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A "C" in Commitment
Does your company use search firms? Let me rephrase--does your company use search firms? Case in point: I’ve been focusing on a retained client for over 3 months. I’ve shown them 8-9 candidates, several of which they’ve mentioned to me as likely ‘fits’. In every case, the candidate ends up ‘unqualified’ or qualified only as a ‘trainee’ in their industry. Now, I can accept that over 2-3 candidates, if the level of experience, education or specific expertise were lacking. However, in each case, my candidate met or exceeded the stated (in writing) qualifications asked for by the client. Additionally, my company downgraded the salary and compensation in the personal interview by over $10-15k from what their stated intent was (in writing) when I took the search.
So, I give them a "C" for commitment. I can’t understand why they’d have me on retainer to identify and attract a sales person if they’re unwilling to honor their commitment to hiring someone. Further, they muddy my reputation when qualifying my candidates out on compensation, after I’ve clarified with them what it will take to attract a likely prospect. It undercuts my integrity and the faith the candidates have in my word.
But, pulling my reputation and self-interest out of the picture, what does it say about them as a company? They pay lip service to the fact they need to expand their sales force to survive as a company, yet no one on God’s green Earth is ‘qualified’ to work for them. My client is not committed to its own search, which earned them a "C" in commitment.
In the same time frame, an international firm put me on retainer over two months ago to find them a Sales/Marketing Manager, United States. I identified 4 great prospects, all within the money range and all excited to interview (one had even worked for the primary competitor). Once again, the candidates are looking at me like I’m a flake, since the client hasn’t responded to their backgrounds, set interviews or proceeded with their search. They also get a "C" for commitment.
I could argue that this foreign firm doesn’t recognize the dynamics of the ‘candidate-driven’ market we face in the U.S. And for the first month, I did. But, either through arrogance, lack of direction, poor management or shaky commitment, they are CHOOSING not to move forward on something they’d indicated they were committed to doing. The message they sent to 4 highly productive professionals in their industry is: ‘We’re a company committed to not keeping commitments!’
Rules of the Road: Don’t send a search firm to identify and attract ANYONE unless you’re prepared, budgeted, funded and COMMITTED to hiring them THAT DAY! It undercuts your reputation in YOUR OWN INDUSTRY. Disappointments in staffing happen; offers are rejected; candidates prove unqualified; counteroffers are accepted; this is a part of the life of a recruiting firm. But working with uncommitted companies in good faith undercuts our clients’ goodwill and reputation when they don’t live up to their own commitments. Remember, we’re talking about your company, your opportunity WITH PEOPLE IN YOUR INDUSTRY! Don’t send the wrong message.
Does your company use search firms? Let me rephrase--does your company use search firms? Case in point: I’ve been focusing on a retained client for over 3 months. I’ve shown them 8-9 candidates, several of which they’ve mentioned to me as likely ‘fits’. In every case, the candidate ends up ‘unqualified’ or qualified only as a ‘trainee’ in their industry. Now, I can accept that over 2-3 candidates, if the level of experience, education or specific expertise were lacking. However, in each case, my candidate met or exceeded the stated (in writing) qualifications asked for by the client. Additionally, my company downgraded the salary and compensation in the personal interview by over $10-15k from what their stated intent was (in writing) when I took the search.
So, I give them a "C" for commitment. I can’t understand why they’d have me on retainer to identify and attract a sales person if they’re unwilling to honor their commitment to hiring someone. Further, they muddy my reputation when qualifying my candidates out on compensation, after I’ve clarified with them what it will take to attract a likely prospect. It undercuts my integrity and the faith the candidates have in my word.
But, pulling my reputation and self-interest out of the picture, what does it say about them as a company? They pay lip service to the fact they need to expand their sales force to survive as a company, yet no one on God’s green Earth is ‘qualified’ to work for them. My client is not committed to its own search, which earned them a "C" in commitment.
In the same time frame, an international firm put me on retainer over two months ago to find them a Sales/Marketing Manager, United States. I identified 4 great prospects, all within the money range and all excited to interview (one had even worked for the primary competitor). Once again, the candidates are looking at me like I’m a flake, since the client hasn’t responded to their backgrounds, set interviews or proceeded with their search. They also get a "C" for commitment.
I could argue that this foreign firm doesn’t recognize the dynamics of the ‘candidate-driven’ market we face in the U.S. And for the first month, I did. But, either through arrogance, lack of direction, poor management or shaky commitment, they are CHOOSING not to move forward on something they’d indicated they were committed to doing. The message they sent to 4 highly productive professionals in their industry is: ‘We’re a company committed to not keeping commitments!’
Rules of the Road: Don’t send a search firm to identify and attract ANYONE unless you’re prepared, budgeted, funded and COMMITTED to hiring them THAT DAY! It undercuts your reputation in YOUR OWN INDUSTRY. Disappointments in staffing happen; offers are rejected; candidates prove unqualified; counteroffers are accepted; this is a part of the life of a recruiting firm. But working with uncommitted companies in good faith undercuts our clients’ goodwill and reputation when they don’t live up to their own commitments. Remember, we’re talking about your company, your opportunity WITH PEOPLE IN YOUR INDUSTRY! Don’t send the wrong message.
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phone: 661-295-6666
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fax: 661-295-5153 | ||