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HR Corner: Games Headhunters Play... |
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Look out! Things are getting better for IT professionals. Judging from the Help Wanted ads in the classified, postings from online Job Boards and the number of phone calls (from recruiters) the job market for IT professionals is certainly showing some significant improvement. IT professional journals are starting to carry articles discussing what management needs to know to avoid OffShore failures and once again recruiters are complaining that people with specialized skills are hard to find. If the market has been tough for IT professionals it has been a lot worse for recruiters, causing many of them to resort to their own version of “guerrilla tactics” in order to land a commission. I don’t know too many people who complained that headhunters were overly concerned with ethics and honesty before, but it seems I am hearing more stories of increasingly unethical behavior. Don’t be scammed! You need to know what is reasonable for you to expect and require from an agent. Read on if you want to know what to watch out for from the people who can get you in the door for that hot job you have been trying to land!
Good News is Bad News…
IT professionals benefit from the services of the many agents and recruiters that earn their living from finding professionals with specialized skills for employers willing to pay significant fees in order to hire the “right person.” Recruiters will always try to tell you that they work differently (believe that and I have a bridge to sell you!), but the truth is that they all work for the client company paying the bill. (IT professionals should NEVER pay a fee for the services of an agent.) Throughout my career I have always stayed in touch with both IT recruiters as well as other technology professionals seeking to network and find new positions. I have always heard about scams and con artists (I tell you about a few below), but lately I have been hearing about a lot more unscrupulous headhunters than usual.
The Resume Abyss
My favorite game is the resume Abyss. Once you turn over your paperwork you never hear from the recruiter again. This is why I always recommend that candidates work with recruiters who agree to see them in person. The agent can do a better job if they know how the candidate presents him/herself. Many good agents will role play (by asking interview questions) and then even coach the candidate to improve their presentation (and responses to questions). Working with a real agent is a partnership. The agent stands to make a sizeable commission if you get the job. You need to land that next job. But always remember that the agent works for the hiring manager and that is exactly where his/her allegiance will be.
The Best Time to Talk With an Agent…
Get to know agents when you are NOT looking for work. I always offer to help network provide leads for reputable headhunters. When I have needed to change jobs I knew exactly who I would be talking before I was frantic to find another position. Networking means that you stay in touch with colleagues who are looking and try to provide them with leads as well as staying in touch with a few agents and, if possible, help them locate appropriate candidates. It’s also a great way to find out which agents are being less than honorable and need to be avoided in the future. One of my favorite agents knows that she can call me anytime to help decipher resumes. I have even spent a few minutes researching technologies (to explain poorly written resumes) and checking with friends to help see if I know anyone who might be a good candidate. How you interact with an agent when you are employed (and not really looking for a job) can tell a lot about what kind of person you are dealing with.
Both Sides of the Fence
I have often offered to help my company with the hiring process. I have reviewed thousands of resumes, conducted technical interviews and provided feedback to the agents. This is often outside of my job scope (unless the person will be reporting to me), but it’s always good to work both sides of the hiring process. I will admit that part of my graduate degree involved formal training in personnel and related laws and processes. I am often amazed that more agents don’t realize that many IT professionals will be on the other side of the hiring process. Why do so recruiters of them conduct themselves in unethical and dishonest ways?
The Enemy Within
I believe that one reason is that many candidates are not completely honest either. Fudging dates and degrees doesn’t attract honest agents. I am often amazed when I see BS in Computer Science on a resume only to find out that the candidate has only completed a semester or two of studies. Resumes get you in the door so obviously you want to put your best foot forward. A resume is like taking out an expensive ad in a newspaper. You have to make yourself look good in order to get to the next step (the interview). But always keep in mind that being honest and open is essential if you to associate with other reputable professionals.
Keeping Track and Staying Organized
I keep notes on exactly what each agent says to me in each conversation whether it be in person or on the phone. Often Agents make promises to follow up on leads for specific companies and then in the next conversation they don’t even remember what they had promised. If you are well organized and keep notes you will be way ahead of the game.
Your First Employment Test
How you manage the job search process says a lot about who you are and whether or not you will be successful in any future position. Take the job search process seriously and you will avoid the disruptive practices of the few bad agents out there. I have been privileged to know a few agents for almost my entire career. Many of them are fine people who use their skills for the benefit of others and truly their commissions, by adding value to the job search process!
Bob Aiello is a Senior Editor for Crossroads News and an Associate Director at a major financial services firm in NYC, where he has company wide responsibility for Software Configuration and Release Management best practices. Bob is on the Steering Committee of the NYC Software Process Improvement Network (CitySPIN), where he is also the chair of the CM SIG which meets in Midtown NYC. Mr. Aiello has a Masters in Industrial Psychology from NYU and a BS in Computer Science from Hofstra University.
You can reach Mr. Aiello by email at raiello@acm.org
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