Rusing

If you don't periodically explore the website ere.net, you are missing a treat.

ERE is a site that focuses on recruiting in many different ways--there are daily articles from industry leaders, blogs, product information and discussion groups. Personally, I am fascinated by some of the discussions that occur.

A recent one involved the employment agency technique of doing rusing to find job applicants.If you are not familiar with the term, let me provide you with some examples of rusing.

Calling the switchboard of a target company, saying that you are a college student trying to interview someone for a paper who is the head of ________. What is there name and number??

Using the voice response system of target firm to collect names to call.

Meeting with a junior person in the department for an interview taht has little reason to occur accept for those few minutes where you ask them for an org chart of their department and where they fit into it for the sole purpose of getting the names of the others to call.

Sending a resume of someone witha terrific background to a non-client.

"They look good; let's meet them."

Oh, they just took another job, but I have a few others I'll send over to you. Tell me what you're looking for exactly."

The subject of the discussion is "All Great Recruiters Ruse."

So, let me ask you, if someone told you that they fond a job applicant in this manner, would you be happy? Would you been disgusted? Someplace in the middle?

Email me at thebiggamehunter@gmail.com and tell me what you would think if someone admitted to you that they did this to find your most recent hire.

Oh, by the way, after 35 years of doing search, my network and technology tools make this completely unnecessary.

Again, email me at thebiggamehunter@gmail.com and tell me what your thoughts would be if a recruiter admitted to you that they did this to find your most reent hire.


Jeff Altman
The Big Game Hunter Concepts in Staffing thebiggamehunter@cisny.com © 2007 all rights reserved. Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in many disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist. To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsearchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, designed to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.thebiggamehunter.net. If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at thebiggamehunter@cisny.com (If you’re looking for a new position, include your resume).

If you have a question that you would like me to answer pertaining to job hunting or hiring, email it to him at:
thebiggamehunter@gmail.com

Get The Applicant Off Balance

Most interviews are extremely predictable. They have three basic parts--an introduction to the interview that often begins with a question like, "Tell me about yourself and what you've been doing professionally." The second phase where skills competence is evaluated; the third phase is where you ask if they have any questions.

Some people like to conduct interviews with very easy tones to them; others prefer "stress interviews."

Like you, I see my job as finding out the truth--I want to geta sense of a person and their competence and experience, chemistry with my clients and their attitides, character, self-confidence and, maybe charisma. What Ir efer to as personal leadership.

I want to know what someone knows, what they want and how flexible they are in pursuing it (the money, the location, the nature of the job).

Because most interviews have become extremely predictable, i've been looking for something that would be helpful in obtaining a real insight into the person I'm sitting with--something that is not part of their prepared script of answers.

I wasn't satisfied until recently when I read an anecdote from someone who spoke of their worries about being promoted into a job over their head and then it hit me.

"Tell me about a professional situation where you were in over your head and how you handled it."

I ask this question early in the interview.

I'm looking for an insight into the person, not just from what they say but from their body language. I can accept taht they may not have been put into sucha situation but I want to see how they respond to the question and how they respond to my next question.

Did I throw them off? That will be how they handle it in real life.

Will they say that it has not happened to them professionally but in their academic life or personal life, hee is what happened.

I want to get them off the "script" of answers and learn something about the person in front of me.

Email me at thebiggamehunter@cisny.com and tell me what happens when you try using this question, particularly, early in the interview.


Jeff Altman
The Big Game Hunter Concepts in Staffing thebiggamehunter@cisny.com © 2007 all rights reserved. Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in many disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist. To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsearchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, designed to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.thebiggamehunter.net. If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at thebiggamehunter@cisny.com (If you’re looking for a new position, include your resume).

If you have a question that you would like me to answer pertaining to job hunting or hiring, email it to him at: thebiggamehunter@gmail.com

How Much Should We Be Paying for a ______?

It is a pretty common occurrence for me to receive a call fro a client asking me about how much someone who is doing a particular function should be paid. With time, I learned that the answer that was least satisfying was "Whatever the market deems them to be worth." Although true, most of you want concrete numbers.

