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The Fordyce Letter

Straight Talk for the Recruiting Profession


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Interviews, Weigh In!

Fun Friday: Interviews Gone Wrong



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Anyone who’s been around this business long enough has some really great stories to share about candidates who had…shall we say, interesting…interviews with clients. For example:

  • A candidate was posed the question, “When your workload is heavy and you are overwhelmed, how do you handle the stress?” Her response: “I run in the bathroom and cry.”
  • A candidate threw up on the interviewer’s desk and then immediately started asking questions about the job, like nothing had happened.
  • An over-the-top enthusiastic candidate for a copywriting position high-fived someone on the hiring manager’s team after hearing that the team member just got engaged. He talked about how terrible his boss was for a good 20 minutes. He said he felt like he was already working with them. And then he left something behind so that he could come back and get it. He called wondering when he could come back, and they observed him prepping in the parking lot.
  • A candiate for a highly visible administrative assistant position was asked, “What is it that attracts you to this job the most?’ Without hesitation, she replied, “My mother thinks this will be the right job for me.”
  • A recruiting agency owner had a candidate in the final interview stages. He pretty much had the job. He was invited to interview with a couple of people who would become peers as last step in the process. One would-be peer asked the candidate to demonstrate to them his work ethic and drive, to which he replied, “You can just strap a saddle on my a** and ride me!” Apparently, he was hoping to show what a workhorse he is.

Of course, we all like to believe that these types of situations would never happen with our candidates because we thoroughly prep them on interview etiquette and any possible questions they may be asked. Nevertheless – they do happen from time to time!

Do you have a crazy story of an interview gone wrong? Share it in the comments below!

Fees, Weigh In!

Bribes and Kickbacks



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I was reading a post recently that discussed the pros and cons of offering bribes or kickbacks to candidates to take jobs. In the post, the author stated:

“We can understand why a candidate would want to use a recruiting firm that gives them $10,000.00 or whatever it is when they place them. That’s a lot of money anywhere…When you get that $10,000.00 it’s almost like a justification for moving.”

As well:

“…I understand why recruiting firms would want to offer it. It is a great way to drum up business; especially if you advertise it. You can advertise that you pay money to people when they are placed. That’s something that certainly will draw in lots and lots and lots of candidates.”

However, the post continued on with some of the business and ethical reasons why this may not be the best route to take. Some discussed included:

  • Paying out candidate kickbacks takes money out of your placement fee, and ultimately out of your operating budget.
  • If you advertise this practice and your clients know about it, they may approach hiring any of your candidates with more extreme caution.
  • Your clients may be led to believe that the candidate wouldn’t have taken the job if there were no kickback from you.
  • There is the potential of attaching a stigma to your candidates if they are hired; their new co-workers may view them in a less than favorable light.
  • Once a candidate is known to accept kickbacks, they may be suspected of being disloyal to any potential new employers.

So, there are certainly plusses and minuses to this practice. Paul Hawkinson covered this topic a couple years ago too in the Fordyce article Inducements, Kickbacks, Bribes, Sweeteners. What are your thoughts on this? Please share in the comments below!

Closing, Technology, Weigh In!

Need help closing a sale? There’s an app for that!



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Let’s say you’re in the middle of a batch of marketing calls. You’re smiling and dialing, wheeling and dealing, spinning and grinning. You get a new prospect on the line and they like your MPC. You talk through your candidate’s skills, walk them through the fee agreement, when suddenly… you’re hit with an objection. You’re trying desperately to close the deal, but your mind is drawing a blank. What do you do?

You whip out your iPhone. There IS an app for that.

Earlier this month, Cardone Training Technologies Inc. released its CloseTheSale app on iTunes. CloseTheSale is a complete list of closing lines from Grant Cardone, international sales expert, sales trainer, sales motivational speaker and NY Times best selling Author. According to the app description, “Every situation from, “I need to think about it”, to “price”, “affordability”, “budget”, “third parties”, “terms”, “payments”, “down payment”, “difference”, “the economy”, “never make rash decisions”, and every conceivable stall you will ever hear is covered here.” Check out these screenshots from the app:

In this day and age where nearly everything we need or want is available at the swipe of a finger, I have to think that while convenience is great, is it dumbing us down regarding basic skills? What do you think?

