Ask a recruiter about the repercussions of taking a counter offer and you'll likely be told that an asteroid will hit not only your home but the homes of everyone you love as well.
Fact is you can get an offer from another employer, take the counter offer from your current employer and still emerge from the burning embers that was your abode in one piece. Your job is about as safe as it was before. For most of us, your job is safe UNTIL IT ISN'T.
Your current employer will keep you for as long as they need you. As long as your exit would make life miserable for your current supervisor, they won't look for a reason to fire you.
(Wow...that's the good news)
But here's the bad news. If your current supervisor comes to have even marginal feelings about your value, they'll remember you held them hostage for more money. (and that's how they'll remember it). And if your supervisor goes elsewhere, their boss remembers what went down when you almost left.
Keep in mind, if you're earning a professionals salary and you can't quantify the revenue you bring into the organization, your less expensive replacement is out there. If this sounds like the words of a pessimist, you're shielding yourself from some painful truths.
It's a form of economic Darwinism that has always existed but has grown exponentially. Information technology has finally delivered on the increases in productivity it promised for years. In some cases, people can do your job from a desk overseas. Public companies put shareholder value over everything- including profitability. Private employers have taken note of all of the above and have a number on your back specific to the bottom line.
A small handful of people are seemingly protected..you probably know a few. They've been at the current job for 10, 15, 20 years. They've either been designated as irreplaceable or they are THE ROCKET SCIENTISTS of playing company politics. They may not like kissing all the right asses at every turn but they like it better than the alternative: finding another job that covers their needs.
For an overwhelming majority of the labor force: you're a free agent. There's some upside to all this. Figure out what's best for you because the entity that is your employer is in a constant state of doing just that. The bright side is if you're good at what you do, you'll earn comparatively more money in this market of bidders for your services than you would have staying at the same job in an earlier generation.
Tuesday, March 31, 2015
Thursday, February 26, 2015
Whining and Dining
I've been far too busy complaining about the weather to do much of anything lately- that includes writing blog posts.
Oh, sure, the New England winter has been affected by the Earth somehow being blown off its axis, pushed 30 million miles further away from The Sun but whining about it does nothing but make you and others more miserable.
I'm pretty sure the world of business keeps chugging along, despite it all.
For my estimated 3 regular readers, I plan on writing much more in 2015. More about business and the business of hiring. I think it likely I'll win the multi-state lottery at some point this year so-fair warning-my posts will then veer solely towards attempting to amuse myself.
Now its time to get back to telling people I barely know that the 7 feet of snow in 4 weeks plus daytime temperatures previously only observed during Mars evenings will surely mean the end of me.
Oh, sure, the New England winter has been affected by the Earth somehow being blown off its axis, pushed 30 million miles further away from The Sun but whining about it does nothing but make you and others more miserable.
I'm pretty sure the world of business keeps chugging along, despite it all.
For my estimated 3 regular readers, I plan on writing much more in 2015. More about business and the business of hiring. I think it likely I'll win the multi-state lottery at some point this year so-fair warning-my posts will then veer solely towards attempting to amuse myself.
Now its time to get back to telling people I barely know that the 7 feet of snow in 4 weeks plus daytime temperatures previously only observed during Mars evenings will surely mean the end of me.
Thursday, December 18, 2014
The Tree
Nick Corcodilos advises people and companies on hiring and interviewing. If there’s someone better, I don’t know who it is.
“Let’s talk about the work that you need done”.
Nick advises that all employment interviews should start with this one question and the many things that will follow in asking that one question will be more than enough to determine if the candidate is the right person for the job.
Instead, candidates get asked irrelevant and idiotic questions about what type of tree they would be (if, ya know, they were a tree). There’s dozens more equally inane interview questions and they’re published online, in books, on public restroom walls, etc.
Someone also decided a long time ago that asking candidates “where do you see yourself in 5 years” was brilliant. I think it’s a lazy, default question that reveals nothing about the candidate except if they're prepared to give you a rehearsed answer to that worn-out question.
Why not get right to the point as to why you’re in a room together in the first place? All of the other visceral and intangible stuff will soon present itself, none more important than “Is this a person I can work with?”
There are other reasons why hiring and interviewing can drag out for way longer than necessary but none more than a terrible interview methodology.