So how do you best get those numbers?

The Internet is a great tool. I'm not speaking of sites like www.salary.com or www.payscale.com.
Personally, I find these sites too generic for my taste.

The sites I use are:

www.jobsearchuniverse.com
www.indeed.com
www.simplyhired.com

In the name of full disclosure, Job Search Universe if a search engine I build using Google search engine technology; it searches more than 2200 websites and employer career pages for information. Indeed and Simply Hired are similar meta search tools.

Each provides enormous job market penetration that allows me to collect information.

For example, if I want to know about j2EE Swaps developer salaries in New York, I enter the search into one of these search engines and examine the results anc determine what salaries are for the skill.

I know its easier to just call me and ask but, heah, this will probably be far more accurate!

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in many disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsearchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, designed to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.thebiggamehunter.net.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at thebiggamehunter@cisny.com (If you’re looking for a new position, include your resume).

If you have a question that you would like me to answer pertaining to job hunting or hiring, email it to him at:
thebiggamehunter@gmail.com

Campus Recruiting: The Lost Focus of Staffing

Back in ancient times, when I was beginning my career, the Bell Labs was considered a terrific place for people like me. They recruited "the best of the best, " regardless of race, creed, religion, national origin, etc.. Once on board, you worked on exceptional projects and were set for life.

If I were to ask you today, who fits that kind of description, the closest firm that comes to mind is Google (in mine, any way) and what you hear out of them is about what a great place they are to work for an experienced person. . . but nothing that says, "We can take your career from cradle to grave.

Since the post 9/11 recession began, campus recruiting has fallen off of many firm's radar screens (is there a phrase as anachronistic as "radar screens") . Companies are trying to hire finished products and few are taking the time to plant seeds in the ground, feed and water the seeds and help them grow into beautiful flowers. Yet, now, more than ever, firms need to make strong efforts to train and hire rookies and juniors.

What is working now when you go on campus to attract beginners?

In public accounting, the hiring process on campus is tied up by Thanksgiving because the firms are able to anticipate and plan their needs that early.

The recruiting process begins with a company presentation in the fall that offers students the opportunity to learn about the various positions available within a company and the locations that are being recruited for. Firms should start to connect with some of the students and collect information about them, their interest and begin a process of communication with them.

Make sure you obtain their email address, IM and cell number!

In the months that follow, you should contact them with follow up information, an occasional contact and be able to answer their questions honestly. One reminder: during these presentations, be sure to have your story straight. Anything you say to the student during the presentations will be remembered forever.

If you are asked questions, make notes of your answers and share them with others on the team so that of they are asked similar questions, everyone can be on the same page.

DO NOT SPEAK CRITICALLY OF YOUR COMPETITION FOR TALENT.

Calling a competitor, "The biggest mistake you could ever make," does not endear you to the student, even if it's true. Better to calmly speak about the difference between your culture and theirs if you actually know it or to speak purely in positive terms about your own.

Usually, the recruiting team consists of relatively junior people in the organization who, it is believed, will be able to connect with the student better than an older person might. Then there is the "senior manager type." Make sure your senior manager has that sort of "good father" or "good mother" demeanor and/or manner about them. You don't want the company grouch interacting with the kids, sent only because they are available that day and no one else is.

Make the student feel important. an attitude that says, "You need us; we don't need you," will sink your efforts.

Once you've identified some of the people you are interested in, bringing them into your office for an event where they meet some of the staff who are focused on attracting them to the firm gives them a chance to interact with the staff away from the hustle of the meat market (or meet market) of the campus recruiting effort. Such "high touch efforts" give everyone a feel for one another and suggest care for the new hire.

As much as you want them to express interest in working for you, they like to feel like hiring them matters to you.

Oh, yes, look at the composition of the teams involved with hiring. What is the message you send when the team consists of young blind women in HR and old Caucasian men representing the management. Let me give you a hint: It does not suggest diversity in your firm's culture which, given that more and more students are neither of purely Caucasian households, nor male (as a matter of fact, interracial marriage, interfaith marriage, gay parenting and interracial adoption are far more the norm in the US than 20 years ago).

