Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


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Fordyce Forum Speaker Hank Stringer on ‘Interesting Times’



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These are interesting times — are they times of change?

Our traditional search best practices will be needed and used by clients for some time to come, yet a number of companies and search firms are experiencing recruitment efficiencies and productivity gains that lead to incredible results and savings. Should we expect these gains to transform our current recruiting business models?

As we come out of this “interesting time,” we should expect companies to demand cost savings, better service, and increased talent quality all accomplished better and faster than ever before.

So how do we respond? Do we continue to sell our value? Rely on relationships? Tweak our current models? Make big changes to the traditional recruitment model?

As a recruiter and technology founder, I have seen other “interesting times.”

However, there are results that recruitment organizations and company hiring teams are accomplishing this time that give pause…just what are the most disruptive recruitment business models in business today? Do they work? Are the numbers real?

I’d like to hear from you. Let me know of disruptive ideas you’ve had, seen, or put into practice or convince me the search firm model will never change — you may be exactly on point. I’m looking forward to sharing and exploring with you all at Fordyce Forum. And thanks for sharing your thoughts.

See you in Vegas!

Hank

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Jeff On Call: What Job Requirements Are Legally Discriminatory?



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Q: What job requirements are legally discriminatory?

The shorthand way to analyze this is anything that isn’t objectively job related.

There’s a whole industry of consultants and lawyers out there who will tell you that in expensive ways. But it’s the only working definition you need. Call our office if you run into a questionable requirement.

Keep in mind that “discrimination” in a legal sense refers only to consideration of certain cultural, physical, and mental characteristics. Recruiters are paid to discriminate on the basis of job skills, personal qualifications, and experience.

Here are areas of inquiry and presentation to avoid:

  • Race
  • Religion
  • Sex
  • Age
  • Physical Characteristics
  • Psychological Attributes
  • Marital Status
  • Family and Personal Responsibilities

It’s easy to find some hypothetical way to trap yourself with marginally job-related requirements. But as a practical matter, you can’t consider them.

You’re as liable as the employer (jointly and severally) under virtually all federal and state laws. Only you’re not as able to defend yourself.

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To participate in future Q&As, email jeff@placementlaw.com. Keep in mind you should always consult with your own attorney. Nothing contained herein should be construed as legal advice. It is for your information only.

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Grass Is Green Enough for Most CEOs



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It seems that more CEOs are hunkering down and waiting out this rocky economy. That is the finding from a new Spencer Stuart study, which says that as of Q1 2009, there have been 17 cases of turnover (a decrease from 22 cases in Q1 2008). Of those 17 placements, 12 out of 17 (71%) of appointed CEOs in the S&P 500 were internal placements.

2009 Quarter 1 S&P 500 CEO Turnover Research
(Click on the chart to increase the size.)

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Heidrick & Struggles Plans Layoffs; Shares Plummet



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After Heidrick & Struggles posted a large first-quarter loss on Tuesday — and said it would cut more jobs –  the company’s shares plunged $3.94, or 16.9%, to $19.35 at the close of business.

Earlier in the day, the company said the number of executive searches decreased 38.4% compared to the 2008 first quarter, and decreased 6.8% compared to the 2008 fourth quarter.

In addition to an 11% staff reduction back in January,  it now plans to lay off nearly 10% next month. It will also cut discretionary bonuses and reduce base salaries by 5%.

L. Kevin Kelly, the company’s CEO, said the following in a statement:

“The negative impact of the global financial crisis and recession is no longer contained to one or two industries. Each of our practice groups and every region experienced double-digit revenue declines in the first quarter. Search confirmations hit a low in December and showed a modest but steady improvement through March. However, the improvement was not as strong as we had anticipated and operating losses in each region were a result of a cost structure that, despite cost-cutting initiatives, was not supported by first quarter revenue.”

Kelly also said he anticipates an improvement in business in the later half of the year.

“But given today’s environment, nothing is certain,” he added.

