • technology,
  • and other fields.
  • If you’re not getting the yield you need from job board resume databases, data mining or even your own resume management system, this is the reference book for you. In fact, sourcing guru Shally Steckerl described this book as “A rare and uniquely useful reference guide for recruiters!” It doesn’t get any better than that! To order your copy, please call WEDDLE’s at 317.598.9768 or click here. Get Finding Needles in a Haystack today!

    News Item #3

    WEDDLE’s is pleased to announce the schedule for its 2009 Spring/Summer Training Series. The first program is in April, but if you register now, you’ll save 10% on the already low cost of participation.

    WEDDLE’s training programs are audio-based. You get the PowerPoint slides for each program in advance, and on the day of the training, you simply call a toll-free number and have the presentation delivered right to you.

  • Everyone in your office can listen in or you can take the course by yourself.
  • You can download the PowerPoint slides onto your computer or print them out and use them for note-taking.
  • You don’t have to spend the time to travel to another location, but can take the training wherever it’s convenient for you.
  • No less important, all of the programs are presented by WEDDLE’s Publisher, Peter Weddle, one of the most highly rated trainers in our industry. In addition, they draw on WEDDLE’s 12+ years of research into the Best Practices for sourcing and recruiting online.

    The Spring/Summer 2009 series is listed below:

  • April 7, 2009: Online Networking for Hard-to-Find, High Caliber Prospects
  • April 21, 2009: Best Practices in Online Recruitment Advertising 2.0
  • May 5, 2009: Best Practices in Sourcing Passive Prospects Online
  • May 26, 2009: Blink Recruiting-Getting to “Yes” Fast With Top Talent
  • June 2, 2009: Transforming Your Resume Database into a Candidate Gold Mine
  • June 16, 2009: Optimizing the Candidate Experience: The Secret to Recruiting Success
  • These are great learning opportunities presented by one of our industry’s most highly rated trainers. In addition, you can’t beat the price; it’s just $175 per telephone line. That’s unbelievably inexpensive for individual training, but consider this:

  • If there are two of you in your office and you both listen in, that drops the price to just $87.50 per person.
  • If you put 10 of your colleagues in a conference room and all listen in, that drops the price to an incredible $17.50 per person.
  • However you do it, you get world class training and save your employer money! PLUS, if you sign up before March 20th-that’s tomorrow!-you’ll receive an additional 10% discount. It doesn’t get any better than that!

    Registrations are limited, so reserve your seats now. Call WEDDLE’s at 317.598.9768 today. Please note that sessions are not recorded and reservations are final and binding.

    “WOW!! I had the opportunity to listen to Peter Weddle speak last week at a conference and WOW!! does NOT do justice to how I felt after listening to him!”


    Section Three: Site Profiles

    Site Spotlite … from the pages of WEDDLE’s 2007/8 Guides and Directories

    There are 40,000 job boards now in operation in North America and an equal number operating elsewhere around the world. The key to recruiting top talent online, therefore, is knowing where to find and how to select the best sites for each of your requirements. WEDDLE’s 2009/10 Guide identifies 350 of the top sites worldwide and provides the information you need to determine which job boards will deliver the optimum yield for you. For example:

    AAAS

    http://aaas.sciencecareers.org

    American Association for the Advancement of Science

    Post full time jobs: Yes

    Post part time, contract or consulting jobs: No

    Distribution of jobs: National: USA

    Fee to post a job: $425/posting

    Posting period: 60 days

    Can posting be linked to your site: Yes

    Resume database: Yes

    Number of resumes: 66,154

    Source of resumes: Direct from individuals

    Top occupations among visitors: Agriculture, Biochemistry, Biology, Other science

    Other services for employers: Discussion forum for networking, Automated resume agent, Banner advertising, Status reports

    Member, International Association of Employment Web Sites: Yes


    Get Work Strong Today!

    This issue of WEDDLE’s newsletter is brought to you through the generous support of Work Strong: Your Personal Career Fitness System, Peter Weddle’s new book on conditioning your career for sustainable success.

    Designed specifically for the challenging workplace of the 21st Century:

    Work Strong not only tells you what to do for career success, but when, where and how to do it.

  • Career Fitness includes both a revolutionary philosophy of work and a regimen of daily, weekly and monthly activities that empower you to apply that philosophy to your career.
  • Using physical fitness as a metaphor, it introduces an approach to career self-management that is appropriate for everyone from senior executives and seasoned professionals to recent graduates and those who are reentering the workforce after an extended absence.
  • Work Strong helps you tap both sides of your brain in learning how to build a healthy career.

  • It encourages you to use your reasoning ability on the left side of your brain by presenting all of the information you need to Work Strong in your career. That’s The Career Fitness System
  • It also encourages you to use your creative ability on the right side of your brain by presenting a fictional account of what it would be like to Work Strong. That’s The Diary of a Career Activist.
  • In today’s world of work, you have only two choices: you can be the master of your career or you can be its victim. Get the tools you need to take charge of the one-third or more of your life you spend at work. Get Work Strong today! You’ll increase the paycheck and the satisfaction you bring home from work!

    But don’t forget about others. Get Work Strong for yourself and for your spouse, your sons or daughters and even for your mother and father. Everyone deserves to Work Strong. To place your order, call WEDDLE’s at 317.598.9768 or click here. Don’t delay. Get Work Strong right away!