Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


John Zappe

John has been writing about recruiting and employment for nearly a decade,and has worked in the field for almost twice as long. He traces his connection to the employment industry back to the beginning of the commercial Internet when he managed some of the earliest news oriented websites. These offered job boards, which became highly popular with users. John worked with agencies and large employers on job postings, resume search, and campaigns, before consulting with media companies on audience development and online advertising sales.

Articles by John Zappe

The Business of Recruiting

The Anatomy of a Recruitment Coup



USC logo

USC logoLast week, in a dramatic announcement that reverberated around the world of academia, the University of Southern California announced it hired two of the preeminent neuroscientists in the world, stealing them away from crosstown rival UCLA.

While salary was certainly part of the deal, what convinced Arthur Toga and Paul Thompson to decamp from the University of California Los Angeles after two decades was a combination of bigger and better facilities, a commitment to building a world class program, and considerations of culture and lifestyle.

After being rebuffed for years, how USC finally managed to snag the men and their Laboratory of Neuro Imaging is a case study in recruiting professionals who are among the top in the world in their field. In this case, there’s no indication that either internal recruiters or professional search firms were involved. Still, the methods the school used, and the issues that helped convince the men to make a move, are ingredients of every placement.

Cold Calling

Email Trumps Voice Messages For Getting a Response



email voicemail survey response
email voicemail survey response

Click for larger image

Earlier this week I invited Fordyce readers to tell us how often they got a response — any response at all — to cold-call emails and voicemails you send or leave for candidates and clients.

The results are reported in the accompanying chart. The headline is that emails get a better response rate than do phone messages.

What it says is that almost 40% of those of you who took part in the survey say you get a call back to your phone message less than 25% of the time. Looked at from another angle, hardly anyone is getting anywhere close to half their messages returned.

Email, though. gets better results. Just under 8% of the respondents told us they are getting a response to at least half — and in some cases more than 75% — of their emails.

Our poll is anything but scientific. A properly conducted, random survey of recruiters and response rates might come up with very different results. However, it does track with what I’ve heard anecdotally, and with some surveys about email reply rates.

What prompted our Fordyce poll was a  Top Echelon Network poll about same day callback rates. That survey of members of the splits network found few are getting called back the same day they leave a message.

Industry News

Tech Startups’ Challenge: Finding Talent



cover-startup-outlook-report

More tech startups than at any time in the last four years will be looking to hire this year, says Silicon Valley Bank, but they worry they won’t be able to find the talent they need.

Even as most leaders and founders of the firms surveyed by the bank for its annual Startup Outlook say conditions in the U.S. are better this year than last, the number of them who report hiring talent is their biggest challenge has grown. Nine out of 10 executives report finding and hiring the talent they need is their biggest challenge.

The annual survey, says 87% of the tech startups reported plans to add staff this year. That’s up four points from last year, and 14 points from the first survey conducted in 2010. The strongest market for startup hiring, according to the report, is Texas. The Boston area and metro New York are 3rd and 5th respectively.

Finding Talent Is Biggest Challenge

Silicon Valley Bank startup hiring challengeSoftware and hardware startups report having the hardest time finding the tech talent they need. For healthcare sector firms, hiring is not quite as much of a challenge — 17% describe it as “extremely challenging” compared to the next lowest scoring industry, cleantech, where 23% described hiring that way. However, healthcare startups are also the least likely to be adding staff, at least compared to the sectors.

Perhaps not too surprising, only the smallest of startups, those with fewer than 10 workers (which tend to be very early stage firms), say their biggest challenge, just ahead of finding talent, is the compensation it takes to land tech professionals. For every other size firm the biggest challenge is finding workers with the necessary skills.

Most in demand, especially among hardware startups, are the STEM skills; 82% of the executives said they are looking for those workers, and 40% reported no skills are more important. Only 17% said management, marketing, or other non-STEM skills are important to them.

Cold Calling

Few Recruiter Messages Get Returned the Same Day – Or Ever



survey on calls being returned

If you rarely get a same day call back from a candidate or a client, it’s not you. Less than 5% of recruiters report getting their calls returned the same day.

Count yourself lucky is you get your calls returned at all. One survey by a messaging service said only 33% even listen to messages from business contacts. From numbers they don’t recognize, a mere 18% will listen.

That doesn’t mean they bother to return them. Some surveys of cold-call response rates found that one-in-twenty messages will get a response. The longer the message, the lower that response rate goes. Improving the call back percentage, even by only a few points, can make a big difference in client acquisition. Improving both the number of calls in which you actually speak with a live person, as well as improving the percentage of call backs is the key part of Jim Domanski’s session at the upcoming Fordyce Forum.

How-To, Industry News

Didn’t Get My Email? Check Your Gmail Spam Folder



fordyce-default

gmail logoSpam filters and kitchen sinks have some things in common.

