Tag Archives: decisions

Recruiting Tips, Uncategorized, Values, Work & Life

Employee Marketing…Are YOU Doing It?

August 28, 2015 Jenny White

Let’s begin with a question:

“How much of your marketing budget as a percentage goes towards attracting CUSTOMERS to your business?”

I don’t want to know how much you spend or what you spend it on, but rather WHO you spend it on…

If I were to hazard a guess, I would suggest that 100% of whatever you spend is targeted at attracting CUSTOMERS and not EMPLOYEES.

Why is this?

In most businesses, but particular in hospitality – we so often hear the cliched, throw-away line “our people are our difference”. This is usually backed up with something like, “we all have bars, beer, pokies, keno and food. But what really sets us apart from our competition is our staff. They are what make our business SPECIAL”.

This is a lovely sentiment for sure, but it gets me to wondering quite what “YOU” are actually doing to attract these amazing employees. Just recently, we were asked to run a workshop at the RSL & Services Clubs 14th Annual Conference on the subject of (How To) “Build a Winning Team”. In attendance were over 20 businesses ranging from small-ish hospitality venues to very large multi-nationals. As part of my research for the workshop, I studied each businesses’ website and social media presence to gain an understanding of what sort of effort they put in to attracting “winning candidates” and the results were quite disconcerting. Now, before I go any further – I’d like to say that these businesses are far from unique and credit where credit is due, they were in the workshop to learn more and to do something about it. So please don’t think that I’m beating them up in a public forum – quite the reverse! I am grateful for their attendance and was supremely impressed with the vigour and passion that they showed towards learning how to go about attracting people that would make a difference to their businesses. What I am hopefully also doing is using their businesses (collectively and anonymously) as examples of not knowing any better and as confirmation of the greater problem that is out there – VERY FEW BUSINESSES are doing much (if anything) to attract the sorts of candidates that will add value to their business. They are almost passive about the whole process and do not have a plan or an understanding…

So, what is “Employee Marketing”? Simply put, it is the methods, information and strategies used to attract candidates to look at your business and then WANT to WORK for your business. In the past, businesses very much took the approach of telling candidates what they wanted with little regard for what candidates wanted or needed.

The tables have somewhat turned. With the advent of the internet, ‘everyone’ is a research analyst and is fossicking around in the deepest darkest corners of your website and social media forums for clues, hints and confirmation of what it is like to work in your organisation. You see candidates are doing as much research on where they are going to work as employers are doing on resumes, background checks and references of employees.

I am hoping that most of you know that Google consistently ranks in the top 2 or 3 employers globally. Why? Google puts in a MASSIVE effort to lure talent to its numerous international offices and it broadcasts a very loud and very clear message – “Working at Google ROCKS! It’s fun. It’s creative. And we take care of you.” (These are my words, not theirs incidentally). If you have a moment, please take a look at Google Sydney’s Career Page (https://www.google.com/about/careers/locations/sydney/) – on there you’ll find a wealth of information about teams; video on what it’s like to work at Google; pictures of the offices (which are really “cool”) and lots of information about the sorts of things that go on in Google Sydney. Google basically does a really good job of “selling” all of the positives of working for them and answers a candidate’s questions before they are even asked.

Looking beyond Google and their careers page, a lot of candidates are doing their research via social media – Facebook, Instagram, Twitter, Flickr and LinkedIn are the main ones, but others are also being used to help candidates form a picture of a company’s:

Culture (& how staff are treated/seen)
Hiring Methods
Values
Structure
Revenues
Targets
Customers
Success
Potential
Pay Scales
Corporate Responsibility
Community Involvement
Team Morale
Etc.
Etc.

In a competitive market where the great candidates get scooped up quickly, candidates are looking for reasons TO WORK for you and if they can’t find them online, but they can find positive information on your competition……..guess where they’re heading (or at least hoping to head)?

So, what can you do about this? Break it down in to bite-size chunks that start with a long-hard look at who you are as an employer and what you offer your employees. If the answer is “not much”, start to think about the sorts of things that you can start providing them with – a fruit basket; annual flu shots; a weekend off once a month (or more); additional leave; a fantastic staff room with all the mod-cons (Eg. XBOX/PS4; music; comfy seating; privacy cubicles) and a range of things that haven’t even been thought of as yet!

