Industries, like Fish, Rot From the Head Down
All professions have their experts - senior practitioners who speak at conferences, train, and provide coaching. What they say and teach affects the whole industry and sets ethical and professional standards.
Unfortunately, in recruitment, many of these experts are teaching the industry how to lie.
Now, I’ve sat in a lot of training courses in my 19 years in the industry and have done my share of speaking from the platform. What fascinates me is that the rot has permeated so deep that recruiters simply don’t notice they are being taught to tell porkies.
If training to lie were in another profession such as accounting, financial planning, or law, there would be uproar. Just silence in my industry.
Let’s look at 3 examples:
Melbourne and Toronto with the speaker delivering the same talk – the audience were all recruiters, over 300 of us. He told us to lie when relaying an employer’s salary offer to a candidate, to ask the candidate what salary they want and to say “I don’t know if they’ll go to that, but I’ll see what I can do and call you back.” Knowing that, in this case, the employer will go to that or more as that was their instructions! Then he suggested a good lunch to celebrate while letting the candidate sweat for a while. This was just one of a number of ways he advised us to keep the pressure on the candidate so you don’t lose them (and our fee of course!).
At lunch after the talks, we all discussed it – most thought he was terrific as there were good sales tips and other ideas. I agreed - there were some good insights from one of Australia’s most experienced recruiters. But did anyone notice the bit about lying? Only one other person in two countries had - and I asked over 40 people.
Even more worrying was that most attendees, including the conference organisers, didn’t feel that this was an issue. That at worst it was just a minor point that could be interpreted differently to how I was reading it.
If you’re an HR manager reading this I’m sure you have a different view.
The second lie was at a session in Columbus Ohio, where successful recruiters were on the platform sharing their experiences so we could learn from them. One of them had a simple business model: scouring resume databases on internet job boards and then calling the candidates directly. Boring but not unethical.
The lie: he and his staff started EVERY conversation with a little ‘trust builder’: “You have been recommended to us by someone who thinks highly of you.” They started every relationship with a lie to get the potential candidate to listen.
It brings to mind the old quote: “The secret of success is sincerity …. fake that and you’ve got it made.” This recruiter and his team had sincerity down pat.
Again, no one noticed, no one cared. Or at least, no one raised their hand and said a loud “Excuse Me! What do you do?!” The lack of action brings to mind the old quote about evil being done when good men do nothing.
Finally one of Australia’s own, Sophie Robertson, who I have never met. What I like about her is her frankness - she is prepared to put in writing what everyone else just does.
Hers is about cold calling to sell bodies – what the industry calls Reverse Marketing and is how many recruiters spend the majority of their days. Sophie’s advice is talk to a candidate, get an exclusive, and jointly pick 10 companies, and call them ALL with 3 variations of the same line: “I have a star candidate who expressly wants to work with your company.” Clearly a lie – how could 99% of candidates know even the sketchiest details about more than a couple of the companies? The cake’s icing: she recommends the recruiters do these calls in front of the candidate – says it will make them “loyal to you forever”. Hopefully at least some have the opposite reaction!
The saddest part: Sophie’s article was posted on Recruiter Daily (see http://tinyurl.com/58vwxm ) and the scathing response from an in-house recruiter was posted anonymously. It is time HR stood up to be counted, but I fully understand why he or she felt the need to hide their identity.
All small lies? In some ways perhaps. Certainly many recruiters will think that. But these and similar examples all contribute to an industry with a dreadful but largely deserved reputation.
If you are a user of recruitment agencies, it’s time to stand up and be counted – go on, post a comment.
Next Rant: Over 90% of recruitment training focuses on sales: if you use agencies and that doesn’t worry you, nothing will!
Want a different approach to your recruitment? Email me to book an appointment or a teleconference on toby@abacusrecruit.com.au.
Tags: creative recruitment, Ethics in Recruitment, financial planning recruiters, Future of the Recruitment Industry, Innovative Recruitment, recruitment solutions. financial planning recruitment, Strategic Recruitment, Strategic Staffing
July 8th, 2008 at 10:38 pm
Toby,
I can’t say that I read all of your newsletters, but this one caught my eye.
Many of these trainers always have something to share that is worth while, but for someone with 30+ years as a headhunter, I can tell you that I shake my head when listening to them. Well, full disclosure, I usually don’t come back after the coffee break.
The LIES that they talk about are not prevalent in our business and no one in my office would ever use the tactics of manipulating a candidate or client. I would venture to say that most headhunters are the same.
That said, the training offered by these folks is excellent for newer recruiters and some crave it.
So my message for your corporate recruiters, “don’t judge us on the tactics of a few”.
Manny Rao
Recruiting Services International, Cincinnati, Ohio, USA
(member NPA, The Worldwide Recruiting Network)
July 9th, 2008 at 1:20 am
Toby,
Check out the American Film Liar Liar (1997). I think full disclosure is perhaps a little over rated.
Negotiations involve learning and positioning. No one comes right out and gives all the facts before the process begins. I do not support a culture of deceit, but I think perhaps you hear what you want to hear and are looking for absolutes in a grey shaded world.
I guess a “rant” is a wild form of communication. This one felt over the top to me.
Try this one…be 100% honest, no “positioning” no shading of the truth, no avoidance of the thoughts in your head for anyone for the next 24 hours. Call me with the list of folks you made angry.
I like our world with a little civility.
July 10th, 2008 at 5:11 am
Toby,
I was at that conference in Toronto (your first example). I noticed the comment and disagreed with the stategy. In fact, I think it was the basis for our first conversation. I think we discussed your second example too.