So...if you were a dog, what type of cat would you want to be?
Or..
We need someone to profitably grow this organization from $3 million in revenue to 4.5M in the next 18 months. What are your thoughts on how best to do this?
“Let’s talk about the work that you need done”.
Nick advises that all employment interviews should start with this one question and the many things that will follow in asking that one question will be more than enough to determine if the candidate is the right person for the job.
Instead, candidates get asked irrelevant and idiotic questions about what type of tree they would be (if, ya know, they were a tree). There’s dozens more equally inane interview questions and they’re published online, in books, on public restroom walls, etc.
Someone also decided a long time ago that asking candidates “where do you see yourself in 5 years” was brilliant. I think it’s a lazy, default question that reveals nothing about the candidate except if they're prepared to give you a rehearsed answer to that worn-out question.
Why not get right to the point as to why you’re in a room together in the first place? All of the other visceral and intangible stuff will soon present itself, none more important than “Is this a person I can work with?”
There are other reasons why hiring and interviewing can drag out for way longer than necessary but none more than a terrible interview methodology.
So...if you were a dog, what type of cat would you want to be?
Or..
We need someone to profitably grow this organization from $3 million in revenue to 4.5M in the next 18 months. What are your thoughts on how best to do this?
Wednesday, November 19, 2014
Follow the Duck
Just know who’s cutting the check. Follow the money, as investigators like to say.
Swims like a duck, quacks like a duck, walks like a duck- then it’s probably a…you know how this one ends. Too often, what’s obvious to one person is a mystery to another.
Here we’ll talk about you getting a call from a third-party recruiter. I call them headhunters because that’s what they are- that’s what I am and I have ZERO problem with that word.
A headhunter gets paid- AND ONLY GETS PAID- when a placement occurs. And they get paid by the company doing the hiring. Seems simple enough.
Any reputable headhunter who contacts you is an agent working on the behalf of one or more employers in your industry. Again, seems simple and obvious but it’s neither if you’re new to how this works.
Even the most honest and credible headhunter (oxymoron?) will not tell you this and not because they’re hiding information. This presumption is made for three reasons: 1.) The professional being contacted by the headhunter has almost always changed jobs before and they’ve talked to a recruiter before 2.) The professional being contacted by the recruiter is not being asked to pay for anything 3.) A good headhunter who contacts you knows they only have seconds of your time. Unless you request it, an education on the process will not be part of the dialog.
If a headhunter tells a candidate that they are unequivocally working on the candidates behalf- that's horseshit. Though the recruiter is financially incentivized to get the candidate all that they want in changing jobs, it’s the hiring employer that cuts the check.
What’s the takeaway here? Not entirely sure because of my penchant for drifting off into tangents- but I'll give it a whirl.
Just know that changing jobs will involve- directly or indirectly- the discussion of money. If you’re considering leaving your current job and money has NOTHING to do with it, just know that the subject is going to come up come up anyway.
Similar to water finding its own level, money ALWAYS finds its own level and drives virtually everything in any for-profit enterprise.
Idealism often dislikes that- and that’s fine. But it’s delusional to ignore it.
Just know that business is business and you don’t need to compromise anything- including your ideals. If your ideals come into direct conflict with something that’s driven by money or fiscal policy, you have a tough decision to make. Refuse to talk about it, refuse to reveal anything about your requirements or history- or just acquiesce to the reality of the subject matter.
Swims like a duck, quacks like a duck, walks like a duck- then it’s probably a…you know how this one ends. Too often, what’s obvious to one person is a mystery to another.
Here we’ll talk about you getting a call from a third-party recruiter. I call them headhunters because that’s what they are- that’s what I am and I have ZERO problem with that word.
A headhunter gets paid- AND ONLY GETS PAID- when a placement occurs. And they get paid by the company doing the hiring. Seems simple enough.
Any reputable headhunter who contacts you is an agent working on the behalf of one or more employers in your industry. Again, seems simple and obvious but it’s neither if you’re new to how this works.
Even the most honest and credible headhunter (oxymoron?) will not tell you this and not because they’re hiding information. This presumption is made for three reasons: 1.) The professional being contacted by the headhunter has almost always changed jobs before and they’ve talked to a recruiter before 2.) The professional being contacted by the recruiter is not being asked to pay for anything 3.) A good headhunter who contacts you knows they only have seconds of your time. Unless you request it, an education on the process will not be part of the dialog.