From there, start thinking about how you are going to get the message out there that this is what you provide to your staff, without it necessarily sounding like an “advert” – I’d suggest that pictures of your staff in the new staff room or of them having their flu shots on your ‘Careers or Employment” webpage AND your Facebook Page. And before you say, “REALLY????” – think about the number of club websites that have pictures of a (generally mature) Board of Directors in their Club blazers with a serious look on their faces. What sort of message do you think that sends to a future Gen-Y (or Gen-Z who will be coming through next)? A picture says a thousand words as the saying goes – so why not have some pictures of your staff having fun and being involved in the community? It will send a far better message about the sort of employer that you are than the picture of the (Stodgy) Board and (Cranky) Senior Management Team does!

Beyond this, try to put yourself in the place of a candidate or a future employee and think about the sorts of questions that they would like answered and what it is that will encourage them to accept a role with your organisation over one offered by another (remember, candidates rarely only apply for ONE role. They apply for many and if they’re a good candidate, chances are they’ll be offered a couple of opportunities. What is it that will make them accept YOURS?). Think of the employers out there that people can’t wait to work for and WHY – names such as: Google; Apple; Red Bull; SalesForce; StarLight Children’s Foundation & Red Balloon Days – and research what it is that they are doing to make them employers of choice. From there, try to mimmick some of their ideas – so long as they fit with your organisation’s culture and please keep in mind……..a fancy staff room or fresh fruit every day won’t make up for a toxic environment where staff are undervalued and treated poorly. The physical “things” that Google and the like are doing only work because they genuinely care about their employees and want them to be the best that they can be at what they do – – – – – – being creative! The reason Google wants them to be happy and therefore being creative is because Google recognises that in the long run, this makes them $$$…….a LOT OF $$$$$$$$$$$$$$$$$$$.

The correlation between happy employees and profits is a funny one. Anyone that has worked in a happy environment will tell you that it is not an easy thing to create and even if you do, success is not assured. But there is little doubt (the stats prove it) that successful organisations are most commonly HAPPY organisations and so investing in the happiness of your teams is much more likely to result in bottom line improvements (even with the additional costs)!

I realise that in the writing of these blogs, that the impression might be that I think that doing whatever it is in the subject of the blog is “simple” or “easy” or “common knowledge”. Let me categorically say that this is NOT the case! I recognise just how difficult Employee Marketing (and most of the subjects of my other blogs) is and that it is a journey that begins with something small, that hopefully gains momentum so that it becomes more commonplace. After all – think about the majority of things of true value that have come your way and then think about the effort that was involved to get them. Generally, nothing of any value comes without sacrifice, effort or commitment.

Life Experiences, Recruiting Tips, Uncategorized, Work & Life

Resigning The RIGHT Way…

July 14, 2015 Toby Kennett

It’s a BIG decision, resigning.

And whether you’re leaving because of a ‘bigger & better’ opportunity; because your current employer is an absolute b#@$t!@d or because you’re just not content – you need to make sure that you exit in the right manner.

Tendering your resignation is a daunting process. The stress that it brings on is up there with getting married, buying a house and moving according to some studies from around the world. Whilst the temptation might be there to tell your current employer precisely where to stick that resignation letter, I urge you to think better of it, no matter how rude/difficult/inconsiderate/abusive/etc they may be. Not that I’m condoning any of the above, but as my Mum always used to say to me, “two wrongs don’t make a right”, so it’s up to you to be the bigger person and rise above the temptation to retaliate or mouth-off. It’s paramount to you and your future career that you remain level-headed, because you never know when you may bump in to the person again and, particularly if you’re staying in the same industry, you never know when you might need “friends” (think reference/referee). Not to mention, in our industry, there is every chance that you will see them at a conference, function or meeting!

With the above in mind, here’s some further advice to assist you through the process:

1. Plan. Plan.. And PLAN…!
Get your contract out (or the Award if you don’t have a contract) and make sure you know what your obligations are – what’s the notice period you have to give; are there any restrictions on where you can work next (competition); when is your bonus due; what are your leave entitlements; etc? If there is a specific date/deadline that you need to hit (for a new role), make sure that you know what it is and make this your end goal – ie. what you HAVE to achieve when you hand in your notice and verbalise your intentions to your manager.