I hope I've re-opened some of your eyes to campus recruiting and its importance in your staff planning and offered a few reminders and tips that will help you obtain a great return on your investment.

Jeff Altman

The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in many disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsearchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, designed to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.thebiggamehunter.net.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at thebiggamehunter@cisny.com (If you’re looking for a new position, include your resume).

If you have a question that you would like me to answer pertaining to job hunting or hiring, email it to him at:
thebiggamehunter@gmail.com

Keeping Your Staff is Within Your Grasp

The Top Reasons Why People Resign Their Job

A recent issue of Fortune Magazine cited the top 5 reasons why people quit their jobs. In order they were:

1. Better compensation(including benefits) elsewhere 30%

2. Better career opportunity elsewhere 27%

3. Ready for a new experience 27%

4. Dissatisfied with career opportunities at present company 21%

5. Desire to change careers or industries 16%

To this I’ll add that people dislike their boss and leave because of that.

What’s interesting is that the Fortune list is really only 3 reasons because #2 and #4 are really the same and #3 and #5 are really the same.

As such, the primary factors why people leave their jobs are:

1. Better career opportunity elsewhere/ Dissatisfied with career opportunities at present company 48%

2. Ready for a new experience/Desire to change careers or industries 43%

3. Better compensation(including benefits) elsewhere 30%

4. Dislike their boss percentage unknown

Do you see what I see?

Boredom and lack of challenge is the overwhelming reason why people change jobs.

Review time is not the only opportunity to discuss advancement possibilities with your staff.

Your staff may be attending programs for degrees, advanced degrees, skill improvement. Ask them about what they hope to do with their new knowledge over the next year or two. Can your firm re-deploy these people or use them in a role that would let the use their new skills?

Isn’t it expensive to replace someone

You can be creative.

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at: thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsesarchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com .

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

How Do You Evaluate Your Recruiting Sources

Show as Much care to Your Choices as you do to Other Purchases

I bought an SUV last year after we moved to Pennsylvania. I wasn’t sure what to buy, so I went on the web, looked at a variety of guides, read reviews from existing owners, examined price at different dealers, found the best price in my area, then looked at service contracts and what the best price was I could get for one before I walked into the dealer’s showroom.

All the stories about customers getting into the sales office and getting snowed into overspending didn’t happen to me because I learned what I wanted in advance, and shopped for the best price in the two places in the two places where I would be charged—the car and the service contract.

When the dealer heard my counteroffer on their service contract price, they asked how determined that amount. I answered, “It’s $50 over your cost and the fact is, I’m going to come in here for service anyway so you might as well collect the money from me.”

When most companies agree to have a recruiter work on helping them fill their jobs, most know far less about the recruiter than I did about my SUV. They select the recruiter because

1. They called at just the right time
2. Got through to them on the phone
3. Were willing to agree to their fee terms
4. Claimed expertise in the market that the job was in.
5. Have a voice or presentation that you found “tolerable”

Is it any wonder that most of what you receive seems like resumes are flipped to you like burgers at a fast food restaurant? What do you really know about this person?

Instead of just listening to the “typical agency speech,” consider asking them a few questions. If you ask about their experience, most junior recruiters will claim more years of experience than they actually have so that may not be a useful tactic.

Ask them about the jobs they’ve worked on. Listen to how they answer your questions for holes in their story. Your questions might include

Talking about a similar search they’ve worked on

Clients in your industry they’ve supported in a similar search

Whether they only do work in your area or in a broader territory

How did you hear about this position being available?

To whom do they report?

What challenges they might have in qualifying someone for the position?

Do they have any “real life” expertise in this area (have they been an accountant doing this kind of work)?

How will you evaluate and assess someone and determine if they are qualified?

Are they published? Do they write for the trades (or publish an ezine like this one)?

Google the person and the firm.

It’s not just what they say, but how they describe their experience that will help you determine if they will be useful or a probable waste of time.

In addition, communicate changes in your thinking about a job to them.

From the time a position description is approved until the time it is filled, a job description actually goes through frequent and subtle changes based upon the people that you meet.