If a headhunter tells a candidate that they are unequivocally working on the candidates behalf- that's horseshit. Though the recruiter is financially incentivized to get the candidate all that they want in changing jobs, it’s the hiring employer that cuts the check.
What’s the takeaway here? Not entirely sure because of my penchant for drifting off into tangents- but I'll give it a whirl.
Just know that changing jobs will involve- directly or indirectly- the discussion of money. If you’re considering leaving your current job and money has NOTHING to do with it, just know that the subject is going to come up come up anyway.
Similar to water finding its own level, money ALWAYS finds its own level and drives virtually everything in any for-profit enterprise.
Idealism often dislikes that- and that’s fine. But it’s delusional to ignore it.
Just know that business is business and you don’t need to compromise anything- including your ideals. If your ideals come into direct conflict with something that’s driven by money or fiscal policy, you have a tough decision to make. Refuse to talk about it, refuse to reveal anything about your requirements or history- or just acquiesce to the reality of the subject matter.
Friday, October 31, 2014
Recruiters vs. HR: The Battle of Incompetence
Have learned a lot as a Recruiter these past couple of years. I know I've legitimately helped some people, I've been able to earn a living. But, oh boy..the things that I've seen
Important Distinction: A Recruiter contacts employed people who don’t have their formal resume online. People who contact other people who have their full resume online ARE NOT Recruiters. They work in what is called Staffing. And there’s a huge difference. For this piece- and for simplicity- we’re going to lump them together.
Because anyone can do it, well, anyone can and will do it. Pretty much everyone who gets into it fails.
I can’t escape it’s a destination spot for many who are borderline unemployable or can't seem to stick anywhere.. Similar to Real Estate Agents. It's also true there are also many wildly successful Recruiters and Realtors who could be successful doing many different things however a certain and uncomfortable percentage of both would have a tough go finding work ANYWHERE.
(And these are the folks who are going to ADVISE YOU about your career. How’s that for irony?)
People who are good at it have to pay for the sins of the endless supply of hacks who market their services to the same people they want to work with. There’s an argument this makes it easier for good recruiters- truth is that you’ll be presumed a no-talent pest by the working professionals you contact until you prove otherwise.
99.99% of the people who get into it hope to be successful by doing as little work as possible. In our current Information/Internet age, they hope that software and websites can do all the work.
The ones who are forced to actually call people are given a horrific script to read full of lies.
These poor souls would be better off asking the rare person who actually picks up their phone only two questions:
1.) Are you looking for a new job?
2.) Can you send me an updated resume?
That broken clock on your DVD Player is right twice a day. Ask these two questions enough and you might stumble into something. Instead, the working professional hears about many amazing opportunities that don’t exist and will ask you for personal and professional information that their crook employer may find useful.
Sound cynical? Truth is often unpleasant.
Now, there’s also an additional special breed of Employment Professionals out there who differ a bit from the lot described above.
They usually have plenty of formal education, they might even have a Graduate Degree. Many of them work for reputable or at least recognizable companies. But this is where the differences end in terms of being able to attract talented workers or advise them. They’re called Human Resource Professionals. If you’re looking for the best and the brightest any Any Company USA, they won’t be working in this Department. For every one (1) talented and helpful Employment HR pros you'll find WAY too many who care only about protecting their own jobs and covering their asses.
Recruiters and HR people typically are mortal enemies- it’s hilarious. Sadly, the casualties of their senseless war is not each other but skilled workers who just need a little guidance finding that hiring manager who needs them.
Important Distinction: A Recruiter contacts employed people who don’t have their formal resume online. People who contact other people who have their full resume online ARE NOT Recruiters. They work in what is called Staffing. And there’s a huge difference. For this piece- and for simplicity- we’re going to lump them together.
Because anyone can do it, well, anyone can and will do it. Pretty much everyone who gets into it fails.
I can’t escape it’s a destination spot for many who are borderline unemployable or can't seem to stick anywhere.. Similar to Real Estate Agents. It's also true there are also many wildly successful Recruiters and Realtors who could be successful doing many different things however a certain and uncomfortable percentage of both would have a tough go finding work ANYWHERE.
