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Preemptive Strike: LinkedIn Killing Key Rapportive Features

182_182_rapportive-logoIt’s no secret that most recruiters have a love-hate relationship with LinkedIn. But whether they’re frustrated with price point, data privacy or overall efficacy, they now can add another reason to shake their fists at the company.  For over two years after their acquisition of Rapportive – a GMail plug in that aggregates contact information and social profiles in a slick sidebar seamlessly integrated with GMail users’ inboxes – the Mountain View based “professional network” made minimal changes to the product’s features or functionality.

But yesterday, everything changed – and LinkedIn sent a clear signal in their announcement that this incredibly effective tool was about to get a lot less useful.

According to LinkedIn, as of July 31, 2014, they will be removing both the “notes” and “Raplets” features from the product. Additionally, and most importantly, information populated from other social networks like Facebook and Twitter will be removed unless that contact also includes that information on their LinkedIn profile itself.

If you remember LinkedIn’s short lived “Intro” app (if you blinked, you probably missed it), you may be questioning LinkedIn’s next move, considering this first foray into leveraging their Rapportive acquisition into their core product offerings was, by any standards, a dismal failure.

But while it may seem, from a big data and CRM perspective, that Rapportive is set to take a giant leap backwards, the truth of the matter is that it’s a smart business move for the company, and one that makes perfect sense given their product roadmap and platform positioning.  A closer look reveals two major reasons most likely behind these big changes – and if these are indeed what’s driving LinkedIn’s Rapportive roadmap, users can expect a far more sweeping set of changes to the core LinkedIn platform in the not-so-distant future.

1. Maximize Profits

LinkedIn has a long track record of removing or blocking free functionality that they can monetize or somehow price at a premium.  LinkedIn limits its native CRM features and functionality strictly to premium users – and if GMail users, particularly those who use Google’s growing product suite, can access these premium features for free, the company is obviously eroding its margins and siphoning off a potentially lucrative revenue stream.

Further, if a member obtains this information without having to actually visit LinkedIn itself, then they are also less likely to visit LinkedIn.com, driving down the site visits and time on site statistics the company relies on as a primary part of its P/L.

2. Minimize Legal Exposure

The second – and far more important reason – likely catalyzing LinkedIn’s most recent move is due not to maximizing profits, but limiting legal liability.  LinkedIn currently has at least three lawsuits currently working their way through various stages of the legal system – and their outcomes, individually and collectively, will set highly influential precedents for recruiting and technology as we know it.

  • LinkedIn v. Robocog, Inc (doing business as HiringSolved) and Shon Burton, a named defendant who’s also HiringSolved’s CEO, was a legal action initiated against the data aggregation startup in January of this year.  For more context and information, check out my earlier post, The LinkedIn Lawsuit: The Truth and Nothing But the Truth and LinkedIn V. HiringSolved: 3 Reasons You Should Care (Even If You’re Not In Recruiting) by Matt Charney.
  • Perkins, et al. v. LinkedIn Corporation is a nationwide, class action lawsuit challenging LinkedIn’s practice of accessing users’ third party email accounts without the prior consent of their users, scraping, harvesting and storing e-mail addresses that appear in those accounts, and sending multiple reminder e-mails – ostentibly on behalf of the user – advertising LinkedIn to non-members and encouraging them to sign up and set up profiles on the site.  For more information on this class action suit, click here.
  • In re LinkedIn User Privacy Litigation was LinkedIn’s motion to dismiss a putative class action lawsuit concerning LinkedIn’s allegedly misleading privacy policy statement, one that was denied under California’s Unfair Competition Law, Cal. Bus & Prof. Code §17200 et seq., which confirms the putative plantiffs’ allegations that the company had adequately alleged causation and injury as defined by case law precedent.

In light of these pending legal actions, LinkedIn’s decision to limit Rapportive’s functionality is an important – and prescient – move by the company, which effectively removes any user information not provided directly to the company by its end users from LinkedIn’s product portfolio and onsite experience, and requiring appropriate permissions to continue to access and aggregate associated information.

If a Facebook profile, for example, is listed on the Rapportive sidebar, but not the member’s LinkedIn profile or via direct opt in prior to the date when LinkedIn acquired the product, it begs the question: “how, exactly, did LinkedIn get this information in the first place?”

After its acquisition, Rapportive users found themselves suddenly covered by LinkedIn’s Terms of Service and privacy policy (most without realizing it) – a scary prospect in and of itself.  Don’t forget, LinkedIn owns the data from its acquisitions (including the recently scuttled CardMunch, Pulse and other platforms with associated databases of legacy users’ personal information) – and can remove that data, misappropriate it, or do whatever it so desires with the data provided by users who never agreed to provide it to the company.

With the market for “people aggregation” point solutions & products exploding and the number of GMail extensions and integrations growing, if you’re relying on Rapportive as a “go to” tool in your recruiting toolbox, it may be time to start looking at other options.  I know I will.

DISCLAIMER:  This article and any links provided are for general informational purposes only and should not be construed as professional or legal advice. Receipt of these materials does not create an attorney-client relationship nor is it a solicitation or advertisement to provide legal services.  The views expressed in this article may be outdated or repealed by current law. Do not act upon this information without seeking professional counsel in the appropriate jurisdiction.

NicoleGreenbergSTreckerAbout the Author: Nicole Greenberg Strecker, Esq. serves as Managing Director at STA Worldwide, a global professional services firm specializing in IT staffing, project management and consulting services. A licensed Illinois attorney and member of the American Bar Association, Nicole has over a decade of experience in talent acquisition and recruiting strategy.

Recognized as “the world’s only lawyer with a focus on sourcing,” Nicole is a highly sought after public speaker, presenting on compliance, sourcing and technology topics to industry audiences around the world, and her writing on these subjects has been recently featured by top publications like SourceCon, Recruiting Daily and HRExaminer.

A lifelong native of Chicago, Nicole is a graduate of Lake Forest College and received her Juris Doctor from the John Marshall Law School. Follow Nicole on Twitter @NGSEsq or connect with her on LinkedIn.

How Recruiters Can Take Advantage of the New Blended Workforce Model

Blended Workforce ModelAs contract staffing continues to break records every month, most recently hitting a high of 2,859,2000 jobs in May, it’s clear that its growth is not a knee-jerk reaction to the recession or the slow recovery.

Rather, companies are building a new blended workforce model around contractors as part of a deliberate, long-term business strategy.

Recruiters who understand this model and learn how to take advantage of it stand to thrive in this new business environment.

The blended workforce model starts with a core of key, direct hire personnel whose experience and longevity drive the success and growth of the organization. High turnover among them tends to be disruptive.  The core is surrounded by a larger outer ring of contractors. Their work is no less important as they handle day-to-day tasks and critical projects, but turnover is not as big of a concern.

Flexibility is the key to this model.  The outer ring can be easily increased or decreased based on business needs.  Companies can bring in contractors to address sudden peaks, projects, critical deadlines, etc., and then end the contracts when the need passes.  This is much less upsetting than the layoffs that typically accompany a reduction in force because contractors know from the get-go that their assignments will end.

As companies struggle with increasing employment regulations, additional taxes, growing professional liability requirements, and more, matching workforce to work load is necessary to maintain costs. One of the biggest costs is benefits. In a contract staffing arrangement, a third party (recruiter or contract staffing back-office) is the legal employer and takes responsibility for all the employment costs and responsibilities, including benefits. Therefore, the third party, NOT the company utilizing the contractors’ services, pays the employer share of premiums and takes responsibility for Affordable Care Act (ACA) compliance.