If you don’t communicate the changes to the recruiter, how would you expect them to know of them?

This happens very frequently and slows the staffing process down unnecessarily.

And aren’t you trying to fill your positions quickly with the least amount of effort?

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at: thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsesarchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com .

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

Is There Bias in Your Hiring Process?

No one likes to think of themselves and their organization as biased. Most of like to think of ourselves as being nice, decent and fair, as well as competent so to suggest there might be bias in your process may offend or anger you. Yet for years, I have heard managers at clients refer to wanting to hire a junior person as a euphemism for someone under the age of 27, someone who is perfectly spoken for someone who is born in the US or someone who can work nights and weekends for someone who is not a Sabbath observer.

Yet bias is often far more insidious in most organizations.

For example, by not offering standardized testing for skills-based positions, subjective interviewing, rather than objective measuring become part of the process far too often. By this, I mean, interviewers start asking questions by whim, influenced by the appearance, race, age, gender, perceived sexual orientation and other biases.

An article I recently read described a search process for a major firm that was hiring for a division and strongly considered hiring “the good looking” male candidate until someone remembered to probe into their measurement of success in their current position. Upon doing so, they discovered that the candidate had swung business to MAYBE a 3.5% improvement in profits. When they interviewed someone who was “less good looking” who had turned around a division at a competitor and brought them from losing money to strong profits.

Another way to examine bias in your organization involves looking into your organization and noticing patterns in departments

Here are more examples.

Is everyone in the department male?

Is everyone born in India and no one from Pakistan?

Is Saturday test time the requirement when it could just as easily be Sunday?

Is everyone male?

Have you noticed that no one is over the age of 40? 50?

Are all the worker-bees from a minority group and all the managers white?

Some of the points may seem obvious to you but it never hurts to remind someone that you can ask:

1. Reasons for termination of previous employment,

2. About references;

3 . Work Schedules;

4. Previous work experience;

5. Job-related feeling about previous assignments or present position;

6. Career interests;

7. Job duties of job training;

8. Education;

9. Job-related professional associations;

10. About qualifications for the duties related to the job; and

11. Any other information on the application related to the position.

You cannot ask questions to find out:

1. Age or date of birth;

2. Previous address;

3. How long at present residence or whether they rent or own their residence;

4. Religion or name of priest, rabbi, or minister,

5. Father's surname or mother's surname;

6. Maiden name or marital status,

7. Age of children or how many children or who will care for the children;

8. Spouse's place of employment or spouse's residence;

9. Parents' residence or place of employment;

10. Loans or financial obligations or about wage attachments or personal bankruptcies;

11. If ever arrested or about legal convictions, unless relevant to the jobs;

12. Services in a foreign armed service or about foreign languages spoken, unless requirement for the job;

13. Dates of education;

14. Race or membership in social organizations; and

15. Attitudes towards geographical relocation, unless required for the job.

In addition:

• You may not ask questions of one sex and not of the other.
• Questions about race, color, place of birth, national and family origin, religion, sex, sexual orientation, disability, age or ancestry.
• Questions about past, present, or future marital status, pregnancy, plans for a family or child care issues. You can ask if the applicant has any commitments that would preclude the applicant from satisfying job schedules or performing job-related travel. If such questions are asked, they must be asked of both sexes.
• Questions about weight and height, unless this information is job-related.
• Questions about the candidate's state of health.
• Questions about disabilities, and the time needed for treatment of the disabilities, unless this information is necessary to determine the candidate's ability to perform an essential job function without significant hazard.
• Questions about a foreign address that would indicate national origin. You may ask about the location and length of time of a candidate's current residence.
• Questions about a candidate's native-born or naturalized status. You may ask if the candidate is eligible to work indefinitely in the U.S. if the question is asked of all candidates.
• Questions about a candidate's native tongue or how foreign language ability has been acquired. You may ask about foreign language skills if the position requires such ability.
• Questions about a candidate's willingness to work on religious holidays. You may ask about willingness to work a required schedule.

Things to Do:

Evaluate your hiring process.

