Global Recruiting

Waves of EU NSA Resentment Rising Against Safe Harbor Program: Cloud Software Model in Danger?

by Veronica Blatt

image of open padlock with keyboardToday’s guest blogger is Martin Snyder, Main Sequence Technology. Founded in 1998, Main Sequence Technology creates talent acquisition technology solutions wherever and however organizations are built. PCRecruiter is the solution of choice for thousands of third party recruitment, corporate, and outsourced staffing teams across economic models and around the world. PCRecruiter provides comprehensive CRM and ATS functionality converged into database, voice, and email interfaces to empower recruiters to do what they do best with accessible, cost effective technology. Main Sequence is proud to serve the NPA organization and our many individual NPA affiliated customers. To learn more, please visit www.pcrecruiter.net. In his post, Martin addresses how a recent political development could potentially impact recruiting.

Sometimes geopolitical events can come knocking on your own door. As a software vendor of recruiting solutions for customers in many global markets, my employer, Main Sequence Technology, is subject to different laws relating to protection of personal information. Recently, there have been news events regarding the European Union’s Data Protection Authorities (DPA’s) response to the 2013 revelations of massive data sweeping activities directed by or conducted by the government of the United States.

There have been variations in how these recent events have been described.

The Financial Times reported that, “This month, Viviane Reding, the EU’s justice commissioner, warned that the quintessential agreement that makes transatlantic technology business run so seamlessly – the so-called safe harbour directive that allows US groups to operate under American privacy rules while doing business in Europe – will now be reconsidered.”

On 24 July, 2013, the EU Office of the Federal Commissioner for Data Protection and Freedom of Information issued a statement following several weeks of varying activity among the EU DPA community. Bloomberg reported, “German data protection authorities July 24 announced a crackdown on privacy violations involving countries outside the European Union and called for the German government to suspend participation in the U.S.-EU Safe Harbor Program.”

There is a wide range of potential meaning in those two reports. A crackdown could mean immediate and increased enforcements, while a reconsideration would mean no immediate changes. The authorities are either calling for suspension or merely for review. Hunton & Williams LLP reported, “In light of recent developments, the German Commissioners have decided to review whether to suspend data transfers carried out pursuant to the Safe Harbor Agreement and EU standard contractual clauses.”

The text of the Federal Commissioner for Data Protection and Freedom of Information statement states:

“The Conference therefore calls on the Federal Government to provide a plausible explanation of how the unlimited access of foreign intelligence services to personal data of persons in Germany is effectively limited in line with the principles referred to. Until this is guaranteed, the data protection supervisory authorities will not issue any new permission for data transfer to non-EU countries (for example also for the use of certain cloud services) and will examine whether such data transfers should be suspended on the basis of the Safe Harbour framework and the standard contractual clauses.”

Like the reports on the events, the consequences of any changes have been reported in various ways. The Financial Times reported, “If a U.S. provider offers encrypted means of storing [data] in a cloud that would be a technical alternative to increase security. We would consider these measures as we think about whether to grant permission for a data transfer,” said Alexander Dix, data protection commissioner for Berlin, while other observers have concluded that should Safe Harbor be repudiated, American companies doing business in the EU would need to host the data outside of the United States, at least, to remain viable.

How serious are these threats? If you are an EU customer using an American cloud service, are you at risk for disruption? What would American vendors do should Safe Harbor be repudiated? What are the odds of real trouble here?

The threats are serious because they have been made, but on the other hand, these treaties involve the highest levels of commerce and government, and when that happens, things don’t usually move very fast. In the event of repudiation, there would have to be some kind of adjustment period, during which vendors would need to assess their ability to continue providing service under the new regime(s) for each market. In our case, our flagship solution, PCRecruiter, is installed on hundreds of private webservers around the world, so we would likely be able to find suitable hosting arrangements quickly should the need arise. Other cloud vendors may not be so well-positioned.

This is a complex and dynamic situation. American tech companies are notably libertarian and the politics in the United States are in a historically unusual spot with the leftward and currently in-power party being the hawks on this issue. I know that our company has an unshakable commitment to the fundamental principles of data protection; necessity, proportionality and limited purposes in the stewardship of personal information. This one bears some close watching as it could be the kind of trade issue that develops as globalization really starts hitting hard walls of law and custom in various places.