Experts believe this blended workforce model represents a permanent, structural change in employment as contractors are expected to comprise 40-50% of the entire American workforce by 2020. This is creating a huge need for recruiters who provide contact staffing services because more companies have a consistent need for QUALITY contractors.

If you are not already offering contract staffing, the time to start is now. Remember, 80% of contract staffing job orders come from a recruiter’s existing direct hire clients, so the business is there for the taking. By utilizing the services of a contract staffing back-office, you can get started with no ramp-up time or upfront financial investment. If you already offer contract staffing services, have you considered expanding into other industries and states? Again, a contract staffing back-office can help you do so with no cash outlay.

In other words, ALL recruiters can cash in on this growing trend by simply offering solutions that provide clients with flexibility.

If you can do that, you will become a true partner, and your clients will come to you with all their staffing needs.

debbiefAbout the Author: Debbie Fledderjohann is president of Top Echelon Contracting, Inc. (TEC), a full-service contractstaffing back-office. Founded in 1992, TEC allows recruiters to establish or expand their contract staffing services with no ramp-up time, no upfront financial investment, and no additional staff.

As the legal employer of the recruiters’ contractors, TEC handles all the legal, financial, and administrative details of the contract placements, including employee paperwork, legal contracts, time sheet collection, payroll processing, payroll funding, tax withholding, Workers’ Compensation, invoicing, collections, background checks, benefits administration, and ACA compliance. The company places technical, professional, and healthcare contractors in 49 states.

Follow Debbie on Twitter @DFledderjohann or connect with her on LinkedIn.

RecFest: Peace, Love & Talent And Sunflowers At A Recruitment Conference

recfest logoEvery so often recruitment conferences (of which there are many,) need defibrillators strapped to them and set to 50,000 volts! They need a serious jolt – you know they do!

Too many conferences use the same format over and over again, based on the ‘that’s the way it has always been done, so why change’ approach. It seems tradition trumps innovation, in our industry. Obviously there is the unconference style of conferences that are now established across the world.

But they can sometimes be too random and unorganized for many a corporate recruiter.

What about something that merges the two together?

Last week in London, I attended a recruitment conference with a difference – RecFest 2014 – a combination of a recruitment conference and a festival with a tagline of ‘Peace, Love & Talent’. The venue was awash with sunflowers and grass (ok they were plastic, but good gardeners are hard to come by in East London in June!)

The organisers, Jamie and Lois Leonard, have never run a conference before, but they had a vision of what recruitment conference delegates actually want through their innovative business, Reconverse. Their business is all ALL about the conversation – connecting people (typically in-house recruiters) and then facilitating a conversation around specific recruitment conversations of the moment. It is tremendously successful.

At a Reconverse event there are tables of 12-15 people. At RecFest this was ramped up to 100. Would their business idea and model scale? Would the level of interest and conversation that can be obtained around one large table, transfer to a room of 100 people?

The structure of the conference was a simple one:

  1. You need to feel relaxed during the day, so festival wear was encouraged, including shorts and hats! This was a winner from the start with all the delegates feeling chilled and conversational from the start. It’s amazing how the removal of work attire can liberate the mind!
  2. There were 10 tables, each seating 10 people. On each table was a resident expert, who was there to facilitate the conversation and ensure all the people seated at the table participated.
  3. Each speaker got to speak for 20 minutes only. They covered a particular subject then posed questions for discussion around the table.
  4. After the presentation, the table discussed the subject for 25 minutes.
  5. Then everyone delegate moved to a different table to start the cycle again with a different presenter.

I told you it was a simple concept.

And it worked. Delegates (who normally wouldn’t get so involved at conferences) were joining in the debate around the tables.

Recruiting Table Dances

As a table ‘expert’, I can only comment on my table’s experiences directly. This format allowed delegates to ask and answer questions based on their own experiences at their companies, and provide some insights that we (outside those companies) would never hear about. Very revealing indeed!

The relaxed approach of the conference seemed to enable delegate’s ability to talk freely about their roles, challenges and situations they are currently experiencing.

As with every conference these days, the #RecFest hashtag was very busy through the day – and it is worth checking out here on Tagboard (see below).tagboard

As with every conference and festival, the content of the speakers is the critical part, and as with every event some of it worked well to create debate and some of it was less effective.

The morning speakers covered off:

  • Employer Branding In A Candidate Scarce Market: Care UK
  • Recruitment Blah Blah Blah: Matt Burney, Group Online Resourcing Manager at G4S
  • Hiring Manager Maturity Model – ‘Don’t Expect What You Have Not Inspected’: Grant Weinberg, Director of International Talent Acquisition – Gilead Sciences

Interestingly all three presentations ended with similar table discussions (on my table, at least)…

There is always lots of discussion around employer brand, and how the perception of your brand (from candidates) creates huge challenges for recruiting the hard to fill roles. Changing brand perception takes a long time – and what about the immediate problem, the recruitment needs of today, how do you make the changes effective soon?

Social media isn’t the answer, according to Matt Burney as he is fed up with all the social BS floating around the recruitment industry. He did concede that if social is to work it needs to have a purpose and a value to the business. Agreed!

Grant Weinberg introduced us to a new initiative at his company – the Hiring Manager Maturity Model. This would be worth a post on it’s own, but basically they have recognised that hiring managers are a big potential weak link in their hiring process. They are setting about assessing, benchmarking, training them and then monitoring them in the whole hiring lifecycle. It is a great idea – but one that will take longer than they think, in my opinion.

The common denominator at the end of the table discussions were employer brand, attraction, brand perception, social media attraction and career sites.

Recruiting Female Talent

After some ‘interesting ‘ lunch the afternoon resumed with Mr. Mobile himself – Matt Alder – talking about persuasion and the power of the message. A good point to remember from Matt was that you can have the best message in the world, but if it lands in front of the wrong audience, you have just wasted your time! And just for the record, Matt did of course give us ‘recruitment is now mobile’ pitch 😉

Two very different presentations were next but they were the best of the day.

SAB Miller’s Global Head of Talent Acquisition, Jennifer Candee, decided to scare us all talking about the future of talent. In simple terms Jennifer was talking about the huge knowledge gaps that are appearing now in companies as the Boomer generation retires, with the knowledge simply not being replaced. Companies are trying to address this but not nearly enough.

If we thought that wasn’t enough, she covered off diversity gaps in an equally insightful way. There are some serious problems in companies that are simply not being addressed at all by senior leadership teams. Jennifer highlighted how shortages of specific talent can have huge financial implications for companies.
That got our table talking!!

Recruiting Porn

Then we moved into porn. That is not a typo, as Alex Hens from HarbourATS, decided that he needed to get our attention; he certainly did that! Alex was all about back to basics on technology. The latest technology porn seduces too many people in recruitment because they think they want it, but they don’t need it, and in many cases don’t actually know what they want. “There is no point having a flash sports car, if you can’t even drive a family saloon car properly!”

A refreshingly honest presentation that was damn funny, but also very true. My favourite quote of the day came from Alex:

 “many recruitment statistics are just pornographic PR.”

This presentation resulted in the best conversation on the table afterwards by a long way.

One of the recruitment industry legends, Matthew Jeffrey closed out the conference with a comprehensive presentation, looking at many of the faults and misconceptions of recruiting. As always a great presentation from Matthew, keeping the audience both amused and interested to the end.