Make sure you know who it is that you should be handing your resignation in to (your line manager or his/her manager or the GM/CEO). Also think about your timing and plan for what will get YOU the best result. Sometimes, due to deadlines, you can’t afford to be picky about the “when”, but in general try to do it when the person that you are going to see is going to be the most responsive, ie. not in a bad mood; not rushing to another meeting; not under the pump; not leaving to go home; not on annual leave; etc. I guess ultimately, regardless of how you feel about the person/organisation, try your best to put yourself in the position of the person that will be receiving the news (and the pressure that that may bring) and treat them as you would like to be treated – being considerate goes a long, LONG way!

And plan for point 4 below – the OUTCOME of your resignation…

2 Document Your Resignation in Writing (but deliver it in person)
Your written resignation should be short and sweet. No ‘War & Peace’ ramblings required here as the important detail gets lost! Keep it simple:

Address the letter properly & appropriately
Lay it out properly and DO NOT forget to date it with the correct date as this becomes the date that your resignation is effective from.
(Having checked your notice period obligations) Inform your employer of the date that your notice period is effective from (today’s date), the period it is for (eg. 4 weeks) and what the date is that you are terminating your employment on (ie. the date 4 weeks from today)
Thank them (in one or two lines at the most). Ideally, this shouldn’t be too difficult. You might like to thank them for their support, guidance and nurturing of you throughout your tenure. Or you might like to say thank you for the development or promotional opportunities. Whatever it is though, be sincere and if you haven’t got anything good to say – say NOTHING.
And remember: LESS is sometimes MORE as the last thing you want to do is provide ‘fodder’ for your employer to come back and bash you with (figuratively speaking of course)!

If time permits, don’t tender your letter straight away. Sit on it for a day or two (change the date accordingly) and make sure you go over the pros and cons of your current role and future opportunity. Not to say that you can’t go back once you’ve tendered your resignation, but most of the employers that I know tend to take the view of “if you’ve decided to leave, I’m not going to try to change your mind” (in a positive way as opposed to a narky kind of a way)!

3 Personal delivery
When the time comes, have the fortitude, strength of character and decency to resign in person! It comes down to respect and in most cases, other than the extreme ones, your employer deserves a bit of respect. And even if they don’t, be the bigger person and show them how it should be done by holding your head high and resigning with dignity and professionalism. If you do have any feedback, the time to do it is in person (verbally, not in writing remember) and ALWAYS make sure that you do it constructively and in a positive manner. Hand your letter to the appropriate person, explaining what it is. NOTE: from this point, your resignation date is locked in as this is the date that you have tendered your resignation.

If you believe that it is going to be an unpleasant meeting – prepare yourself mentally for this and if appropriate to do so, you may choose to tender your resignation with another person present (or at least nearby), such as your employer’s Personal Assistant or maybe even your line manager. And whatever you do, make sure that you stay calm, collected, polite and professional, no matter what is said to you (I’m not suggesting for a moment that this will be easy, but stay strong and committed to being the better person)!

4 Be Prepared for the Outcome
This forms part of your planning phase also – so make sure you give this plenty of thought. Plan how you think your employer is going to react and what actions they might take and make sure that you’re prepared. Think back to when other people have resigned or have been asked to leave, how did that go down and how did your employer behave? Give very real consideration to the fact that you might well be asked to clean out your office and leave on the spot, having been locked out of your computer (and any other digital links to the organisation – eg. phone/tablet/intranet) before you even leave your manager’s office!

Whatever the situation, remain calm and professional and try to take it in your stride, without letting your guard down as you need to remain alert to your rights and the employer’s legal obligations – like pay in lieu of notice or bonus cheques that are owed to you as a couple of examples.

5 Tidy Up Loose Ends
As suggested above, this isn’t always possible – but when it is, leave on a high! Make sure you’ve cleaned up your desk, office and computer so that it’s ready for the next person and try to finish off any projects or at least leave them at a stage where someone else can pick them up and run with them. You might even like to leave some basic instructions and/or information for anyone that might need them, like logins to things that need to be kept going, even in your absence. And don’t forget to inform the right departments (when it’s your job to do so), so that the business can prepare for your departure.