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NPAworldwide Split Placements: What is HOT!

by Terri Piersma

TrustNPAworldwide member-firms are part of a global network of recruiters working together to make split fee placements. 2013 is almost half over. In which niches/industries are our member recruiters making split fee placements? In other words, from an NPAworldwide perspective, what is hot!

The information shared in this post represents split placements through May 2013.

  • Placements of positions with US$90,000 and above salaries were 54% of total split placements
  • Placements of positions with US$100,000 and above salaries were 35% of total split placements

Top 4 Trading Groups based on the number of split placements, listed high to low. Click here to view industries/niches included in NPAworldwide’s Trading Groups.

  • Chemical Process
  • Cross Industry
  • Manufacturing / Mining / Construction / Supply
  • IT / Hardware / Software / Electronics

Trading Group with the largest percentage increase over 2012 based on number of split placements

  • Chemical Process

Overall split placements are down slightly compared with the number of split placements during the same timeframe in 2012. However, the number of positions with US$90,000 and above salaries increased compared to 2012 split placements.

What niches/industries have you found to be HOT in 2013? Please comment below, and share this blog with others.


5 Reasons Independent Recruiters Don’t Return Candidates’ Calls

by Terri Piersma

Image of a Smartphone showing the world from spaceAn independent recruiter is someone who is hired by an employer to find a candidate for a specific job and who does not work in-house for an employer. After almost seven years working for a split placement network consisting of independent recruiting firms, I’ve learned a lot about independent recruiters.

One of the most frequent complaints I hear or read about recruiters is that they do not return candidates’ telephone calls. If you are a candidate, keep reading because my post today focuses on five reasons why independent recruiters don’t return candidates’ calls.

  • The independent recruiter does not work for you.

When an employer has a difficult job to fill, the employer may choose to hire an independent recruiter to find the most qualified candidate. In return, the employer pays the recruiter a fee. In the United States, the fee typically ranges from 20% to 30% of the candidate’s first year of salary. Therefore, independent recruiters will focus on responding to employers who have hired them and only to candidates who are qualified for the jobs they are striving to fill.

  • The independent recruiter does not specialize in your niche.

Most independent recruiters specialize in placing candidates in a specific industry or job function involving a specific set of skills. You may not hear back from a recruiter to whom you sent your resume because the recruiter doesn’t work with people with your skill set or in your industry. A better approach to working with a recruiter might be to research the recruiters who specialize in placing candidates in your niche and then approach them.

  • The independent recruiter’s job is filling an open position for an employer.

It is not an independent recruiter’s job to find you a job or help you change careers. This goes back to the first point I made. Independent recruiters do not work for candidates. They work for employers. If you decide to change careers, for example, an independent recruiter will not be able to help you find a job. Employers are most interested in passive candidates (people currently working) and who are in the top 5% of people qualified for the open position. If you are changing careers, you need to find other ways to find a job.

  • The independent recruiter doesn’t have the time to respond to “thanks, but no thanks” situations.

Yes, I know it is not polite to be non-responsive but the reality is independent recruiters have limited resources and time. It is important for you to not take it personally if a recruiter does not send you a response by email or telephone. Think of it like you did when you were dating. If someone is interested in dating you, you will be contacted. If not, it is best for you to move on.

  • Your resume is posted on job boards.

Again, remember my first point. Independent recruiters work for employers. In fact, many employers will advise recruiters they hire that they will not pay the recruiter for a candidate the recruiter submits to the employer who the employer can find on a job board. Why would a recruiter want to spend time presenting your resume to employers when they won’t get paid? The answer is they won’t. Determine your strategy in seeking a job. If working with a recruiter is a fit for your job search, then removing your resume from job boards will increase the likelihood of a recruiter wanting to work with you.

I hope that my post has increased your understanding of why independent recruiters may not return candidates’ calls. My post was inspired by one written by Lisa Rangel entitled 11 Reasons Why Recruiters Don’t Call You Back & 5 Things You Can Do About It. If you are seeking a new job, I encourage you to read Lisa’s post, too.

If you found this post informative, please share it with others using the buttons located at the top of the page.