At the end of the day the room was still very nearly full of delegates. That is how good the day was. No one wanted to leave.

So did the different format work for a recruitment conference then? Damn right it did, and I hope other conferences are brave enough to innovate a little more as well. Yes there a few issues during the day, and some things I am sure Jamie and Lois will change next time, but overall it was a good experience. Next year make sure you get yourself a ticket!

andyandy2d2f414About the Author: Andy Headworth is an independent consultant, blogger and author and works with companies helping them improve their recruitment strategies, recruitment processes, candidate attraction and social media integration. He also writes an award winning blog over at http://sironaconsulting.com/blog/.

Follow Andy on Twitter @AndyHeadworth or connect with him on LinkedIn.

 

3 Ways To Raise Your Talent IQ

ADPThe next big transformation in human capital management is underway, led by changes in talent acquisition. While candidate expectations are rising regarding the frequency, pace and transparency of communication in the hiring process, recruiters have not kept up.

According to two recent studies from the ADP Research Institute, there’s a growing chasm between recruiters and job-seekers regarding the tools they use to find each other and what a quality talent acquisition experience looks like.

Here are key findings from those studies:

  • While 46% of recruiters think job-applicant tracking “works well,” only 16% of job-seekers feel the same.

  • 60% of job-seekers are frustrated over the lack of quality positions, while 52% of recruiters have a similar complaint about the quality of applicants.

  • 73% of job-seekers would prefer at least weekly communications throughout the application process and 58 percent believe a reasonable time between an initial interview and job offer is one to two weeks.

  • 44% of recruiters listed LinkedIn as “extremely” or “very” useful in their pursuit of new talent, yet only 19% of job-seekers felt the same when looking for a job.

The chart below highlights recruiters’ and job-seekers’ perspectives on the usefulness of other social media sites during the recruiting process.

ADP_Talent_Whitepaper_Final(pdf)_r.indd

                    Source:Recruiting Trends, ADP Research Institute, August 2013; and Job Candidate Trends, ADP Research Institute, September 2013.

 

recruitment_quotient3 Strategies for Improving the Candidate Experience at Companies

While mobile job-seeking is on the rise, many corporate career sites are not mobile-enabled. According to the research, job-seekers said receiving job alerts, looking at job postings and tracking progress of job applications are among their top mobile activities of interest.

The average recruiter uses more than four systems during the recruitment process. However, only 30% of surveyed recruiters rated their current recruitment solution as “excellent” or even “very good” in providing an end-to-end process for acquiring talent.

As companies attempt to navigate changes in the recruiting process resulting from shifting age demographics, new technology tools and the move toward a consumer-style job-seeker experience, the following strategies can help to improve the recruiting experience companies offer job seekers, based on survey findings:

1. Enhance your employer brand.

Creating a powerful employer brand requires more than simply applying your logo and tagline. Your organization’s brand can be built or lost during the recruiting process based on whether or not you offer high-quality candidate communications. Thoroughly consider each branding opportunity and align your brand messaging to your desired talent.

For example, you should clearly communicate which job opportunities exist as well as your company’s culture and brand differentiators to job-seekers before they apply. In addition, your organization’s recruiting systems and processes should distinguish your brand with high-touch outreach. This includes optimizing your recruiting process for today’s more mobile-enabled job-seeker by providing mobile access to your career site.

2. Use the right metrics.

Historically, recruiters managed the talent acquisition function based on short-term results and individual transactions.  What’s been missing is analysis of candidate satisfaction with the recruiting process. While metrics like time-to-hire remain important, key performance indicators that shed light on a candidate’s experience could soon become competitive differentiators.

Key metrics your company can track (if it doesn’t already do so) include the time that elapses from the initial interview to a job offer, the frequency of communication with candidates after an initial interview and candidates’ overall satisfaction with your recruiting process. These metrics can help you refine your recruiting function to better meet candidates’ evolving needs and, ultimately, attract more job-seekers with the right experience.

3. Invest in talent communities and broadcast effective communications.

Talent communities are an essential strategic investment because they create online pools of candidates with targeted skill sets. Talent communities also allow recruiters to nurture prospects until they can match them to an open position by strategically sharing updates on job openings and other customized communications.  Employers also can adopt transparent communication strategies that help keep candidates invested in their company and a specific position.

To more efficiently and effectively attract preferred talent, start by providing opt-in opportunities for candidates to receive job alerts and company information. Create talent communities for hard-to-fill areas before a position opens up to build a pipeline of active and passive job-seekers. In addition, be sure to communicate regularly with members of your talent community as well as candidates already moving through the interview process.

With this roadmap, recruiters can raise their talent IQ and start to close the gap in expectations between them and job-seekers. Ultimately, these three strategies will help empower employers to more efficiently attract, engage and nurture both active and passive candidates as they compete in the “war for talent.”

Click here for the complete ADP report, The Recruitment Quotient: Raising Your Talent IQ, for the latest recruiting research and trends from ADP.

terry_adpAbout the Author: Terry Terhark serves as President, Talent Acquisition Services and oversees ADP’s recruitment process outsourcing (RPO) services, I-9 and Screening and Selection Services (SaSS), as well as AIRS Training.

Prior to his current role, Terry served as founder and CEO of The RightThing which was acquired by ADP in 2011.  Under his leadership, The RightThing became the fastest growing recruitment process outsourcing firm in the industry and was recognized by key industry analysts and media for its RPO leadership and customer satisfaction.   In 2008, Terhark led The RightThing’s acquisition of AIRS Human Capital Solutions which brought game changing technology and a widely recognized recruitment training program to The RightThing. This ultimately set the stage for The RightThing’s ability to create its award winning RightThingRecruit technology which was selected by ADP in 2012 as the base platform for their new ATS technology ADP Recruitment Management, which was introduced to the market in October of 2013.

Prior to founding The RightThing, Terry served as founder and CEO of Selective Staffing Inc, an innovator in recruitment process outsourcing that was acquired by Aon in 1998. From 1998-2003, Terry served as senior vice president in Aon’s Employment Outsourcing Group helping the organization significantly build its market share in the human resource outsourcing industry.

Terry earned a bachelor’s degree in business from the University of Findlay and was recognized in 2010, by Ernst and Young as Entrepreneur of the Year. In 2011, Terry was also appointed to Corporate Officer of ADP and is frequently featured at National Conferences and industry publications.

 

How Human Resources Can Influence Patient Satisfaction Scores

Tips from SkillSurvey’s own Mike Bartkus on hiring for HCAHPS and learn how to improve your skills with the right hire.

How Human Resources Can Influence Patient Satisfaction Scores

Making a poor hiring decision can lead to higher turn-over.  In healthcare, the ultimate risks to patient satisfaction outcomes, and safety make hiring decisions especially critical.  You don’t want to make bad decisions when hiring.  Recruiters need to work directly with the hiring managers and HR departments.   It’s too easy to mess up a hiring process because of miscommunication.   It can be hard to forget the end user.  What that means is that although the candidate might have the skills, they may not have the sense.  Healthcare is a different game.  Hiring a doctor may seem easy, however it isn’t.

It seems a lot of times recruiters don’t want to establish relationships with different departments.  Here’s the thing – they shouldn’t.  It is a process every time.

Fortunately, you can consciously hire better candidates that help achieve outstanding scores.  Many human resources leaders are already doing so.  Hospitals are hiring based on an employee’s proven ability to conform.

