atw: Re: Recruitment - Long
- From: "Peter Fagan" <peterf@xxxxxxxxxx>
- To: "Austechwriter (post)" <austechwriter@xxxxxxxxxxxxx>
- Date: Fri, 6 Aug 2004 15:49:07 +1000
Christine
Thank you for that fascinating post.
While it all sounds very depressing, it is important to keep
in mind what the sort of recruitment consultants you were
dealing with actually are.
First and foremost they are salespersons. Their job is to
sell a commodity (a new employee or a contractor) to a
customer. I first realised this when one agent who found
work for me told me that one of his junior colleagues was
not successful because "she couldn't close".
Not surprisingly these sales people use the same data-driven
techniques as other sales people who sell
_individual_and_unique products.
Go to a real estate agent in the outer suburbs of the
metropolis or a regional city. That agent will have
dozens of houses for sale. How does he/she match the house
you have for sale to the requirements of a prospective
purchaser? By matching the prospective purchaser's wish list
against his database of properties and their features -
weatherboard, but must have inside toilet, two car garage,
big back yard, price range $x- $y etc. etc.
The agent is not interested to know that you loved your
house, that you thought it was the nicest one in the street
etc etc.
Nor is he interested to know that the prospective purchaser
wants a house that will be truly wonderful to live in for
many years to come etc. etc.
He is just trying to use empirical data get a match against
the prospective purchaser's wish list.
Yes there are experienced agents, typically in specialist
agencies, who do more than this and add value for the job
seeker, the employer and themselves. But a lot of agents are
simply performing a unique product sales role using the
data-driven methods you so eloquently described.
Peter Fagan
IntraDoc Pty Ltd
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