(And these are the folks who are going to ADVISE YOU about your career. How’s that for irony?)
People who are good at it have to pay for the sins of the endless supply of hacks who market their services to the same people they want to work with. There’s an argument this makes it easier for good recruiters- truth is that you’ll be presumed a no-talent pest by the working professionals you contact until you prove otherwise.
99.99% of the people who get into it hope to be successful by doing as little work as possible. In our current Information/Internet age, they hope that software and websites can do all the work.
The ones who are forced to actually call people are given a horrific script to read full of lies.
These poor souls would be better off asking the rare person who actually picks up their phone only two questions:
1.) Are you looking for a new job?
2.) Can you send me an updated resume?
That broken clock on your DVD Player is right twice a day. Ask these two questions enough and you might stumble into something. Instead, the working professional hears about many amazing opportunities that don’t exist and will ask you for personal and professional information that their crook employer may find useful.
Sound cynical? Truth is often unpleasant.
Now, there’s also an additional special breed of Employment Professionals out there who differ a bit from the lot described above.
They usually have plenty of formal education, they might even have a Graduate Degree. Many of them work for reputable or at least recognizable companies. But this is where the differences end in terms of being able to attract talented workers or advise them. They’re called Human Resource Professionals. If you’re looking for the best and the brightest any Any Company USA, they won’t be working in this Department. For every one (1) talented and helpful Employment HR pros you'll find WAY too many who care only about protecting their own jobs and covering their asses.
Recruiters and HR people typically are mortal enemies- it’s hilarious. Sadly, the casualties of their senseless war is not each other but skilled workers who just need a little guidance finding that hiring manager who needs them.
Wednesday, September 24, 2014
Deal Me In
You hear the word relationship a lot in business- often to give indication that one has a favorable position over a competing interest.
We have a relationship with XYZ Company. WE HAVE CONTACTS. We’ll be able to get the business…we have the relationship.
I’m calling bullshit on this mindset.
I think contacts and relationships have never been worth less. Especially between vendors and their customers. The vendor is always playing the relationship card. Customers want the best deal, period.
Roger Waters sang: I’ve got some bad news for you, sunshine. Some pop fiction writer I’m too lazy to Google said: They’re Just Not That Into You.
The Information Age- once again- has put all the leverage in the hands of the buyer. It’s so ridiculously easy for buyers to shop around. While you’re telling everyone about your gilded status with a buyer, they’re looking for a better deal.
If your product or service has been commoditized (some or entirely) what else are you bringing that keeps them buying from you? In only the last 2 decades, untold offerings have moved from proprietary to commodity. Even incredibly sophisticated technologies can now be manufactured by dozens or hundreds of low-cost competitors. That $400 laptop you own cost $1,800 15 years ago. Services in/around telecommunications? Forget about it. Not even a generation ago, people used the expression: “I’m on the phone, LONG DISTANCE!!”. How hilarious does that sound now? Not only is it a commodity, it’s essentially free. And the tailored service you once provided can be provided by others in short time or immediately- soon your customers will be getting their Christmas Cards from someone else- not you.(and you thought that card was such a nice sentiment, didn't you?).
Ask a retailer about their “relationships” with their customers. While their answering your question, their customers just dropped three hundo online with Amazon.com. Or worse, they went to “Wally World” Wal-Mart and got what they needed for 20% less.
Of course there are many, many exceptions that will keep them loyal to you. Great service still counts plenty. Innovative and creative value-adds; most buyers like and appreciate these plenty. But if customers feel you’ve profited enough without upping your game, they’re looking for a better deal. It doesn’t matter if their assertion about your value is correct or fair….they’re gone.
You might say “good riddance” to this type of customer. They’ve been squeezing you for years, you shout. You’ve bent over backwards for them a thousand times and all they do is fight you on everything. Fire your lousy customers, I get it. But it’s a mighty slippery slope you’re on because you can’t fire them all. And even the sweetheart customers will leave you too. This is nothing short of the everyday reality of 21st century commerce. Competition has always been a beast and this beast has never been more fierce.
Can someone deliver on what you deliver and charge less? To a degree, the answer is almost always going to be “yes”. Don’t hit the “Panic” button…yet. But if at your core you know many of your customers buy from you because you believe they like you, you may be in for a world of hurt.