In this  live webinar you will learn to:

  • Convey to your senior leaders how human resources can make an impact on your organization’s efforts.
  • Learn how to identify the connection between patient scores and employee behaviors.
  • Evaluate your hiring process relative to best practices for screening talent for  excellence.

Download the free ebook- Achieving Outstanding Patient Satisfaction Scores Starts with Hiring Better Candidates  

Why Does Everyone Hate HR?

i_am_hrMany people believe HR is:

Old.

Slow.

Dowdy.

Bloated.

Bureaucratic.

Run by middle-aged women who like cats.

Some of that is true — especially the part about cats — but the majority of my colleagues were smart people with big hearts. More than 46 percent of HR professionals pursued graduate degrees. More than 12 percent have Ph.Ds or other post-graduate accomplishments. And not every “HR lady” is a lady. Some of them are dudes.

The external hatred for the modern-day HR department seemed emotional, irrational and arbitrary to me. I worked with interesting and intelligent people who had strong expertise in business and management strategy. I befriended HR leaders who ran small businesses on the side. And I made lifelong connections with HR professionals who had successfully defended dissertations, held patents and wrote books on the subject of leadership and human development.

When I left my final job in HR, I began researching, blogging and writing about human resources so I could answer a simple question:

Why does everyone hate HR and how can we fix that?

I think I have the answer, but you may not like what you read. My writing style is direct and honest. I don’t pull any punches. If you are easily offended, please stop reading. But I burned bridges in HR so I could light the way for you.

I hope you are ready to break stereotypes and reclaim HR.

Excerpt from I Am HR: 5 Strategic Ways to Break Stereotypes and Reclaim HRby Laurie Ruettimann (Rep Cap Press, 2014)

Keep reading: Download the e-book.

laurie_headshotAbout the Author: Laurie Ruettimann is a former Human Resources leader turned influential speaker, writer, and social media strategist. You may know her as the creator of The Cynical Girl and Punk Rock HR, which Forbes named as a top 100 website for women.

Laurie is a contributing editor for The Conference Board Review; a contributor to the TalentSpace blog and Business Insider; an advisor to SmartBrief on Workforce; and her advice has been featured in a wide variety of publications such as The New York TimesU.S. News & World ReportUSA Todayand AOL. Laurie is also recognized as one of the Top 5 career advisors by CareerBuilder and CNN.

Follow Laurie on Twitter @lruettimann or connect with her on LinkedIn.

Think Job Boards Are Dead? Think Again.

jobg8 (1)Rumors of the death of job boards, with apologies to Mark Twain, might be greatly exaggerated, but that hasn’t stopped their reported demise from becoming something of a ’cause celebre’ among industry pundits and influencers.

A quick Google search for the phrase “job boards are dead” (no Boolean black belt required) and you’ll get around 30k exact hits – which seems to reinforce the prevailing sentiment.  But why, exactly, does everyone seem so keen to write the obituaries for the entire job board category?

Job boards, of course, rely on job descriptions, which, as Zappos recently proved with their brilliant PR campaign (er, announcement) that they’d be retiring job postings entirely to focus on proactive pipelining and social engagement; but what the headlines don’t tell you is that no job postings is no big deal.  In fact, the omnipresent recent coverage devoted to Zappos’ announcement – and there was quite a bit of it – failed to answer a fundamental question: so what?

Obviously, as the producer of the two largest job board industry events in the world, I have a vested interest in the viability (and profitability) of this category – after all, it’d be hard to attract the over 400 job board executives who attend the North American and European Job Board Summits every year if there were no job boards in the first place.  But as someone who cares about the future of our industry and the ways in which people find jobs and companies find people, I think job boards really just get a bum rap.  And an unfair one, at that.

On June 27 and 28, the 2014 North American Job Board Summit in Orlando will provide a venue for practitioners and leaders in the recruitment advertising industry will convene, with an agenda and attendees whose dedication, passion, ideas and products all prove that job boards aren’t just surviving or evolving – they’re innovating and thriving in the new world of work.

Held directly after the Annual SHRM Conference & Expo, we’ll be joined by HR and recruiting leaders like Gerry Crispin, John Sumser, and even Recruiting Daily’s own Matt Charney, not to mention representatives of brands – like IBM, who will be presenting on big data, or McKinsey, who will discuss the evolution of pricing models in the industry – not normally associated with job boards but whose focus on the category provides further evidence of job boards’ continued viability and profitability.

One of the sessions on the agenda will ask a simple, yet essential, question: “what is a job board?”  We’ll hear from a panel of real recruiters who actually use job boards as a core part of their recruiting strategy.  For me, and for all of the attendees, it’s a critical question, but one I think has been largely left out of the industry dialogue.  Job boards, despite the largely negative brand connotation carried by the category, have been poorly defined, and the lack of a definitive answer has been muddled by product marketing and sales calls.  So I thought I’d take a stab at giving my definition of what, exactly, a job board is, anyway.

Defining Job Boards: 4 Key Factors

For me, a job board isn’t defined by the channel or medium where postings are listed – the internet or mobile don’t define job boards. Instead, they’re categorized by their business model and product portfolio.  So, if you have any of the following, you just might be a job board:

  • You provide searchable job postings, whether free or paid
  • You maintain a searchable repository of profiles or resumes
  • You enable job seekers to find and apply for jobs, build professional profiles, or make career related connections.
  • You offer the ability to match employers with candidates and candidates with employers based on profile or resume information (e.g. job alerts).

The simplest definition, I think, might be, “if you publish original jobs, then you are a job board.”

The word original is important, because unlike, say LinkedIn, which meets all of the above criteria, sites like Indeed, which are often erroneously referred to as job boards, do not have original jobs, instead scraping and indexing postings from other sources.  Sites built on this model, although increasingly blurred with traditional job boards, are aggregators, which are a different business model altogether, monetizing off of traffic instead of access.

job_boardsThe Next Generation of Job Boards

In addition to LinkedIn, which is both a job board and, most recently, a job aggregator as well, here are some of the emerging players in the job board space you probably don’t consider job boards – but meet even the most broad definition for inclusion in the category:

  • Glassdoor: It allows employers to post original jobs as well as create a branded landing page while engaging with reviewers and job seekers; irrespective of their review based content, their revenue is generated primarily through job postings and premium packages for company’s recruitment efforts.
  • Stack Overflow: This awesome community of techies has great forums and amazingly engaged users, but the fact users have to create skills based professional profiles, submit resumes or express interest to employers and also carry original job descriptions put it squarely in the job board category.
  • E-Harmony: Known for their online dating product, that same matching technology is being applied to job seekers, too – and are on the agenda in Orlando.

These are only a few examples; top tech sites like Mashable and TechCrunch monetize off of selling proprietary job ads; similarly, search engines like Google or social networks like Google also make money selling display advertising and behavioral targeting products directly related to job postings or career opportunities – billions each year, in fact.  The list of companies trying to make a buck off of selling job postings has dramatically expanded in the past several years, as has associated spend, hardly evidence of the dying industry so popularly purported.

Matt Charney nailed the one real constant in a great post last year on ERE, Rebranding Job Boards:

“For all the talk that ‘job boards are dead’ and the perception that social media or smart phones or structured data will somehow change recruiting ignores the obvious fact that these technologies are, more or less, content delivery mechanisms.  Content is the currency of the internet, and it’s what we’re looking for when we’re staring at our smart phones, or the story we’re hoping to tell when we actually crunch the numbers behind big data.”