Interviews, Weigh In!

When Should Salary Be Discussed?



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In a recent discussion, an unemployed job-seeker shared that she had been on five interviews and was certain that she wasn’t offered a few positions because the salaries they were offering were lower than what she was making at her previous job. She had concluded that the companies were most likely wary of hiring her at a lower wage, for fear that she might leave for a higher paying position once the economy improved. Frustrated, she asked for help on how to approach the delicate topic of compensation for future opportunities.

There were responses coming from all kinds of perspectives for this inquiry:

  • “Remember that salary requirements should never be spoken about in first interviews (provided you know that there will be a 2nd or 3rd round of interviews). Unless the employer brings it up in the first interview, don’t bring it up.”
  • “Start by being honest with yourself, why are you taking a step back? Are you going to bolt when something better comes along. You need to research the position you are applying for and tell them that you are aware of the difference in salary. You need to look at the role and state honestly why you want it and what you could do for them.”
  • “Generally candidates try to deflect discussions about salary and benefits until they have been offered the job and persuaded the interviewers that they are ideal candidate for the job. Smart candidates will do everything to avoid answering direct questions about salary and benefits. Try to bring him back to the parameters which he is looking for and put emphasis on your your suitability for this job.”

This is a tricky topic these days with lots of job-seekers putting themselves up for positions that are a level or two below them simply because they need to make ends meet. There is always the possibility that these candidates will cut and run once things improve, but this is also a very real situation that doesn’t seem to have any one agreed-upon answer.

There are really two issues here: interviewing for positions that are a notch or two below one’s current level, and discussing salary during the interview process. Would you send a candidate to interview for a position that was below his or her current level? How do you advise your candidates on when to discuss salary? Weigh in with your thoughts below.

Fees, Relationships, Weigh In!

Appropriate Valuation Breeds Loyalty… Or Does It?



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When I was interviewing for my last job (prior to joining ERE), my soon-to-be boss and I started discussing compensation. At that time, the position I was interviewing for was a contract role, and thus my compensation would be at an hourly rate. I shared where I was compensation-wise in my most recent job, which was a salaried position, and we worked out where that would be hourly. My soon-to-be boss then told me something that stuck in my head – paraphrased, he said:

“I’m going to get you as close to your current compensation level as possible. I know lots of employers will low-ball a job offer and then attempt to meet you halfway, but I don’t play that game. I think it starts the new relationship off on the wrong foot to haggle the cost of hiring someone whom you know you want to work with. That being said, whatever hourly rate I come back to you with is going to be the highest amount I’m able to get approved… cool?”

Two important factors need to be considered here of course:

  1. I knew my soon-to-be boss prior to this process, so there was an existing trusting relationship there. I already knew he was a guy who would be true to his word.
  2. I was honest with the amount I shared with him. I didn’t inflate where I currently was compensation-wise, and he knew that.

The amount he came back to me with was more than acceptable to me. In fact, it was a slight increase to where I had been previously. I like to believe that honesty played a huge role in the end outcome for that job, and the trust between us meant that everyone ended up happy.

Last week, Seth Godin posted an article on his blog called “The right price the first time“. The opening line of this post states:

“The way you price expensive transactions is going to train your partners and customers in how to behave.”

Relationships, Weigh In!

“Vendor”-Client Relationships



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Our goal is to move beyond ‘vendor’ status to become trusted advisors and consultants with our client companies. So – how do we get past scenarios like the ones outlined in this video?

How many of you have ever encountered situations like these? Clients essentially asking you to work for free, or wanting to ‘test out’ your services with a promise to pay next time, or even haggling your fee to an unacceptable low. Forming strategic relationships does require some negotiation, but this must happen on both sides of the table. Sustainable relationships involve both parties benefiting (known in nature as a symbiotic relationship), not just one (known in nature as a parasitic relationship).

How have you or your company gotten past these types of scenarios? Share your thoughts in the comments below.