Speak with the manager or determine for yourself what questions will be asked to determine applicant qualifications. Be specific!

Make sure that every person who will be evaluating knows what the focus of the questions needs to be so that they don’t stray from their expertise.

Require standardized post-interview reporting of thoughts and qualifications. Remove the comments for elements of bias.

These four steps are a start. There is no simple recipe or cookbook to eliminate it. After all, bias tends to go further underground when a flashlight shines on it. Yet it may offer a starting point to attack a problem that may be keeping your firm from hiring gthe most qualified candidates.

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

To receive a daily digest of positions emailed to you, search job openings, use his free meta job lead tool or to subscribe Jeff’s free job search ezine, Head Hunt Your Next Job, go to, http://www.jeffaltman.com. To subscribe to Jeff’s free recruiting ezine, Natural Selection Ezine, subscribe at www.naturalselectionezine.com For information about personal search services, go to www.VIPPersonalSearch.com.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

Tell Them What You're Thinking

A few months ago, a friend referred someone to me for some advice before being flown in for an interview. He wanted to have an idea of what to expect, believing that he was well prepared AND wanting to make sure. He called last week, wanting to tell me what had happened and some of his thinking.

Yes, he did well on his interview. He is knowledgeable and intelligent plus he presents his ideas extremely well. Yet, he said, there was something troubling for him about the experience that he thought was worth sharing.

He said that he originally took the position as a consultant and the firm kept pressuring him to join fulltime. You and I can understand that desire easily. It's expensive to keep a consultant working for you.

Yet, from his vantage point, he really wanted to join them and kept asking them one question that, for some reason, they couldn't or wouldn't answer for him.

Why me? What is it about my experience that makes me a good fit for your firm and your plans?

Up until that point, he thought that there were many people who could do what he was doing and, although they kept speaking in general terms (We see you as someone who can help us grow. "How?"), they never gave him the feeling that he mattered.

It's a good lesson, particularly with experienced talent.

People want to believe that they can make a difference. Explain to them how they can.

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at: thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsesarchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com .

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

6 Steps to Guaranteeing Successful Hires

Hiring people is not a science. Like riding a bike or cooking, it is a skill that can be learned.

Try to master the six points I’ve made.

1. Don’t be distracted by appearances. Substance should be your most important benchmark for hiring

He or she arrives and they are treated like a rock star. They are good looking and have a great wardrobe. Their credentials speak for themselves. You’ve Googled the word “success” in your industry and their picture is the top response.

If you think I’m kidding, I’m not. People are too readily influenced by unimportant qualities such as appearance to the point where they do not investigate the individual’s credentials adequately. The questions asked are easier. They are given “a pass.”

It is important to scratch below the surface and get into the muck of the individual’s experience to see if there is something worthwhile there.

An early lesson I learned before becoming The Big Game Hunter was to ask simple open ended questions early in the interview, listen and then become progressively more pointed with my questions.

For example, I might start with the usual soft question of, “Tell me about yourself and what you’ve been doing professionally?” Eventually, I might progress to, “You say you increased sales by 42%. How much of that would you attribute to a better product offering for your firm and how much for you?”

“You increased your sales by 42%. How much did your costs increase during that time?”

“What might you have done differently that could have improved them to 46%”

“Everyone makes mistakes. Tell me about a professional mistake you’ve made and what you learned from it.”

And I’ll ask detailed questions based upon their answers.

2. Make sure you’ve decided what someone really needs to know and how you will measure for it. Communicate what is needed to the search firm, agency or recruiter.

It is fascinating to read some job descriptions. They go on for pages and spell out in incredible detail what is being looked for. Then, following an interview, when I ask the candidate what was asked and what was explored, I hear about questions that don’t in any way relate to the position description. As a result the search goes on far longer than it need to with suitable consequences to all concerned.

Try to identify the four or five key points or experiences your new hire must have in order to stand a chance of being successful and then, ASK QUESTIONS TO DETERMINE THE SKILLS OF THE PEOPLE IN THOSE AREAS.