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Fordyce TV Recap: Jon Bartos



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Jon Bartos joined the line-up of presenters on Fordyce TV, sharing the truths about the talent market and why your clients need you now — more than ever before. During his show, he offered an in-depth understanding of the talent market from our founding fathers of talent differentiation — Jack Welch, Brad Smart, and Peter Drucker.

In addition, he answered a variety of viewer questions after his presentation. Click the TV box below to watch the replay and hear Jon’s fantastic and vibrant responses to the following queries:

  • What social media do the A players use?
  • How do we get A players attracted to work for the government?
  • What do you do when you submit candidates to a client and they reject them but are then in their database (possibly for use later)?
  • How is one supposed to position themselves as a retained search firm while presenting MPCs?
  • How do you delegate your desk with researchers and assistants? Where do you spend the bulk of your time?

The Talent Game

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Fordyce TV: Jon Bartos and Recession-Survival Secrets



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Join us on Tuesday, April 28 for the premiere of “The Talent Game,” the newest line-up to Fordyce TV.

Renowned speaker and trainer Jon Bartos, president and CEO of Jonathan Scott International, will uncover the truths about the talent market and why your clients need you now — more than ever before.

“We all are hearing the same things today. Hiring freeze; no openings; we are laying off, not hiring; and we need you to reduce your fees based on the market,” say Bartos.

“I’m excited to present on Fordyce TV,” says Bartos. “I want to offer an in-depth understanding of the talent market from our founding fathers of talent differentiation — Jack Welch, Brad Smart, and Peter Drucker.”

Viewers will also learn:

  • An understanding of the market dynamics for talent today and how to help your clients through this quagmire.
  • Why “A” players are hidden to hiring managers and HR professionals.
  • How to become your clients’ trusted advisor, and why they need to work with YOU as opposed to other alternatives.
  • How to win more business based on talent differentiation.
  • The universal truths of the talent market.

How to view the show: Log on to http://www.fordyceletter.com at 2pm ET on Tuesday, April 28. If you don’t see the TV box when you first log on to the website, try “refreshing” the page, as the TV box ONLY appears right before the show. Then, click the little white arrow on the television box (no password or any special log-in instructions are required) and watch the show. Stick around after the presentation for a live Q&A session via the “chat” box feature.

Truth, Justice and the American Way of Headhunting

NOT a Rant, Just a Simple Question about Twitter



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Well now, THIS ought to confuse the commenter who refers to himself as “Tallis.”

Two weeks ago, I played around a bit and was not quite clear. This is not a joke. I’d like someone to give us some kind of tutorial on how Twitter can be used in the search business.

We don’t need single anecdotes like, “This guy tweeted my job posting and this candidate called me.” I did hear that, and it is not even an example of something WE could do.

I’ll challenge Harry Joiner here to back up his comment from last week. I have talked with Harry. He’s a good, smart guy who knows what he is doing and doesn’t seem like a time-waster, but his comment last week was just totally empty.

And another guy meeting a split partner there? Ok, fine. No explanation of how it was different than meeting someone on this network or a bar or a grocery store. And that guy said he hates it as much as he loves it.

I didn’t single out that guy because I also want to say the part of his comment questioning the value of being HERE on TFL is just totally wrong. That does not even need to be debated.

So think of the old song “War” when you sing “Twitter, HUH, Wha-at is it good for? Absolutely Nuthin’ , Say it Again…”

I would love to print and eat this post on a video as soon as two known trainers add how to use Twitter to their repertoire.

Note added Sat. 25th. I am deleting comments from ‘fake’ people when I see them. That could make some comments from real people seem strange at times.  And, yes the times are a’changin’.  Now people can do and say things without consequences sometimes. Makes them very ‘brave’.

I plan to respond to the comments here in the next blog entry…or whatever the brave/fake critics would have me properly call it.

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Non-Profits Seek to Fill 24,000 Leadership Roles in Downturn



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Despite tightening budgets, nonprofits are struggling to find the best executive talent.