Editor's Corner, Industry News, Weigh In!

Disconnect Between Job Seeker and Employer Expectations



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Today, TalentDrive, an online resume aggregation search engine, released the results from its “Job Market Perceptions” survey. The findings uncover a widening gap between current employers’ expectations and job seekers’ actual skill sets. The survey was conducted to get a better understanding of current job seekers’ perceptions of their own skill sets compared to expectations held by hiring managers. Are candidates’ skills and employer requirements aligned? Results uncover key “skill gaps” between the two groups.

79,000 job seekers (86% considered to be actively seeking employment) were asked to assess their personal skill set and attitude toward the current job market. The results:

  • 71% were pessimistic about their career search, feeling they possessed the required skill set but were not getting hired
  • 37% were extremely frustrated, with no hope for improvement in sight
  • 34% unhappy with the environment, but starting to see signs of improvement

Employers were then asked if they had noticed a change in the quality of candidates since the recession’s start. The results: 42% of employers indicated that the recession had not only increased the quantity of candidates, but in fact they are finding more qualified candidates than in years past. These two results seem to contradict one another…

Relationships, Weigh In!

I’m Mad As H#%* and I’m Not Going To Take This Any More!



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Do you remember the 1976 film Network? The movie produced a very famous scene in which Howard Beale (played by Peter Finch) has a breakdown (some would argue an epiphany!) on live television (PG-13 clip of course!)

Seems a little too timely, doesn’t it! Over the last couple of days, two news stories have surfaced of individuals who decided they were “mad as hell, and were not going to take this anymore” with their jobs. They quit in style.

The Business of Recruiting, Weigh In!

Fun Friday: What’s the craziest thing you’ve done for your business?



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It’s Friday – so let’s have a little fun! Today’s challenge:

Tell us about the craziest thing you’ve done to either win new business or close a deal. This could include things that helped you get a candidate to an interview, get an offer to close, get in front of a new client, etc.

Here are a couple of examples:

Julia Stone – President, BizWerks: Julia once took a candidate to the dry cleaner and made him strip out of his wrinkled clothes to have them pressed before going to an interview.

Paul DeBettignies – Managing Partner, Nerd Search, LLC: One of Paul’s candidates had a babysitter lined up to look after his three young children while he went on an interview. The babysitter no-call-no-showed, so Paul played babysitter while the candidate went on his interview. (as a plus, the candidate is going on a second interview)

Share your crazy story in the comments below. Who will have the most outrageous tale to tell?

Entrepreneurship, Weigh In!

Business Ownership Isn’t For Everybody…Unless Your Parents Are Buying You One



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For those of you who own your recruiting business, do you remember the first day you either figuratively or literally opened your doors? What a special moment – becoming your own boss. You call the shots. You are fully responsible for your own success (or failure!). You put your hard-earned money, probably almost all you had at the time, into opening your business with aspirations of seeing it grow and prosper. Your business is something you can be proud of, because it’s all yours.

However, there seems to be a new (and somewhat disturbing to me!) trend on the rise with new college graduates. The Pew Research Center recently released a report showing that unemployment is the highest it’s been in more than three decades amongst 18-29 year-olds. According to an article I read yesterday in the Wall Street Journal, some parents are now purchasing businesses for their new graduates, since the job prospects for most new college graduates these days are pretty grim.

While the WSJ certainly puts a happy spin on this new trend, I wholeheartedly disagree with the idea of buying a [child] [college graduate] grown adult an entire business as a gift. When I graduated college, I got a $50 savings bond that has yet to mature so I can cash it in. There certainly is something to be said about working for what you have in life and taking pride in the journey. But perhaps I am just bitter or jealous because my parents didn’t buy me a franchise when I graduated. (with honors… just saying) I guess I missed the part where business ownership is a privilege, because apparently for some it is an entitlement.

“…some parents I interviewed described it as a way of recapturing for their children a stake in “the American dream”—the opportunity to control their destiny and have a chance at gaining wealth.”

Last time I checked, the American Dream was something you actually had to work for, not something you were gifted.