Oh! And if you have a uniform (and other company property – such as keys; phones; car; etc), either bring it back dry-cleaned and pressed, ideally on your last day (if you can get away with coming in to work in your own business attire) or within a few days of your departure. Remember: the organisation might be permitted to withhold your final payment until such time as ‘everything’ is returned, so get it back promptly.

6 Your Reputation is Your Greatest Asset! Don’t BURN BRIDGES!
Often, your reputation is all that you can trade on – so make sure it remains a GOOD one! Don’t denigrate the management or organisation and do your utmost to maintain your output/efficiency throughout your notice period. Leave on a HIGH and make sure the departing impression of you is not one of a whinging, lazy, good-for-nothing bum, who slackened off in their last few weeks and did nothing but bag the organisation and belittle their manager!

As suggested above, you never, ever know when you might bump in to this person again and if you’ve read my previous blog “Negotiating Your Salary“, you may remember the employee that I had, that went on a rant as they stormed out of my office only to one day, much later on, be applying for a job in a business that I was managing. Our industry is particularly small and it’s not uncommon for “someone” to know “someone” that knows YOU! With this in mind, it is so important to keep your reputation in tact and not to burn any bridges.

Hopefully the points above will help you navigate through the stressful process of resigning. It’s also worth mentioning that, where possible (ie. when you’re leaving a ‘good’ employer), it’s a good idea to leave the door ajar. What I mean by this is: don’t cut all ties on the spot just because you are going. Make a genuine offer to be contactable should the employer need to ask a question or let them know that you have left instructions for the next person, but they are welcome to call/email you if they require any further clarification. Leaving on a good note leads to a greater chance of being remembered in a good light and therefore being referenced positively should anyone call about you or in conversations around a table (think at conferences, meetings, seminars, networking events where your “new” or “future” employers are also mixing)!

Good luck!

Life Experiences, Recruiting Tips, Uncategorized, Values, Work & Life

Interview Question: Do you have any questions for me?

June 26, 2015 Toby Kennett

It’s probably pretty reasonable to say that the vast majority, (I’d suggest 99.9%) of candidates know that they are going to be asked at some point in an interview if they have any questions for the interviewer. And yet candidates often fumble their words and struggle to present themselves in a positive way.

The questions that you ask provide the interviewer with a great insight in to you, and so asking the right sorts of questions can catapult you to the top of the “to be employed” list! Whilst poorly thought out questions and questions made up on the spot can very quickly highlight some of your deficiencies and push your application down in to the quagmire of mediocrity…….or worse.

Some of the best questions that you can ask tend to be those that have been very carefully planned and learned, but then evolve through information that comes to light during the interview. What I mean by this is – there is no substitute for doing the research and preparation, but don’t be afraid to “tweak” one or two (or more) of the questions that you have prepared to include facts and information that you have gathered throughout the interview as it shows that you have been listening. Often, your question can remain exactly the same, it will just be the lead-in that changes. For example:

(Planned Question): “What is the organisational structure of the Food & Beverage department? (and maybe something about FT vs Part Time…)“, might become:

(Tweaked Question): “You mentioned that there are 120 staff in the F&B department. What is the organisational structure of the department and what sort of breakdown is there between Full Time, Part Time and Casual employees?”

Oh! And if it helps, don’t be afraid to take a notepad and pen or an iPad/Tablet in to the interview so that you can jot down notes (like the number of staff in the F&B department) as you go. As a side-note, it is polite to ask the interviewer(s) if they mind if you take some notes during the course of the interview and sometimes, the jotting down of notes can actually buy you that valuable 4 or 5 seconds to contemplate an answer before you open your mouth (as you jot things down, generally people will wait politely for you to answer)…

For questions to really work, it comes down to RESEARCH! And with the internet at your fingertips, there are no excuses for not being able to gather enough information to ask intelligent and pertinent questions. To help you with the process, I have listed below a range of the sorts of questions that you could ask in an interview and with a little bit of thought and some manipulation of the details, they’ll provide you with a good foundation for the next time you are sitting across the table from an interviewer:

Ask specific questions about the venue/organisation and what your role would be there:
– What’s their vision for your position?
– In your opinion, what would make me a success in this role?
– Will the role evolve over time?
– What are the top 2 or 3 priorities that you believe would need to be addressed first? (Let them tell you and finish telling you, then you might like to sum up briefly your ability to address those priorities)
NOTE: In my experience, candidates often jump the gun in this circumstance. They do the right thing and ask a good question like this, but rather than stop and wait for the WHOLE answer, they let their nerves get the better of them and jump on in with the “HOW” they can solve the problem or how they have the experience to do the job. This means that they a) assume the remainder of the answer (it’s never good to assume), b) miss gathering further information (could be useful later on in the interview) and c) don’t show how they can listen (this can send completely the wrong message, when in fact, it’s just because they’re nervous)!
– If legislation has recently affected the industry or if there’s something pertinent in the news, try to tie this knowledge in to a question as it will show that you have done your homework!

What systems do they have in place?
– Are they adequate? Or do they need updating?
– If they are inadequate, would it be your job to change or develop them?

Who was in this job before?
– Why did they leave?
– Will I be doing the same job as them, or has the role changed/evolved?

What is the company’s management style?

How do you measure performance and how often is it reviewed?

Do you provide any sort of professional development or training?

What is your target market?
– Is this something that you would like to expand? If so, what are you plans for doing so?

What is the company’s policy on corporate social responsibility?

In what ways is your company involved in the local community? (In our industry, there is generally plenty of information about this, so you might want to tailor this with something like: “I see from your Facebook Page that you are connected with the <so-and-so charity>. It what other ways are you involved in the local community?”).

It’s worth remembering, that to be amazing at an interview, you actually have to GET an interview and this begins with your application! Make sure you develop a fantastic resume and that you get it in promptly via the means that they request. And keep in mind that your research should start before you even send your resume in so that you can tailor your resume to the advert, the organisation and the role. You should then pick up your research once again when you progress to the next stage and expand it so that it is fresh in your memory for when you get to the interview. Oh. And if you don’t get offered an interview, try calling to find out why (again, PLAN your questions) and see if you can gather any advice on how to improve your resume for the next time! (Don’t forget to read my previous blog “To Call or Not To Call, That is the Question”, & if you haven’t already done so – you can click here.

When you do get offered the opportunity to attend an interview, think about the importance of making a GREAT first impression! The interview starts the moment you step foot through the door in to the organisation and ramps up the moment you walk in to the interview room. Dress. Grooming. Body Language. Preparation. Don’t underestimate the value of caring enough to make an effort – it goes an awfully LONG way!

Something that is all too often forgotten or done with no real thought other than because you’d heard it was the right thing to do is to follow up after an interview with a “thank you”. There are lots of ways that you can do this with modern forms of communication – choosing the right one is the tough part. In some (rare?) circumstances, an SMS to the interviewer is appropriate, but choose when and what you’re going to say and think carefully about whether an SMS really is the best way to go! For example, if you know they are about to walk straight in to another interview, wait until later to send your SMS and try to choose a time when you know/think they’ll be able to receive it without the embarrassment of their phone beeping/vibrating in another interview! Note: I would only use SMS if the interviewer has been communicating with you via SMS, if they haven’t, then an email, phone call or even a well chosen ‘thank you’ card might be the better option. Long story-short, don’t let your interview be the last time they hear from you! Follow up to assist them to remember who you are and try to remind them of one of the positive aspects/events that occurred in the interview.

Similarly to following up if you don’t get an interview, don’t forget to follow up if you don’t get offered the job and find out why so that you can use this information for your next interview.

And most importantly, don’t be too hard on yourself. Sometimes, you can do everything right and still not be offered the job – so stay positive and upbeat as it’ll show the next time you speak to someone about a job. And always remember – there is a great job waiting for you out ‘there’! So keep honing your interview skills (which can be learned & improved) and stay focused.

Life Experiences, Recruiting Tips, Work & Life

To Call, Or Not To Call – That Is The Question

June 2, 2015 Toby Kennett

Here at White Now! we receive LOTS of calls from candidates about roles that we have advertised and it got me to thinking…

“…Which calls do I remember?”.

The answer was simple. Not too many! I’d be the first to admit that my memory isn’t what it used to be, but I’m not quite ready to be shipped off to “a home” quite yet, so it got me to thinking about why I only remember a very select few calls and what is is about those calls that stick out.