So my point, simply, is that the term “job board” has become genericized and commoditized, in the same way that all vacuums are “Hoovers,” every photocopy is a “Xerox” and you order a “Coke” in a restaurant instead of the specific soft drink supplier on the menu.  Job boards, however, are alive and well, reinventing themselves and reimagining recruiting.  In Europe, we see job boards provide a wide range of recruiting services, from screening to sourcing and beyond.  In the North America market, job boards are also offering applicant tracking systems, branded career sites, mobile optimized experiences and applications as well as going beyond the firewall to incorporate multiple sources, whether that’s Dice through their OpenWeb product or Monster through its recent TalentBin acquisition.

If you think job boards are dead, think again – and take a closer look at how they’re evolving to continue to meet the needs of candidates and companies alike.

keithkeithKEITH ROBINSON HEADSHOTAbout the Author: Keith Robinson has worked in the Publishing, Media and Recruiting industry for over 30 years. He was Founder of the UK HR magazine ‘Personnel Today’ and from that founded the ‘RADs’ recruitment industry awards.

With 10 years as a Director of two major Recruitment Advertising Agencies and then six years in the Job Board and Technology world as COO of Totaljobs .com, Keith brings his multi channel approach and thinking to all client needs – including Central & Eastern European recruitment markets, where he has operated at Board-level since 2003, as Supervisory Board Director of the leading Job Board Group, CVO.

As Managing Partner and Candidate Experience Leader of 52˚N, Keith works closely with the team and client organisations to help them put the “candidate at the heart of their thinking”.  Follow him on Twitter @SiteAdvisor or connect with him  on LinkedIn.

Say Something: The Emotional Impact of Candidate Experience

2014-06-04_10-54-13We think, and talk a lot about, the need to “Say Something” to attract an audience.  Send a message…. push it out.

Be noticed and heard.  But let’s be honest:  most of what we think about and talk about?  Is all about us.

Whether it’s corporate/consumer marketing or talent attraction based-marketing, our focus is typically centered from a place of needing to drive some kind of business result. And while I’m not saying that is inherently bad, I’m am saying that we need to make greater strides at moving beyond that.

And if you think the impact of your candidate experience only affects how hard your recruiters have to work? Think again.

Of the 45,000 applicants surveyed by The Candidate Experience Awards, nearly 1/3rd of candidates with negative candidate experiences said they would not only actively broadcast their bad news and actively discourage others from applying; but it would affect their spending habits as well.  They’d be less inclined to buy products, goods, or services.  So those of us tasked with marketing to (or recruiting) talent for our organizations really do need to take some time to step back and evaluate our Candidate Experience… because it’s the experience that drives the results we all need.

In the Mind of the Candidate

We spend so much time thinking about the recruiting process that I think we lose track of how it feels.  There’s a lot of vulnerability in being a “candidate” for any position.  Whether a passive job seeker or actively looking due to unemployment, it’s an extremely emotional experience:  excitement, hope, confidence laced with insecurity of unknown competition; secrecy-driven fear – of the unknown, of being judged and found lacking (often not knowing why they were deemed lacking, fear of loss… both of opportunity or their current job if their actions are discovered.  To say can be a roller-coaster experience is putting it mildly.

To say we – those of us in Talent Attraction, Recruitment, and Human Resources – are responsible for the management of those emotions and the care of the candidates we invite into our process is not only a “fair statement;” but it’s a statement that is long overdue.

Because we are, you know… responsible, that is.  In Talent Attraction, we intentionally foster interest and excitement… a longing, even, to be part of the greatness in our respective organizations.  We make candidates WANT us.  Recruiters then build upon that interest; throughout the entire thing we are deliberately building hope in the candidate.  We begin to build a relationship with them and then…. All too often, when they stop serving our immediate needs, we disappear.

The candidate is ignored, breeding a sense of rejection.  It causes the candidate to begin to emotionally distance themselves from your role and left unchecked, leads to a sense of resentment – particularly in the mind of the passive candidates that didn’t proactively engage in your hiring process.  This is particularly unfortunate if you happen to find yourself in the situation that you might still want to extend an offer.  While it might seem like that would mend all bridges; they’re still mended bridges  – the candidate doesn’t forget they were left hanging until it was convenient for the company to engage with them again.

Do you want to work for a company that demonstrated you weren’t worth talking to until they needed something from you?  Would you enjoy being in a relationship where you weren’t on equal footing?

The Crux of the Problem

That is what the problem boils down to:  all too often, we forget this is supposed to be an equitable, equally invested relationship.  While yes, recruiting is a sales process, it’s a relationship sales process; it hinges on goodwill between both parties.  And both parties need equally – the candidate needs a job that meets their needs and the employer needs work done to meet their earnings commitments.   However, in the hustle and bustle of doing the work that needs to be done; in the silence accompanying the period we spend trying to make a decision, we bring imbalance to that ecosystem. Whether we mean to or not, we send the message that we are more important.  We forget to treat the candidate the way we expect to be treated.

As employers, we’d never stand for the way that we treat candidates.  If a candidate fell off the map for 2 weeks, would we be quick to offer them a job or would we label them a flake?  If they stood us up for multiple scheduled interviews because “something came up” would we accept that as gold or think they had poor time management?  From another perspective, would a customer continue to buy our products and/or services if they couldn’t get their questions answered and needed support in a regular, timely manner? No.  Would they continue to let us care for their needs and give us money if we didn’t show up when scheduled? Barring monopolies, chances are that we would probably not.  Yet, we do that to candidates and then expect them to entrust us with their very livelihoods??  It doesn’t make sense.

What Do We Say to Improve the Candidate Experience (Especially if there’s Nothing to Say)?

The first thing to think about is that ‘no news’ is still feedback to a candidate.  And no matter how busy we are, there’s still time to send a “we’ve not forgotten about you” note via email, text, or call.  No arguments about the lack of time to chat; every competent recruiter knows some tricks of the trade that ups the odds of not reaching the candidate in the office so that there’s still an opportunity to leave a friendly voicemail with a “I’ll be back in touch with you next week with another update.”

Do it – every week the candidate is in process, using their preferred methods of communication.  There are tools that you can use to help schedule and automate emails and texts to allow for:

  • Candidate reply forms (which, by the way, 70% of candidates do not currently receive…. But we get automated emails when we order pizza so we can track our delivery. Talk about a “slap my head” moment!)
  • Weekly updates that walk candidates through your hiring process, provide feedback as they advance, and potentially opportunities for improvement
  • Communication when they are no longer in process or when the process has been put on hold

Make a commitment that “no communication” is simply not an option for your organization.  Your candidates deserve that and it’s no more than you expect from them.  Then take it a step further:  invite them into the process and solicit their feedback.  If you don’t feel comfortable doing it conversationally (or think they won’t be upfront about their opinions), you can give them the opportunity to do it using tools like Get Feedback or Mystery Applicant.

Make it a practice all year long and you will be saying something very positive about your commitment to your talent through recruitment excellence… and that’s a message your future employees will be glad to have the chance to hear.


crystal
About the Author:  
Crystal Miller is a strategist with AT&T and has nearly a decade of recruitment marketing and digital strategy experience. In addition, she has led both the internal HR function for a regional $350MM business and the largest real estate recruiting practice for the leading single-site search firm in the United States.  Miller has worked with start-ups to Fortune 5 companies to create and execute compelling recruitment marketing & employer branding campaigns.