 

Image:  FreeDigitalPhotos.net

 


Reputation, Trust, and Independent Recruiters

by Terri Piersma

TrustReputation and trust in the 21st century were the topic of a TED Talk by Rachel Botsman entitled “The Currency of the New Economy is Trust.” She is the author of the book entitled “What’s Mine is Yours: How Collaborative Consumption Is Changing The Way We Live.” In the talk, Rachel commented on the impact of collaborative consumption:

  • Collaborative consumption is a social and economic system driven by network technologies that enable the sharing and exchange of assets from spaces to skills to cars in ways and on a scale never possible before.

Read the rest of this entry »


International Headhunting is in Season

by Dave Nerz

crocus-blooming-springInternational headhunting is returning to pre-recession levels. International search firms are reporting a shift in the calls they are receiving from job seekers. “No longer are calls just coming from the unemployed and underemployed,” states Jeff Kortes, a recruiter and employee retention consultant. Kortes owns Human Asset Management in Franklin, Wisconsin and his firm is working closely with employers to develop retention strategies as the international headhunting community revives it efforts to attract and move the best talent to new employers.

“As the economic recovery progresses, it gives employees more comfort in cutting the ties to long-term employers,” according to Kortes. Human resource experts are recognizing that highly skilled workers are increasingly willing to consider new employment opportunities.

What is known as “voluntary turnover” is expected to accelerate in 2013 as the recovery continues and is more evident across a great number of industries. This trend is adding urgency to a situation that some employers have already identified as serious. The best talent is critical to business success, yet top performers are the most likely and able to leave their employers. Many employers struggle to retain their most talented workers as higher paying competitors come headhunting their best.

Top talent is in season! What is the best way to keep top talent? Do you or your clients have a retention program in place?


International Search Firms Create Many Paths to Success

by Veronica Blatt

pathwaysToday’s guest blogger is Meri Laird Jones of Davidson Laird, Inc., headquartered in Louisville, Kentucky with a remote office in northern Michigan. Meri is a current member of NPA’s board of directors. Davidson, Laird Inc. places technical, operations, sales and manufacturing professionals, primarily in the renewable energy, automotive, paint, plastics, chemical and processing industries.

Whether you’ve been in the recruitment business for a year or several decades, you know that while the rewards can be great, it is an industry that sincerely takes “true grit.” It’s emotional, fast-paced, and constantly changing. What is truly amazing though, is the incredible diversity within our industry. I just got back from a global conference of international search firms in Las Vegas and I came away once again amazed by “the 1000 faces of a recruiter.” I also came away with my head spinning thinking how important it is to stay on top of what is going on with our industry trends and with technology.

It was amazing to hear the stories of the different recruiters who attended from around the world. Like the guy who always ran a large office but decided to make a life change and work from his coastal mountain home where he could enjoy more quality time with his family. I asked him how that affected his bottom line and what his clients thought about the change. He confirmed the beauty of the recruiting industry is that, if we do it really well, and have the right tools such as good technology and a strong network, we work from anywhere. In fact, he’s actually simplified his “desk” by concentrating on a few of his best clients and expanding his work with them to more of their locations around the world with the help of the other international search firms in his network.

Another story was quite the opposite, of how a recruiter started in a small firm in Australia, but had the dream of growing her business into one that could compete with other international search firms. At a time and an economy when that didn’t seem practical, she made it happen and recently opened an office in Shanghai. The crazy thing is both of the above work in similar markets. They are both successful and they are both living their dream.

The other huge difference I noticed was how we are each utilizing the million different technology advances which are emerging at lightning speed. Mobile apps, ATS options, Twitter, Bull Horn, LinkedIn, and the list could go on for at least another five paragraphs! My big billing colleague barely uses anything but his mobile phone and occasionally a tablet! Yet, others doing equally as well are just focusing on one or two tools and making them work. Oh – and have you heard about the new trend replacing traditional resumes and CV’s? The YouTube video resume. This is where I definitely need a little help from my colleagues!

It’s great to be in such an incredibly dynamic industry – and so important to go interface to learn and share with those who are doing it well in so many different ways!


Selling the Services of Independent Recruiters

by Terri Piersma

applesRecently I read an article by Ken Forrester entitled Placement Fees are Cheap When You Look at Them This Way. The article appeared in the online version of The Fordyce Letter in January 2013. Independent recruiters involved in recruitment in North America as well as those involved in international headhunting will find this article informative.

Ken shared how he made the following statement during a presentation to business owners and HR professionals:

“If you are not using headhunters as your primary recruitment weapon, then      you are not hiring the best talent in-the-market.”