Both suck down the waste you don’t want. Both will also suck down the occasional thing you do want, like a misplaced ring, or an email from a friend who uses exclamation points like a kid eats candy and doesn’t know enough not to capitalize every other word.

And, from time to time, both need attention.

Here, though, is where the analogy ends. Unlike your kitchen sink, your desktop spam filter is almost certainly the second (or even third) system disposal for email. Unless you invariably use webmail, and religiously check its junk folder, I can almost guarantee you are missing emails that no one would ever think are spam.

The culprit here is Gmail.

Fordyce Forum

‘Unparalleled ROI’: What You Get At Fordyce Forum 2013



Barb Bruno at Fordyce

Fordyce Forum 2013 logoOne of the speakers at the upcoming Fordyce Forum 2013 called me last week to discuss his presentation. He wanted to make sure he was on track with the directives  conference chair Barb Bruno issued.

On a call with the speakers she told them in very specific, clear, and direct language that they must:

  • Provide value for every single person there.
  • Develop a workshop with participation. These are supposed to be interactive sessions.
  • Provide at least three solid “takeaways”; things participants can use on Monday that will give them a big ROI.
  • Be interesting. You want them to go away saying “I didn’t know that,” and “I can use that or do that.”
Industry News

Temp Workers Account For Almost 20% of April’s 165K Job Growth



Econ index April 2013

Econ index April 2013Temp staffing had its strongest month in two years, adding 30,800 new jobs in April. That accounted for almost one-in-five of the new jobs added to the U.S. economy last month.

The U.S. Department of Labor this morning said that on a seasonally-adjusted basis, 165,000 new non-farm jobs were created last month. The unemployment rate also declined slightly to 7.5%, even as the size of the workforce ticked up slightly. (It is still lower than at any time in more than three decades.)

The government also adjusted up its initial numbers for both February and March, increasing the new job estimates by a combined 114,000. With the revisions, job growth in the first quarter totaled 618,000. That’s just slightly behind the 208,000 monthly average during all of last year.

The April job growth was better than analysts were expecting. Before the release in Washington, surveys of economists showed them expecting job growth to be in a range between about 125,000 and 155,000.

Industry News

Does 119k New Jobs Mean Hiring Is Slowing?



ADP April 2013 Change by company size

ADP April 2013 job growth chartThe news about April’s job growth is not looking good. Economists were predicting a mediocre month even before ADP released its estimates this morning, but the company’s numbers  took even the more bearish of them by surprise.

The HR services firm, which handles payrolls for more than 20% of the U.S. workforce, reported the nation added 119,000 private sector jobs in April and it also lowered its March number from 158,000 to 131,000 jobs. Surveys of labor economists had the consensus estimates of the April ADP number in a range of 150,000 to 155,000.

The ADP report is seen by investors and economists as a predictor of the official government employment report that will be released Friday by the U.S. Labor Department. Because of different counting methods (the government uses a survey, ADP uses actual payroll information) and the inclusion of government jobs in the Labor Department numbers, the two jobs reports rarely synch up precisely. However, both are closely watched for signs of employment trends.

“While it cannot be said enough that the ADP report, while helpful, is hardly a perfect guide to Friday’s payroll report, weakness in the number is never welcome,” Dan Greenhaus, an analyst with BTIG LLC, an institutional brokerage firm, told The Washington Post. “And by and large, that’s what today’s report was; weak.”

Industry News

Bullhorn Report Finds LinkedIn Dominates Social Media Use By Firms



Bullhorn social media power users

Bullhorn social media power usersIf you’re beginning to think every one is using LinkedIn to source candidates, you’re close to right.

Nearly every survey on source of hire or use of social media by recruiters shows LinkedIn to be a key part of the mix; often it leads all the listed social media sites. The company itself reported adding 2,400 customers in just the last quarter of 2012, bringing the total to 16,400 organizations under contract.

Now comes a Bullhorn survey to report that of the 160,000 registered users on Bullhorn Reach, 97% use LinkedIn to source candidates. That’s not as surprising as it might seem at first glance. Bullhorn Reach is a freemium site specifically for managing a social media program and posting jobs to the sites and to some job boards. Bullhorn Reach users, a large number of them staffing firms, search, and independent recruiters, are all committed to at least some level of social media interaction.

Industry News, Staffing

Dice Financials: Staffing Firms ‘Very Active’ In Q1



Dice Holdings logo

Direct tech hiring may be a little soft today, but staffing firms are powering the recruiting market, looking to fill orders for temp and project workers that employers need, but are hesitant to bring on permanently.

“Staffing firms in the technology space are definitely very active today,” said Scot Melland, chairman, CEO and president of Dice Holdings, “and they’re seeing their businesses do pretty well.”

Speaking to financial analysts during a Q1 conference call this morning, Melland said, “Companies are still leaning towards outsourcing talents to contractors, as well as staffing firms, rather than hiring full time.”