She has been a reliable expert source on the topics of talent attraction, talent acquisition, talent management, and digital strategy for multiple media outlets including CBS, Hanley-Wood, Mashable, and ABC. As an industry leader, she is recognized for expertise in recruitment, recruitment marketing, social media, social communities, talent pipelining, and digital strategic solutions and speaks globally on the same.

Follow Crystal on Twitter @TheOneCrystal or connect with her on LinkedIn.

 

Sales Technology: Top Tools & Apps for Closing Deals On the Road

shutterstock_134871962Away from home, away from your colleagues and your office – it’s challenging to stay focused on the road, particularly if you’re in sales. The good news: there’s plenty of sales technology tools and strategies to help turn being away into a home field advantage for your sales team.

Cloud communications solutions and mobile apps can help traveling salespeople stay on task while keeping them connected to the rest of their virtual team.

The Best Apps for Traveling Salespeople

Travelingsalesperson.com lists Quickoffice and and iMap among the most essential apps for employees to utilize on the road. These programs help the salesperson in the field, and their supervisors back at the office, track and follow up with leads.

Quickoffice allows salespeople to view all the documents they’d otherwise access from their desktop from an iPad or tablet. iMap, according to the website, is a “salesperson’s best friend.” It maps out all contacts by address so hitting all those targets is as easy as following the dots on the virtual map.

These apps eliminate distractions that can hang up sales. With the ease of knowing where your information comes from, and where you’re driving to, it’s simply a matter of maintaining the confidence to convert the sale.

Use the Cloud to Your Advantage

In the old days, if you forgot a document before your big trip or needed to share one with your boss back at the office, it was a matter of finding a fax machine. Now, with everything electronic, there’s no excuse for not having the most updated information at your fingertips. Of course, sharing that information is easier than ever, too.

For example, enterprise cloud backup solutions from Mozy help traveling salespeople stay linked into the overall operations of their team. The consumer file-sync service protects endpoints and manages your remote offices, which will help increase productivity. It also makes sure that the staff in the field are linked together. Using a cloud tool like this promotes organization and productive, increasing a salesperson’s confidence.

Strategies to Consider

Before leaving for your trip, huddle up with your sales team and decide on a group strategy. Make sure your files are properly tagged and backed up in the cloud. Check to see that your mobile devices are equipped with the proper tools so you can both access those files and add to them from a remote position.

Double check that all your contacts’ phone numbers and addresses are available, and that you can call them up from a click of your finger on a phone or tablet.

Tolls? Bridges? Forget the pocketful of change. There’s an app for that, according to Prialto Post’s list of essential apps for traveling salespeople.

You might also make notes with your boss about check-in times, where you can Skype or Facetime from the road to review progress. Email and texting is pretty impersonal. Making the time to have that face-to-face helps connect people.

It’s easy to get lost on the road. But now, there’s really no excuse for sloppy performances. The tools are there, it’s just a matter of implementation based on your team’s goals and focus.

Why Personal Branding is A Big Deal for Big Companies

2014-06-04_10-07-41Personal Branding has been the buzzword for the past couple of years.  Many have bought into it, but most have not.  There have been countless articles, posts, and books written about the importance of personal branding.  I for one believe it is essential to your success AND your company’s success.

I understand why many organizations are hesitant to have their employees have their own “brand.”   Some larger organizations (and some smaller) fear that their message, vision, or mission may get muted, or better yet- blurred.  If done correctly, personal branding can help increase company awareness, not decrease.

The one thing an employee has and will always have is their brand.  They may switch companies, they may switch jobs within their current organization- but their brand is always constant.   It is a way of recognizing and remembering people.  E-mails change and phone numbers change, but if you brand yourself, people can follow you wherever you go.

I have had a number of conversations and listened to recruiters who have successfully married their brand and their company together.  It is these companies that have reaped the successes of putting together the brands.

Jim Stroud has one of my favorite stories.  You see, he has always worked FOR a company, yet he is known outside the company he works for by a number of things.  He is known for his blogs.  He is known for his website (which he recently sold).  He is known for his speaking engagements.  He is known for his webinars.  He is known for his posts on LinkedIn.  He is known for his YouTube videos.

The truth of it is, every time he does one of those “extra” things, he is bringing more visibility to the company he represents- Randstad.  While he is doing this, he also continues to build his brand.

Randstad gets it.  So does Zappos.  When they hired Stacy Zapar at Zappos, there was also a marriage, of sorts, a perfect professional match.  After all, she is the most connected woman on LinkedIn; with 300 million members and counting, that’s saying something.  And she has been actively putting her network to work – not to mention putting the industry on notice with her recent employer brand initiatives – all of which tie directly into building recruiters’ personal brands.

Technomedia gets it, too.  When they hired Rayanne Thorne, they got everything that comes with Rayanne’s personal brand – and that’s a lot of benefits.  Hiring Rayanne helped them inherit a spot on TopRecruiterTV, webinars, blogs and other byproducts of her long track record of industry experience and expertise.  Because of strategic hires like Jim, Stacy, and Rayanne’s brand everyone is talking about Randstad, Zappos and Technomedia.

Could these companies have done it without them?  Maybe.  Certainly not as fast as they did it.  Hiring someone with a strong personal brand is the recruiting equivalent of making an acquisition – and can carry the same sort of bottom line impact on your company’s productivity and profitability.  When a company hires a recruiter with a strong brand, they aren’t just getting a recruiter – they’re getting their network, contacts and manifold connections.  They can pick up right where they left off with their other organization.  The company now has a tremendous amount of assets they no longer had, the kind of turnover no succession planning can really plan for.

That’s why as recruiters, we need to remember the importance of building a personal brand – because it has the potential to be one of your greatest professional assets.  It’s not enough to be known inside your organization, but outside, to candidates, customers and colleagues.  If people know who you are, they’ll find you – which makes recruiting a whole lot easier. The value of a recruiter with a strong personal brand is pretty much priceless.  If you’re not already making a name for yourself, you’re likely selling yourself short.

The companies that “get it” – or at least, enable personal brand building instead of enforcing corporate brand guidelines will have far more success today – and tomorrow – than their competitors.

Employers are realizing that there’s no reason to fear personal brands, and, increasingly, encourage them as an inevitable, but necessary, component of the constantly shifting world of work and the next evolution of recruitment.

will_thomsonAbout the Author: Will Thomson lives in Austin, Texas, and works for Rosetta Stone as the Global Sales and Marketing Recruiter. He has been in recruitment and sales for 20 years.

He received his undergraduate from The University of Mississippi, and his Master’s Degree from St. Edward’s University in Austin. He has recruited some of the most sought-after talent around the globe, and is a regular blogger for the recruitment industry.

He is the founder of Bulls Eye Recruiting and you can find him on Twitter @WillRecruits.

 

Zipwhip: Texting Makes Mobile Recruiting Easy

zipwhip-z-logoThere’s been a lot of talk about mobile recruiting technologies and tools these days, but the good news is, if you’re looking to create or optimize your mobile recruiting strategy, you can successfully leverage mobile technologies without actually using a mobile device.

Meet ZipWhip, a self described “cloud texting” service which allows users to send and receive SMS (also known as text) messages from any device connected to the internet anywhere in the world.  Whether using your desktop, laptop or even a tablet (not to mention, of course, your smart phone), ZipWhip is platform agnostic and works with your existing mobile or landline number.