Communicate what you want to the search firms, recruiters or agencies you’re working with and how the requirements and your thinking evolve. Recruiters are incapable o mind reading. You’ve hired them to help you hire someone. Tell them what you want and they’ll find it for you more quickly than if they have to piece things out based upon the information you share when you reject someone (BTW, the person is never “too light.” Tell them where their skills or experience was deficient).

3. Make sure everyone who is part of the hiring process understands their role and what they are there to determine.

It seems peculiar for the programmer to reject the project manager for their management experience yet it happens all the time. It is also odd to have the programmer ask esoteric questions, interviewing by the seat of their pants. Insure tat everyone knows their role I the process and what they are there to evaluate.

4. Put an end to wishful thinking

If a person has only worked in temp jobs or as a consultant, it is probably not their fault that they have worked at a lot of companies. Sometimes, layoffs occurred. Sometimes, projects were abruptly cancelled.

Many times, though, if you investigate, you’ll find that the person plays the employee version of “My way or I take the highway.” As skilled as they are, you can’t fix them.

5. Be prepared to answer one question

When you are about to extend an offer to someone, answer this question:

Why does this person fit my job better than anyone else I’ve met?

Compare your answer with your “Must have” list and your preferences.

6. Correct mistakes quickly.

The biggest mistake you can make is one you don’t fix. Putting your head in the ground and praying for a miracle will lead to both you and your employee being shown the door. Correct your mistakes quickly. Remember it is YOUR MISTAKE, not the employees. Arrange for a kind severance. Do not blame them or the search firm for your hiring misjudgment.

Jeff Altman

The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2007 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at: thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s free meta job lead search engine, Job Search Universe, to learn about his VIP program, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsearchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com .

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

The Myth of Passive Job Applicants

What Makes Them Better Any Way?

One of the common myths of the search industry is that the passive job applicant is, in some way, superior to the active one. The logic is that the passive applicant is too busy being successful in their job to look at job ads and answer them. Passive applicants are superior to the out of work job hunter because the out of work person is “someone else’s dead wood” or someone else’s “reject” or just being “mercenary.”

Are any of these criticisms of active job seekers true?

Sometimes.

The job market is set up in ways that discourage loyalty. A person who remains with their employer for a few years may expect a 3-5% increase; one who changes jobs may receive a 10% – 20%. So, for the $100000 worker, they may receive a raise to $105000 by remain loyal and $115000 for changing. Over 5 years given the same 3-5% increase at their new employer, the difference in earnings will be about $55000 by changing jobs once. If they do it a second time after three years, their earnings will be more than $75000 more.

Does this make them mercenary? Does it mean they are taking care of their family and personal responsibilities, rather be “taken advantage” by a system that creates disincentives for loyalty? Can you afford to “forget” about $75000? Most people can’t.

Are you interviewing someone else’s “dead wood” or “rejects”?

Possibly, but, unlikely. Most layoffs or firings occur because of adverse business conditions, rather than incompetence. Hence the person has been caught in a budget squeeze that has occurred because the company isn’t selling products or services like it once did. Should an accountant be punished for that? Should an engineer with less seniority be criticized as being a retread or loser?

Most people change jobs because they are underpaid to market and want to catch up, are having a conflict with their manager, want to improve their work, work conditions or work environment or perceive that career advancement possibilities are being limited and want to expand them again.

When reaching out to the passive job, you are approaching them with more money (making them mercenary and underpaid to the market), talking with them about better work, perhaps closer to home with a manager that they can respect and with better career conditions—all the same criteria that you criticize the active job seeker.

Now, if you say you want to widen the pool of talent to insure that you are evaluating as broad a pool as possible, I understand that.

But what happens when that “passive applicant” sees that he or she has interviewed well and decides to explore other choices. Do they stop being a passive candidate (good) and become an active one (bad)?

And where do these passive candidates come from?

Referrals
Data mining companies
Social networks
Forums where they may have posted messages
Mining your own data
Search engines

This makes them superior?