According to a new survey by the Bridgespan Group:

  • As of January, 28% of nonprofit organizations planned to make senior management hires, translating to 24,000 vacancies in 2009.
  • Top barriers to finding suitable leaders included compensation and difficulty finding executives with specialized skills, as well as competition for the same in-sector talent pool and lack of resources to find or cultivate new leaders.
  • Projected vacancies are largely the result of retirement, since much of the existing leadership is comprised of boomers.
  • Surprisingly, for a sector that is notorious for relying on personal relationships, job boards surpassed external networking for first place as a way to reach candidates, with 49% of organizations using job boards versus 44% using external networking to identify their candidates. And 38% used general print advertising, but it was found to be among the least effective tools. Only 13% of the organizations surveyed employed search firms, but found them highly effective.
  • 53% of U.S. nonprofits with revenue over $1 million have significant for-profit management experience represented on their senior management teams, including 20% in financial roles. Additionally, 42% of the executive directors surveyed had significant management experience in the private sector.
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Jeff On Call: How to Handle a Transgender Candidate



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Q: I have a candidate who interviewed with my client and is going to receive an offer. She just told me that she is transgender and wants me to disclose that to the employer.

I told her that I never disclose pregnancies, disabilities, religion, sexual preference, etc. and that I would not disclose this. She has decided that she wants to tell this herself but she asked me how to approach the hiring manager (CEO) and wants me to send the employment verification to him that is in her male name first.

I haven’t done anything yet. I do not want to put myself in a liability situation and I do not want to put my client in one either if he chooses for any reason not to hire her. We haven’t done reference checks or anything yet. This is a small company of 27 employees that would be devastated by a law suit. Also, the hiring manager trusts me, and I feel bad not discussing this with him. Any advice?

The initial request for you to disclose transgender status of a candidate raises a unique legal question.

Referring (and hiring) based on sexual orientation or preference is clearly prohibited in federal and state equal employment opportunity laws. However, the Latin phrase volenti non fit injuria permeates our entire system of jurisprudence. It means “he (or she – or both) who consents cannot be injured.” (I tell you these things because tossing around buzzwords like that to your lawyer lowers your legal fees.)

In this case, your candidate is a member of a “protected class.” Therefore, his consent is vitiated (nullified). It would be like having a child consent to work for less than minimum wage. Since the child is the victim to be protected, he can’t consent legally to an illegal act against him.

Your candidate may insist — even threaten. You must stay back — way back. Your duty (if any) to your contingency-fee “client” must yield to your clear duty to obey the law.

Next month when it’s released, your candidate might want to pick up a copy of my new book, entitled Instant Interviews: 101 Ways to Get the Best Job of Your Life (Wiley). “Do” (Chapter) 81 is entitled “Disabling a Disability Instantly.” I use a take-no-prisoners approach that will work well for him. (Of course, transgender status is not a disability, but the disclosure technique is the same.)

Thanks for asking, and “consenting” to us sharing the reply to this great question.

Best of luck!
Jeff

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To participate in future Q&As, email jeff@placementlaw.com. Keep in mind you should always consult with your own attorney. Nothing contained herein should be construed as legal advice. It is for your information only.

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Cold Calling Tips & Techniques for Selling Staffing Services



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Unless you were born into royalty, you are a former president of a country, or a CEO of a Fortune 500 organization, you are going to have to make cold calls in order to be successful in the field of sales.

It’s fascinating when marketers promote “cold calling is dead,” “cold calling doesn’t work,” and “stop cold calling.”

Who doesn’t wish that their network were so robust that they could always generate new business off of referrals from their personal network? To be successful in selling staffing services, one will always to have to cold call for new business.

Below are some proven tips and suggestions that will both help your cold calling be more productive and remove any fear that you may have about cold calling.

Adjust Your Mindset

Don’t approach cold calling with the goal of “making a sale” or “landing a meeting.” If you do, you are destined to fail and you will be in constant objection-handling mode.

Besides, you don’t want to be a transactional vendor.