That’s right, I said landline – the coolest part of ZipWhip is that it allows you to actually use your old-fashioned, wired phone (the type most recruiters use all day, every day) to create and receive text messages – or simply do it from your desktop.  All that you need to get started is a phone number to assign to your ZipWhip account, the free to download desktop application (alternatively, there are also web and mobile-based apps, if you’d prefer), and you’re ready to start texting – and taking a big step forward in your mobile recruiting strategy.

As a SaaS product, ZipWhip stores texts in a private cloud, similar to the way Google, for example, stores your GMail or Evernote securely keeps your files always online and always accessible.  Upon receiving a new text, ZipWhip will then relay that message to any associated device immediately, ensuring real time coordination and seamless SMS synching across devices.

In addition to enabling a business landline to support texting, ZipWhip also has an open API that can track text-based mobile recruiting campaigns and engagement records directly into the candidate or requisition records of most applicant tracking and CRM systems.  With a free 14 day trial offered to all users, there’s little risk involved in taking ZipWhip for a test drive – but the possibilities for recruiting rewards are endless, particularly for high volume and emerging workforce hiring initiatives.

Some other cool features incorporated into the ZipWhip product suite include campaign testing, SMS scheduling, unlimited texting and storage, the ability to create templated auto-replies as well as the ability to send group texts of up to 50 unique phone numbers at a time.  ZipWhip also allows for easy uploading and importing of existing contact lists and databases.

With a tiered pricing model starting at $19.95/month for individuals and startups through to customized, large scale enterprise solutions, ZipWhip has a low cost of entry and could just be one of the most powerful mobile recruiting tools in any employers’ arsenal.

dean_dacostaAbout the Author: Dean Da Costa is a highly experienced and decorated recruiter, sourcer and manager with deep skills and experience in HR, project management, training & process improvement.

Dean is best known for his work in the highly specialized secured clearance and mobile arenas, where he has been a top performing recruiter and sourcer.  Dean’s keen insight and creation of innovative tools and processes for enhancing and changing staffing has established Dean as one of the top authorities in sourcing and recruiting.

Connect with Dean at LinkedIn or follow @DeanDaCosta on Twitter.

 

Zipwhip: Mobile Recruiting Made Simple With SMS

zipwhip-z-logoThere’s been a lot of talk about mobile recruiting technologies and tools these days, but the good news is, if you’re looking to create or optimize your mobile recruiting strategy, you can successfully leverage mobile technologies without actually using a mobile device.

Meet ZipWhip, a self described “cloud texting” service which allows users to send and receive SMS (also known as text) messages from any device connected to the internet anywhere in the world.  Whether using your desktop, laptop or even a tablet (not to mention, of course, your smart phone), ZipWhip is platform agnostic and works with your existing mobile or landline number.

That’s right, I said landline – the coolest part of ZipWhip is that it allows you to actually use your old-fashioned, wired phone (the type most recruiters use all day, every day) to create and receive text messages – or simply do it from your desktop.  All that you need to get started is a phone number to assign to your ZipWhip account, the free to download desktop application (alternatively, there are also web and mobile-based apps, if you’d prefer), and you’re ready to start texting – and taking a big step forward in your mobile recruiting strategy.

As a SaaS product, ZipWhip stores texts in a private cloud, similar to the way Google, for example, stores your GMail or Evernote securely keeps your files always online and always accessible.  Upon receiving a new text, ZipWhip will then relay that message to any associated device immediately, ensuring real time coordination and seamless SMS synching across devices.

In addition to enabling a business landline to support texting, ZipWhip also has an open API that can track text-based mobile recruiting campaigns and engagement records directly into the candidate or requisition records of most applicant tracking and CRM systems.  With a free 14 day trial offered to all users, there’s little risk involved in taking ZipWhip for a test drive – but the possibilities for recruiting rewards are endless, particularly for high volume and emerging workforce hiring initiatives.

Some other cool features incorporated into the ZipWhip product suite include campaign testing, SMS scheduling, unlimited texting and storage, the ability to create templated auto-replies as well as the ability to send group texts of up to 50 unique phone numbers at a time.  ZipWhip also allows for easy uploading and importing of existing contact lists and databases.

With a tiered pricing model starting at $19.95/month for individuals and startups through to customized, large scale enterprise solutions, ZipWhip has a low cost of entry and could just be one of the most powerful mobile recruiting tools in any employers’ arsenal.

dean_dacostaAbout the Author: Dean Da Costa is a highly experienced and decorated recruiter, sourcer and manager with deep skills and experience in HR, project management, training & process improvement.

Dean is best known for his work in the highly specialized secured clearance and mobile arenas, where he has been a top performing recruiter and sourcer.  Dean’s keen insight and creation of innovative tools and processes for enhancing and changing staffing has established Dean as one of the top authorities in sourcing and recruiting.

Connect with Dean at LinkedIn or follow @DeanDaCosta on Twitter.

 

The Real Reason Why People Leave Companies

web20managerMost of us have heard time and time again that “people don’t leave companies, they leave managers”. I can’t recall ever seeing any compelling evidence for this. In our 2013 new tech benchmark report our data suggested that manager related survey questions were seldom related strongly to engagement or retention in new tech companies. It seems we’re not the only ones who have found this.

Recent TINYpulse research found that “employee happiness is more dependent on co-workers than direct managers” with peer relations showing a much stronger relationship with employee happiness.

2012 Towers Watson survey of 32,000 employees across the globe found that immediate supervisor relationship ranked fourth as a predictor of engagement behind leadership, stress/workolad and goals.

However, given the persistence of the meme in the face of such research – we thought it would be worth taking another look with some fresh data at why people leave companies.

We compiled data from around 175 new tech teams (representing 10 different new tech companies) with an average size of eight direct report employees. Commitment was measured using one of our key engagement measures that asks if employees are regularly looking for another job or not.

The dataset allowed us to examine the inter-relationships amongst immediate manager, leadership, career development and pay ratings and levels of team commitment.

When we looked at the percentage of variation in team commitment we could predict with team ratings we found that the effect of career development and leadership far outweighed the effects of immediate managers and pay. The effect of career development ratings was substantially larger than any other factor.

 The relative impact of different factors on team commitment levels (R Square).

Manager_Blog_Chart_1

It may still be argued that good managers don’t convince people to stay so much as particularly bad managers prompt people to leave. To test this we looked at the teams with the lowest 25% of immediate manager ratings and compared their commitment ratings with the team average and the teams with lowest 25% rankings on the other factors.

The data again supports the stronger effect of career development and leadership. Although teams with low rated managers had lower than average commitment levels (39% versus 51%) the commitment levels for teams with poor leadership and development ratings were even lower.

Commitment scores for teams with lowest rankings in different areas (Scores are % of team members with positive responses).

Manager_Blog_Chart_2

Our results suggest that career deveopment ratings in particular play a dominant role over and above immediate manager ratings in how committed we would expect new tech teams to be. To test the relative effects of these two factors a little further we then divided the teams into those with above and below average ratings on each of these factors. The data showed an interesting interactive effect.

For teams with below average development ratings it didn’t really matter what they thought of their manager (35% versus 35% after rounding). However, for teams with above average development ratings, even poor managers had above average team commitment levels (56% versus 51%) and having a better manager added an additional 10% of commitment (66%).

Commitment scores for teams with below and above average Manager and Development ratings.

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Do people leave managers, not companies?

No, people are more likely to leave companies that don’t provide them with good development opportunities and leadership. Even good managers are likely to struggle to retain key employees and manage team retention rates if these things are not looked after.

Do managers matter?