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2006 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

To subscribe to Jeff’s free job search ezine, Head Hunt Your Next Job, or receive a daily digest of positions emailed to you, go to http://www.jeffaltman.com

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

If you would like to link your company’s career page to Job Search Universe, Jeff’s Google-powered free job lead tool (www.jobsearchuniverse.com), email to the url for your company’s career page to him at jobsearchuniverse@gmail.com (no employment agencies, please).

Job Hunting Rises to Astonishing Levels

Take a seat for a moment before you read this next paragraph.

More than 75 percent of employees are looking for new jobs, according to the 462 employees and 367 HR professionals surveyed in the 2006 U.S. Job Retention Poll released today by the Society for Human Resource Management (SHRM) and The Wall Street Journal's CareerJournal.com. According to HR professionals, on average, 12 percent of their organizations' workforce had voluntarily resigned since the beginning of 2006. Non-management employees were the most likely to resign, according to 71 percent of the HR professionals surveyed.

Seventy-three percent of HR professionals indicated that they were concerned about the voluntary resignations at their organizations. In an effort to retain employees, nearly 50 percent of the HR professionals reported that their organizations had implemented special retention processes.

The size of the sample is pretty typical the sake of discussion, let’s say they are off by half. Are you prepared for a turnover rate of 37.5% in 2007?

Can you imagine the amount of time you will spend replacing employees if these numbers are vaguely accurate? Come to think of it, you might not be involved with hiring the replacements because you, yourself, might find yourself at a new organization hiring staff.

Statistically, most people leave their jobs because of a desire for a salary increase; the system as it currently is, rewards the new hire to a greater degree than it does the current loyal employee (most companies pay larger salaries to hire the new employee than raises you pay to return your current talent).

So what can you do if your budget is locked in?

Look at retention strategies proactively with your managers. Ask them what they should do to head off losing three quarters of their staff. Is there a training budget to help improve skills? Is mentoring available for critical employees to head of departure?

Do you have an effective program to permit internal transfers?

Even if some of these strategies fail as an alternative to wage increases, they will help you become an employer of choice and help attract new staff.

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2006 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at: thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s new meta job lead tool, Job Search Universe, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com To add your firm’s career page to “The Universe” email the url to jobsesarchuniverse@gmail.com.

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com . For information about personal job search services, go to www.VIPPersonalSearch.com.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume)

My, Oh, My!

How the Job Market is Changing!

Wherever possible, I like to share anecdotes to illustrate a point.

This week, a client of mine wanted to extend an offer to a person with a good background. The person is an auditor who has done a lot of work in the hedge fund space. She has changed jobs, on average, over 18 months since entering the field and, at one point a two years ago, worked for a competitor.

I knew she was earning $86000 in her current job and asked her how much she was looking for. She told me that title was very important to her and that one company, a former client, had put a job offer together with a “powerful title” which I learned was an Assistant Director’s title.

And what salary where they offering?

$115000.

I was shocked. An almost $30000 raise PLUS bonus plus a title to join the firm.

After checking references, I told my client what this person had received in the way of an offer and, to put it mildly, they were surprised, too.

And then they matched the salary offer and offered her a VP position.

Folks, I keep saying that we have entered a period where talent will need to be rewarded to attract AND retain strong people.

Do you know who the top 10% of your staff is and what are you doing to keep them?

Are the performance reviews serious? Are they receiving positive and constructive field back? Are they receiving challenging assignments?

Are their raises exceeding what your competition would offer them if they went looking?

Jeff Altman

The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2006 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at:

thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s new meta job lead tool, Job Search Universe, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com . For information about personal job search services, go to www.VIPPersonalSearch.com.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

Becoming the Employer of Choice (Part 3)

How Are You Shaping Your Company’s Message

Have you asked yourself the question, “What is the message you want the market to know about working with your company?”

“What is the view I want the job market to have about my company?”

In the last issue, I wrote about the value of “the buzz” around a company. Google is the current media darling. Microsoft once was. Whose next? What will be the buzz around that firm?

Yours may not be a glamorous company. It may be a door knob manufacturer, a neighborhood business or an enormous company that creates boring things. Yet there is a way to create an image for your firm.