This doesn’t mean you lower your prices. But it does mean you get REAL HONEST with yourself on why people buy from you. They like you or even the convenience of familiarity isn’t cutting it anymore. You treasure these “relationships” more than they do. They want the best deal.
We have a relationship with XYZ Company. WE HAVE CONTACTS. We’ll be able to get the business…we have the relationship.
I’m calling bullshit on this mindset.
I think contacts and relationships have never been worth less. Especially between vendors and their customers. The vendor is always playing the relationship card. Customers want the best deal, period.
Roger Waters sang: I’ve got some bad news for you, sunshine. Some pop fiction writer I’m too lazy to Google said: They’re Just Not That Into You.
The Information Age- once again- has put all the leverage in the hands of the buyer. It’s so ridiculously easy for buyers to shop around. While you’re telling everyone about your gilded status with a buyer, they’re looking for a better deal.
If your product or service has been commoditized (some or entirely) what else are you bringing that keeps them buying from you? In only the last 2 decades, untold offerings have moved from proprietary to commodity. Even incredibly sophisticated technologies can now be manufactured by dozens or hundreds of low-cost competitors. That $400 laptop you own cost $1,800 15 years ago. Services in/around telecommunications? Forget about it. Not even a generation ago, people used the expression: “I’m on the phone, LONG DISTANCE!!”. How hilarious does that sound now? Not only is it a commodity, it’s essentially free. And the tailored service you once provided can be provided by others in short time or immediately- soon your customers will be getting their Christmas Cards from someone else- not you.(and you thought that card was such a nice sentiment, didn't you?).
Ask a retailer about their “relationships” with their customers. While their answering your question, their customers just dropped three hundo online with Amazon.com. Or worse, they went to “Wally World” Wal-Mart and got what they needed for 20% less.
Of course there are many, many exceptions that will keep them loyal to you. Great service still counts plenty. Innovative and creative value-adds; most buyers like and appreciate these plenty. But if customers feel you’ve profited enough without upping your game, they’re looking for a better deal. It doesn’t matter if their assertion about your value is correct or fair….they’re gone.
You might say “good riddance” to this type of customer. They’ve been squeezing you for years, you shout. You’ve bent over backwards for them a thousand times and all they do is fight you on everything. Fire your lousy customers, I get it. But it’s a mighty slippery slope you’re on because you can’t fire them all. And even the sweetheart customers will leave you too. This is nothing short of the everyday reality of 21st century commerce. Competition has always been a beast and this beast has never been more fierce.
Can someone deliver on what you deliver and charge less? To a degree, the answer is almost always going to be “yes”. Don’t hit the “Panic” button…yet. But if at your core you know many of your customers buy from you because you believe they like you, you may be in for a world of hurt.
This doesn’t mean you lower your prices. But it does mean you get REAL HONEST with yourself on why people buy from you. They like you or even the convenience of familiarity isn’t cutting it anymore. You treasure these “relationships” more than they do. They want the best deal.
Thursday, September 18, 2014
Incoming
An industry was born a couple of years ago that calls itself Inbound Marketing.
I find it interesting for a couple of reasons- not the least of which I invented it. Well, sort of. It took someone else to actually bring the thing to life. Apparently I was too busy doing whatever the hell it is I do.
To anyone who would listen, I have been shouting that people have tuned out 99.9 % of all marketing or advertising messages. They have no interest in your pitch about how great you or your company are. The original invention that shielded them from your obnoxious sales pitches was the remote controls of their television. Now they have an arsenal- to keep you out of their face.
New media has exploded and the means and methods of either ignoring or escaping your propaganda has grown with it. But companies continue to spend billions on traditional marketing and sales campaigns that nobody is paying any attention to.
This is not an opinion.
Clickthrough rates on Internet ads are essentially 0%, telemarketers are either prohibited from calling you, are flagged by Caller ID or have been replaced by robotic "Robo Dial" messages that may have redefined the adjectives worthless and annoying. DVR’s have made TV ads the proverbial tree falling in the forest. Your companies’ salesforce and the wildly biased word they are trying to spread is (at best) filtered by your customers or (at worst) immediately deleted. Junk mail, pitiful car dealerships blaring on the radio, print ads and their bravado messages- this list could go on for paragraphs. Customers would be screaming “leave us alone!” but they don’t even hear or see you: They tuned you out YEARS ago.