Of course they do. Having a good manager added an additional 10% of commitment among teams with good development ratings. Managers can help employees learn, develop, and connect with the company’s leadership and mission – but they can’t do it all alone.

mcphersonmcpherson 2Read more at the Culture Amp Blog

mcphersonAbout the Author: Jason McPherson is the Chief Scientist for CultureAmp, developers of Murmur, the first People Intelligence Platform built specifically for metrics-driven organizations. Jason is a research psychologist interested in technology amplified research.

He was previously a founding team member with Kenexa in Australia, and Asia Pacific Research Associate at Towers Watson.  Follow Jason on Twitter @DrPeopleGeek or connect with him on LinkedIn.






Staffing Sales: Three Keys to Recruiting Agency Success

2014-06-02_14-15-01Recruiting agency professionals are experts at identifying the upper bounds of human potential. However, even they can struggle to hire their own salespeople.  The problem, ultimately, is that they often focus on hiring people who will be successful in a staffing agency instead of those who will be successful in staffing sales.

Many agencies either look for people with staffing industry experience or for young adults who have decent personalities. Neither of these groups is necessarily the right target.

This is why creating a sales hiring profile is so important.

3 Characteristics To Look for In A Young Sales Hire

2014-06-02_14-13-531. Coachability

Ever hire a salesperson who interviews very well and has all the right answers but isn’t willing to take your ideas and suggestions? These types of people don’t grow or develop, which is frustrating both to them and to their employers. Make sure your sales hires are coach-able. Are they comfortable with new ideas? Can they handle constructive criticism? Are they capable of being wrong? Or do their eyes glaze over when you give them advice?

2. Curiousity

Having a natural sense of curiosity is incredibly important for successful salespeople because they cannot solve problems if they don’t know what those problems are. If salespeople lack the curiosity to ask people about their businesses or the roles for which they’re hiring, they’ll have difficulty understanding – or even sympathizing with – the customer.

3. Perseverence

Salespeople get turned down all the time, and not everyone is cut out for this constant stream of rejection. If Joe the salesman calls Mary and tries to make a sale, and Mary
says she’s all set, Joe may stop pursuing her. He wouldn’t be alone. Sales research by the National Sales Executive Association shows that 48% of salespeople never follow up with a prospect and 12% make only three contacts and stop. This is deeply unfortunate because 80% of sales are made between the 5th and 12th contact. Giving up and retreating at the first sign of rejection does not a successful salesperson make.  The job requires fortitude.

Finally, before hiring new salespeople, a staffing firm’s management and senior sales leaders should identify the most common behaviors of their top
performers. If you don’t know which behaviors make your top performers successful, you won’t know what to encourage in junior hires. And this can stymie your business growth.
Some of these A-Player behaviors will be obvious – aggressiveness, charm, a propensity for eye contact.  But others will be far more understated.

Learn how to get even more bang for your sales hiring buck. Check out Bullhorn’s new white paper, 7 Steps for Turning New Sales Hires Into Productive Powerhouses.

VindaAbout the Author: Aravinda Souza currently serves as Senior Marketing Manager at Bullhorn, where she manages content strategy, creation and distribution for demand generation and sales enablement.  She also manages global public relations and social media strategy for Bullhorn.

Based in the Boston Area, Souza is experienced in tech PR, B2B and B2C software product launches, demand generation, corporate communications and word of mouth marketing.  An avid writer, speaker, researcher and world traveler, Souza is a graduate of Tufts University.

Follow Vinda on Twitter @SeriousVinda or connect with her on LinkedIn.

Sweet Jobs: Making Careers & Culture Meaningful at Mars

victoria marsGetting the right people in the right job has always been the main goal of corporate HR and recruiting.  But as anyone in talent acquisition or management knows, retaining those associates – and keeping them engaged, satisfied, and productive – often presents an even greater challenge.

One company that’s getting retention right is Mars, the iconic chocolate conglomerate whose brand portfolio includes household names like Snickers, M&Ms, Milky Ways, and, of course, the eponymous Mars bar (my personal favorite).  But Mars’ recipe for success lies not just in its globally recognized and universally loved products, but also, in the people behind those products.  And like most businesses, this commitment to building an employee-centered culture starts at the top.

I recently had the opportunity to sit down with current company chairwoman Victoria B. Mars, whose great grandfather, Frank C. Mars, founded the company in 1911, and whose firm commitment to values has helped Mars, which is still closely held, remain true to its roots as a family business with a familiar, familial feel, despite its current position as one of the 5 largest privately owned companies on the planet.

Mars has thrived for the past century by sticking to what it calls the Five Principles.  These Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – are the unflinching ethos (or the sweet, gooey nougat) that has guided Mars business – and its associates – for decades.

Making sure these core values are consistently messaged and maintained to every member of its multinational workforce means Mars must create a culture where those Five Principles are consistently reinforced and aligned with every interaction in every job, every day.  As I learned from meeting several Mars associates across levels and functions, at Mars, the Five Principles are more than a corporate mission statement, but instead, a personal passion, and deep conviction, in the value of, well, values.

Their enthusiasm was unmistakable, and their excitement about being a part of the Mars family was unmistakable – and contagious.  But when it comes to finding and attracting the next generation of workers, Mars seems acutely aware that building an employer brand around its unique culture is key to continuing to attract candidates whose values and vision align with the Five Principles that have proven so crucial to Mars’ success.  Hiring for such a comprehensive culture fit can be a challenge for Mars – but making sure that those employees stick around and grow their careers at Mars might very well be their human capital sweet spot.

When I asked for the inside story from Ms. Mars herself, she revealed her belief that, belying workforce trends and popular belief, that the next generation of Mars worker isn’t that different, in personal beliefs or professional expectations, from earlier generations.  Gen Y workers, Mars suggests, aren’t against working their entire careers at a single employer  – it’s just that too few companies today provide the kind of career destination and opportunities worth staying around for.  As Mars told me,

“I’m not a believer that today’s generation doesn’t want to work for the same corporation for all of their career.  If you treat them right and you provide them the opportunities – and get them to see that even in your company, there are truly a world of opportunities out there – then they will stay.  They are not leaving businesses because they don’t want to stay with the same business.  They’re leaving because they don’t see those opportunities, aren’t feeling valued, or simply aren’t getting the training or development they’re looking for.  I have a total belief that we can overcome these challenges and continue to get the people we need.”

Additionally, Mars pointed out that the company, as a decentralized organization, has the agility and flexibility to recognize and reward its associates with increasing responsibilities and opportunities from their very first day on the job, empowering line managers to make decisions and employees to proactively pursue paths for personal development and professional growth.  Like the generations preceding her at the helm of the family business, Mars has been a champion – and conservator – of the Five Principles and the culture they’ve created.

Mars suggests that even though she leads one of the world’s most profitable and recognized employers, the Mars career formula for recruiting & retention is simple and scalable enough for any size business – and that formula all starts with making employees feel valued, no matter where their job is located or what their professional responsibilities or functional expertise might be.  From the frontline factory workers tasked with making chocolate to departmental leadership to the C-Suite itself, Mars reiterated that every job in the organization is just as important as hers – or any other.

“When you treat everyone in the company like they’re the President, and everyone feels that their job is just as important as the President’s, then the possibilities for personal growth, not to mention career mobility, are truly endless,” Mars said.

That’s one employer value proposition that you don’t have to be from Mars to think is pretty sweet – and pretty powerful.

For more from Victoria Mars from the 2014 Great Place to Work Conference, click here.