Go to YouTube.com and look at a video for Great Lakes Brewing. They are selling their business in this video and do a nice job of creating a feeling. There’s another from the Charlestown Fire Company, a fire company that put something together to show what they do. The Romanian production company, Demo Mediana, does a nice job of selling their work.

What are you doing? Have you thought of tailoring an existing commercial, putting the tailored commercial on YouTube or one of the other sites have it work for you.

Could you be creative and pull a few managers together and create a spot for your company?

Consciously shaping your company’s message for employees will go a long way toward making yours an employer of choice.

Jeff Altman
The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2006 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

If you have a question that you would like me to answer, email it to me at:
thebiggamehunter@gmail.com

To receive a daily digest of positions emailed to you, search for openings that The Big Game Hunter is working on, to use Jeff’s new meta job lead tool, Job Search Universe, or to subscribe to Jeff’s free job hunting ezine, “Head Hunt Your Next Job, go to http://www.jeffaltman.com. Job Search Universe is also available at www.jobsearchuniverse.com

For Jeff’s free recruiting ezine, NaturalSelection Ezine, to help human resources professionals, managers and business owners make even better hiring decisions, ,subscribe at www.naturalselectionezine.com . For information about personal job search services, go to www.VIPPersonalSearch.com.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).

Becoming the Employer of Choice (Part 2)

(Second Article in a series)

Among the reasons for becoming the employer of choice in your market area and in your industry is the ability to attract all the talent you want with relatively little effort. People seem to know your brand and have a favorable disposition to it. It’s almost as though there is a halo around the organization—people think well of the firm and have the idea that working there would be fun and advance their career and interests.

Businessweek recently published an article about the best places for beginners to start their career and pointed to a characteristic when comparing firms. That characteristic is the second factor about an organization--there’s a “buzz” around the firm.

What’s “the buzz” about your company?

What do your employees think about working there?

What’s does the street gossip say about your company?

Do you know?

Have you ever surveyed your employees and asked them these questions:

What are the best things about working for us?

What would you want to improve about working here?

If you’ve ever published the positives have you ever announced changes based upon the areas that needed improvement?

What is your employee turnover rate? Do you conduct exit interviews and make changes based upon the results (I’m not talking about firing a manager because a of a disgruntled employee; perhaps it can be hiring additional staff or consultants because because the overtime required is excessive)?

Are you putting out press releases that deal with business successes or just hoping that your company gets noticed?

Do you have formal announcements to acknowledge great achievements or just expect people to do their job?

One of my clients caters a modest breakfast for the staff once a week in every office around the world. They even pay for benefits for the employee AND their family including dental. Do you think this company has a leg up competing with your firm?

Oh, I forgot to mention that they have a higher than normal match on their 401K, start employees off with three weeks of vacation and through a quarterly party for the staff.

Firms that go out of their way to cater to the needs of their employees incur an obvious expense but also gain a big advantage when competing for superior talent. Getting “the buzz” around your company can be achieved in thousands of ways over the course of time. What’s most important is that there is a positive buzz around your company that makes people stop in their tracks and become favorably pre-disposed to working there.

Jeff Altman

The Big Game Hunter
Concepts in Staffing
jeffaltman@cisny.com

© 2006 all rights reserved.

Jeff Altman, The Big Game Hunter, is Managing Director with Concepts in Staffing, a New York search firm, He has successfully assisted many corporations identify management leaders and staff in technology, accounting, finance, sales, marketing and other disciplines since 1971. He is a certified leader of the ManKind Project, a not for profit organization that assists men with life issues, and a practicing psychotherapist.

To subscribe to Jeff’s free job search ezine, Head Hunt Your Next Job, go to www.headhuntyournextjob.com. For Jeff’s free recruiting ezine, NaturalSelection Ezine, subscribe at www.naturalselectionezine.com To receive a daily digest of positions emailed to you or search for openings, go to http://www.jeffaltman.com. For information about personal search services, go to www.VIPPersonalSearch.com.

If you would like Jeff and his firm to assist you with hiring staff, or if you would like help with a strategic job change, send an email to him at jeffaltman@cisny.com (If you’re looking for a new position, include your resume).