One audience member became irate and said – “You don’t know what you’re talking about because we hired some pretty good people, and they are working out just fine. And we didn’t use headhunters.”

Well, without hesitation, Ken replied:

“Sir, you are absolutely correct. You really don’t need headhunters to hire the best talent on-the-market. However, what would you say was the difference between the best talent in -the-market and the best talent on-the-market?”

As Ken shared with the audience – “the best talent in-the-market are most likely those individuals who ARE NOT actively searching for a job.” In other words, Ken was talking about what the recruitment industry calls passive candidates.

Experienced recruiters take the time to search for passive candidates and build relationships with them. They will contact passive candidates working for a company’s competitor searching for the top achiever willing to switch jobs for an improved standard of living and/or career advancement.

In addition, Ken shares his thoughts that headhunting means “recruiting ahead of the need” as well as a sharing a convincing explanation of how a recruiter can sell the economic value of an organization hiring a headhunter.

As an independent recruiter, how do you sell your services to organizations.

 


Mobile and the International Recruitment Agency

by Dave Nerz

hand holding smartphoneSocial media and social recruiting have been a part of the global recruiting lexicon for a few years now. It seems that mobile recruiting is on the verge of surpassing social recruiting as the red hot topic for 2013 if you work for an international recruitment agency.

The average international recruitment agency is lagging far behind other professions and industries in leveraging mobile technology to improve the user experience. Many ATS systems consider mobile the ability to shrink the full website to a size that fits on a smartphone screen. Users of mobile technology are not apt to accept that solution as on par with the overall market’s expertise. The benchmarks are in sectors like banking, retail, restaurants, publishing, news, and travel. The handset is a powerful tool to navigate what is new and needed in all of these sectors. Most recruitment sites scream, “I dare you to use me!”

LinkedIn has provided a tool that is getting greater use and holds promise for mobile interface sessions with candidates. The “LinkedIn Apply” feature creates a great way for candidates to send details via mobile applications without connecting their PDF or Word resume via a handset session. I’m guessing that many candidates would not have the know-how or patience to cut and paste a Word resume into a mobile app or into a more traditional site viewed via a Smartphone handset. But they certainly have the ability and comfort using their LinkedIn profile to introduce themselves to an employer, recruitment company or recruiter.

When recruiters moved into social media it was a continual challenge to find ways to engage candidates with information they wanted. With mobile, it is not about what candidates want to do via mobile—because they will do anything and everything you allow. It is about playing catch-up to other sectors that have moved far ahead of the average recruiter in an international recruitment agency. Banking allows you to take pictures of checks and make a deposit electronically. I’m looking forward to a recruitment site that allows you to take a picture of your resume and submit that as an application for an opening.

So for all of us that have pushed mobile aside to focus our attention on social media, wake up and smell the smartphones! Social media has morphed itself into a mobile discussion. Get ready to take on the challenges that 2013 will provide to anyone running an international recruitment agency!

Image courtesy of Ambro at FreeDigitalPhotos.net

7-trends

 


Death of Recruitment

by Dave Nerz

tombstoneAccording to many, the end is near for independent recruiters. The reason…technology. The predictions indicate recruitment as we have known it will cease to exist because employers will get what they need from the new breed of technology tools being created. Some call this Recruitment 4.0.

I am not a believer in the death of recruitment. Here are a few of the reasons I think recruitment, independent recruiters, recruitment networks, and headhunters of various types are here to stay:

  1. The end has been predicted about every 5 years for as long as I remember. The predictions have never been fulfilled. The death of independent recruiters was predicted 50 years ago with the creation of national agencies like Kelly and Robert Half. Death to independents did not come. The demise was signaled more recently with the onset of job boards…in fact, Monster had the intention of replacing the independent recruitment business as a goal when it was created. In spite of intentions, death did not come. Social Media, LinkedIn, in-house recruitment, or anything else you want to add to the list have been unable to dislodge the independent recruiter from the mix that makes the market for employer and job seeker succeed.
  2. New jobs require personal intervention by a recruiter. Firebrand’s CEO, Greg Savage offers an example of why recruiters will continue to be a part of the solution. Mr. Savage recently indicated that in his business, 50% of the roles he recruits for didn’t even exist 3-5 years ago. New jobs and new markets require the guiding hand of a recruiter. Recruitment evolves effectively and efficiently to solve new challenges in a way that electronic tools and social networks cannot. The business model shifts, but it does not dissolve or die.
  3. Global needs are growing and again require the expertise that only a recruiter can offer. Recruiters act as translators, market researchers, and match-making consultants for global jobs. An employer based in North America wouldn’t even know the right job boards to use for a search in China, Australia or in Vietnam. Employers armed with the great social media tools of the day could spend 6 months becoming expert in the local market just to fill one job…not an effective model to run a business. In the NPA network, in excess of 10% of all business done was a “cross-border placement,” meaning the candidate, the employer and the job were in different countries. Those roles will continue to grow as a percentage of placements for the industry.
  4. Contracting and short duration project teams or on the rise. These are positions and work types best suited to a recruitment agency. Employers don’t want to become expert in finding talent for a short duration project team. They will continue to hire an independent expert to do that work.
  5. Highly specialized positions and true headhunting require a recruiter and are not able to be accomplished by social media and a LinkedIn connection alone. Top performers that are fully employed and satisfied do not change companies based on an email or a social connection. Only the real work of a seasoned recruitment professional will cause a top quality candidate to take the required leap of faith into a new employment situation. When you find the computer program that does this, please share your secret.

Independent recruiters continue to evolve and migrate into new niches and new ways of adding value. Tools are more likely to come and go than the recruitment profession itself. My current concern is not survival, it is whether there will be enough independent recruiters available to handle the talent shortage that is inching ever closer. As Baby Boomers retire and employers seek talent to replace the science, engineering and management talent that is exiting, the death of recruitment will remain a threat still unfulfilled.


New Year, New Start for Recruiting Networks

by Veronica Blatt

union-jackToday’s guest blogger is Liz Longman, the Managing Director of TEAM (The Employment Agents Movement), and has been involved in recruitment for 20 years. She previously headed up a region for a generalist agency before joining TEAM some nine years ago. TEAM is an NPA partner that extends NPA’s reach into the UK and in return offers TEAM members access to NPA affiliation. Each of these recruiting networks offers unique value to members.

It’s safe to say that over the last few years, businesses of all shapes and sizes – including recruiting networks – have had a tough time. With the economic downfall and several changes to UK legislation, the recruitment sector has been on a real roller coaster ride, which many couldn’t see the end of. The words ‘doom and gloom’ were prevalent across the media throughout last year and the outlook for the UK economy was pretty bleak.

However, as we enter 2013, I think it’s time to move onwards and upwards! We can all take our own lessons from the recession, but it’s time we left the past behind us and looked to a positive future. After all, how else will we move closer to success than with a motivated, optimistic attitude? Recruiting networks are poised to capitalize on some of the positive changes happening.

The situation in UK recruitment now is much better and reports from the end of last year are real proof of this. The Office of National Statistics reported in November that the UK economy was growing slowly but surely, finally pulling us out of recession. The Autumn Evenbase Quarterly Report also showed a few positive signs, with a 40% rise in contract and temporary recruitment roles being advertised and an 11% increase in proactive jobseekers sending CVs.

This positivity is reflected across many of the recruitment agencies we speak to at TEAM. As the recruiting network continues to grow and share activity, we are seeing more members reporting an improvement to their business. Fees are improving and in general the outlook is much better than it has been in the past few years.

There’s not just high growth in the UK market though. Positively, we are seeing an increase in interest in overseas markets from both our members and international partners within NPA, The Worldwide Recruiting Network. This focus on growth also extends to individual industries. Some of our member agencies are now moving their businesses into different specialist areas of recruitment, and are using TEAM members’ expertise to fill vacancies in new areas.

On the candidate side, we have noticed that, despite the new technology available to recruiters and the benefits which come with using social media, many recruiters are looking to be more personal. While using online opportunities to attract and manage candidates, recruitment is a people business and we need to maintain that personal touch that you can’t always get from an email or Tweet. It will be interesting to see how this pans out throughout the year, but I imagine we’ll see more agencies striving to be innovative in talent attraction, particularly as clients’ expectations are high.

Looking forward to this year, we’re expecting to see the focus on candidate attraction and expansion into new industries and markets continue. There are a lot of positive signs for 2013 and I personally would love to see a continuation of the optimistic attitudes we’re noticing. It won’t be easy though and I expect recruiters will be forced to work harder to come up with fresh ideas in order to compete in the market.


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