You’re the singer or stand-up comedian performing in front of 5,000 empty seats. You’re the Construction worker emitting a whistle wolf call to the pretty lady walking by. It’s all he knows, the whistle…just like the salesman telling the customer about his “amazing” products. It’s all their employer knows.
Along comes this thing that is currently called Inbound Marketing.
It says this: If you want them to buy something from you, THEY MUST COME TO YOU (not the other way around of the old model). You make this happen by being relevant and being known. You make this happen by producing content that has real value (video, audio, text). Something relevant to what they want, something they can use, or find informative or entertaining. Do it consistently, do it methodically. Turn this stranger into an acquaintance. Once this stranger no longer thinks you’re some carnival barker with an agenda but actually someone who can provide them something they need or want, they will contact you. They will be an INBOUND call, email. That's when you get your chance to tell them they've come to a good place.
There are no shortcuts. Inbound Marketing shows up to work every day dressed in work overalls, not a salesman suit. There’s no place for the mouth-breathing morons who still believe the "sacred" marketing maxim “if you see my marketing message NINE times, you’ll come around!”.
Real data shows this has been underway for a few years now. It not only works, it’s the only thing that will work.
For decades now, people have been SPRINTING away from the oncoming salesperson. Until relatively recently, their sprint led them into a corner. Now they sprint into open fields.
Are you going to drop marketing leaflets on their heads as they stand there, free in the fields? Or are you smart enough to get their attention to get them to come to you.
I find it interesting for a couple of reasons- not the least of which I invented it. Well, sort of. It took someone else to actually bring the thing to life. Apparently I was too busy doing whatever the hell it is I do.
To anyone who would listen, I have been shouting that people have tuned out 99.9 % of all marketing or advertising messages. They have no interest in your pitch about how great you or your company are. The original invention that shielded them from your obnoxious sales pitches was the remote controls of their television. Now they have an arsenal- to keep you out of their face.
New media has exploded and the means and methods of either ignoring or escaping your propaganda has grown with it. But companies continue to spend billions on traditional marketing and sales campaigns that nobody is paying any attention to.
This is not an opinion.
Clickthrough rates on Internet ads are essentially 0%, telemarketers are either prohibited from calling you, are flagged by Caller ID or have been replaced by robotic "Robo Dial" messages that may have redefined the adjectives worthless and annoying. DVR’s have made TV ads the proverbial tree falling in the forest. Your companies’ salesforce and the wildly biased word they are trying to spread is (at best) filtered by your customers or (at worst) immediately deleted. Junk mail, pitiful car dealerships blaring on the radio, print ads and their bravado messages- this list could go on for paragraphs. Customers would be screaming “leave us alone!” but they don’t even hear or see you: They tuned you out YEARS ago.
You’re the singer or stand-up comedian performing in front of 5,000 empty seats. You’re the Construction worker emitting a whistle wolf call to the pretty lady walking by. It’s all he knows, the whistle…just like the salesman telling the customer about his “amazing” products. It’s all their employer knows.
Along comes this thing that is currently called Inbound Marketing.
It says this: If you want them to buy something from you, THEY MUST COME TO YOU (not the other way around of the old model). You make this happen by being relevant and being known. You make this happen by producing content that has real value (video, audio, text). Something relevant to what they want, something they can use, or find informative or entertaining. Do it consistently, do it methodically. Turn this stranger into an acquaintance. Once this stranger no longer thinks you’re some carnival barker with an agenda but actually someone who can provide them something they need or want, they will contact you. They will be an INBOUND call, email. That's when you get your chance to tell them they've come to a good place.
There are no shortcuts. Inbound Marketing shows up to work every day dressed in work overalls, not a salesman suit. There’s no place for the mouth-breathing morons who still believe the "sacred" marketing maxim “if you see my marketing message NINE times, you’ll come around!”.
Real data shows this has been underway for a few years now. It not only works, it’s the only thing that will work.
For decades now, people have been SPRINTING away from the oncoming salesperson. Until relatively recently, their sprint led them into a corner. Now they sprint into open fields.
Are you going to drop marketing leaflets on their heads as they stand there, free in the fields? Or are you smart enough to get their attention to get them to come to you.
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