In response to this “rant”, I would say beware of broad sweeping generalizations to make your point - not all recruiters are like that.
Judy Tilmont
Driggers & Blackwell
July 10th, 2008 at 1:21 pm
Manny, honest as always!
From knowing you and your business, you would never use tactics of deceit.
Where I differ is that deceit is not, in my opinion the ‘tactics of the few’. Boutiques such as yours, mine and many other members of the NPA would not behave this way. But I believe we are in the minority. Hence the need to Rant so this changes - so employers and hiring managers know their is a difference and stop using the manipulators.
Don’t they ever reflect on the damage it does to their employer brand of using such people?
Agree such speakers provide good content for newer recruiters, even for old warhorses like me who can always learn something new. But, they are paid well for their time, we need to hold them accountable if they overstep the mark - they are the experts, they have an impact,
Cheers, Toby
July 10th, 2008 at 2:19 pm
Dave, a thoughtful piece, thank you.
Civility is important in my world and the small villages I live and work in. My rant is stated bluntly and directly. This can cause offence. But it brings attention to the issues - for too long they have been ignored.
Full disclosure? Never, it would result in a world full of very angry people. We all shade the truth, we all position and we all tell (what are hopefully) white lies every day. People who say they don’t lie are liars!
However, I am looking for absolutes in some areas. In the 2 examples I quote about how the recruiter starts to build a relationship, there is no issue regarding full disclosure. It is simply manipulating the truth to achieve an advantage with the person they are calling.
Now many recruiters over the years have told me they do this. They justify it with “HR gets so many calls from recruiters, if I don’t say something like that they tell me to get lost.” Or “when I ring a candidate, I really need them to listen to me - saying they were referred doesn’t harm anyone.”
Perhaps not. But is it something we want our experts to be telling new people in our industry? My view is it drags the image of our whole industry down. Particularly the Porky when cold calling employers: it just makes us look shonky and like 2nd hand car sales people.
Re passing on the employer’s offer: I would never reveal the offer my client has made (why would I?) until I had asked her what salary she is after and had her commitment to accept this offer. Then I would make the offer.
Crossing the ethical line is to say “I’m not sure they’ll go to that, let me talk to them and find out” and then keep them waiting for half a day to keep the pressure up.
It’s a line I have never crossed. And never want to.
One recruiter said I am harping on a trivial point here, that it is just tactics. I say it is not trivial when the behaviour is held out as the norm at a practice development session. Also, there are only a few points in the recruitment process where the recruiter can manipulate for advantage. None should be encouraged.
Dave, thanks, hopefully we are still on speaking terms when we next meet!
Cheers, Toby
July 10th, 2008 at 2:34 pm
Judy, mea culpa. I should have said there was one recruiter who noticed - you will recall how surprised I was when you did!
I did recall it and should have mentioned that in my Rant. However, it would have made it longer - the longer it is, the fewer people read it. And I had asked over 30 other people if they had noticed, which indicates (at least to me) that the rot has gone deep.
Apologies and cheers, Toby
July 11th, 2008 at 1:13 pm
I left marketing to pursue a career in recruitment and was extremely frustrated by the way the industry was perceived by majority of people working in HR. After some of the stories I heard from clients and candidates I came to understand why. It’s disappointing that the industry has been built up around a sales model where KPI’s are focused around how many marketing calls you are able to make in an hour as opposed to how happy your candidate is in their role and how well you are servicing your clients. And you are right, you do not see any other industries that operate that way. I would love to be able to send out a marketing brief to 5 creative agencies and only pay the one who came through with the best campaign.
Unfortunately I believe that while recruiters continue to be paid purely on a commission structure, often with very poor bases, it really does put the “sale” at the forefront of the equation. The recruitment mentality is that you are as successful as your billings, there is often little recognition of how well suited the candidate is to the organisation or how long they stay (as long as they pass that golden 3 months).
Just wanted to let you know that it is great to see there are people out there who are genuinely committed to the recruitment industry, I am sure that your blog will be very well received by HR departments and hopefully restore a bit of faith in the value that CAN be gained from working with an outsourced recruitment solution!
July 12th, 2008 at 2:16 pm
Toby, Bullseye - as an Executive Candidate agree with your comments entirely ! The unbelievable truths about the lies are just that - unbelievable.
Interestingly I was warned by fellow seasoned Executives (with an average of 15+ years industry experience) about some of the issues you raised but refused to believe them…gave exec search firms the benefit of the doubt. Most are actually recruiters (wolf in a sheep outfit) and maybe one in 20 (or one in 10) are actually worth their salt.
For what it is worth, most Execs I have spoken with can at most recommend only a single agency they were happy to deal with.
Look forward to sharing future war stories Toby
July 22nd, 2008 at 9:50 am
Love the sentiment Toby! Good on you for shooting an arrow of truth into
the industry.
Nic xx
Nicole Baines
Business Development Officer
Sydney Hills Business Chamber
July 22nd, 2008 at 4:09 pm
At last some honesty in this busy world. Thank you for presenting information which is useful to all of us. Employers, Candidates and the rest of us who are interested in being part of an honest and fulfilled society.
I read and anticipate your rants, enjoying the tone and content, presenting information valuable to all of us, not just in this industry.
Keep up the good work and lets hope that some heed the warnings and are driven to change.
Cheers Nik
Nik Merkas
Technical Officer Telecommunications
Fast Track Communications