Here’s a list of things in no particular order that come to mind about the calls that are worth remembering and those that fade in to the background.

1. The call has purpose and is not just being made for the sake of being made.
– “Hi, I just called to make sure that you received my application” needs to lead somewhere other than “oh and what’s the salary?”. We all recognise that as much as the message that the world would like us all to hear is “it’s not about the money”, Jerry Maguire had it right when he said, “SHOW ME THE MONEY!!!”, only that’s probably not quite the message that you want an employer or recruiter to walk away with. So, rather than making a call to check whether cyberspace has decided to randomly pick your electronic application to be THE one that doesn’t make it through, PLAN your conversation prior to making it and have a number of points that you want to discuss that happens to include (at the right moment), a question about the remuneration.
– Asking the “$$$ question” is always a difficult one, but it’s one that you need to get used to asking. Try to tie it in to your planned conversation and be prepared for the question to get turned back on to you – “I’m going to turn that question back on to you, what do you feel the role is worth in your opinion and I’ll let you know if you’re in the right ball park”. Be ready for this as it’s a great way for the person at the other end of the phone to establish if you have any idea at all about the size and importance of the role and where it fits in to the hierarchy of the organisation, not to mention if you are appropriate. This sounds a bit harsh, but if you’re looking for a job that pays $200,000+ and you’re applying for a middle management role that is paying in the $65-70,000 range, there is a MASSIVE mismatch before we even get to the point of interviewing…

2. Do some research PRIOR to making a call and map out what it is that you want to tell the person on the other end. Ideally they are going to want to know:
– Your name (state it clearly and if you’ve got an unusual/confusing name, maybe even spell it for them)
– The state of your application: “I have just applied” / “I applied yesterday/last week” / “I’m about to apply”
– Which role you’re applying for and ideally include a reference number if there is one
– A VERY BRIEF overview of your relevant experience & why you’ve applied for the role. This is actually a LOT tougher than it sounds, because standing out from the crowd is tough when all you’re doing is reciting your job roles. Try to make it interesting and more of a conversation than a presentation! And try to include words and phrases that aren’t cliched, but that show how articulate and capable you are.
– Use intonation as there is nothing worse than a monotone voice at the other end of a phone conversation. And speak from the heart as passion and drive will shine through over facts and figures during a verbal meeting.

3. PLAN two or three main points that you want to get across that you want the employer/recruiter to take away with them and if you can subtly recap them towards the end of your conversation, then do so. But try not to make it sound like it’s ‘revision’.

4. Ask well thought out questions that show that you have done some research and that you have thought about what you really want to know. Good questions will tell the employer / recruiter a lot about you – so put your best foot forward by phrasing questions that show that you’ve done some research.
– Some adverts contain a LOT of information and others don’t! So remember, we live in the age of high-speed internet and ‘Google is your best friend’. Type in some queries and see what you can find – there might be financials, YouTube videos, news articles, media releases and goodness knows what else out there. So let your fingers do the typing and start doing some research EARLY as it will all come in useful if and when you get through to the next stage.

5. Know when to STOP! Sometime less, is more! We’ve all heard it said, but often when we’re nervous or don’t have a plan in our heads, we end up prattling on and on and on, only to discover that we’ve lost our way and the whole point of the conversation. Make your point, move on to the next or shut up! It really is as simple as that.

6. Finishing up: make sure you thank the person for their time and try to finish up with something along the lines of, “Thank you for sharing your thoughts and providing me with all of that information. This sounds like a great role and one that I am ideally suited for, so you will see an application from me, <Your Name>, in your inbox by close of business today”.

7. When you send your application through, don’t forget to address the cover letter to whomever it is that you have been told to address it to in the advert (and if you haven’t been given a contact, jump on to the company’s website and find out the name of the President/HR Manager/General Manager/most appropriate person and address it to them) and then address the email to whomever it is that you spoke to. What I mean by this is that if you addressed your cover letter to John Doe, General Manager of ABC Leagues Club, but you spoke to Sarah Sitizen (intentional type) at the Recruitment Company, then address the EMAIL to her and thank her for her time on the phone earlier today / yesterday / last week and mention that ‘as per your conversation, you are forwarding your application’.

To wrap things up, there’s a time and a place to make a phone call and when done correctly, it can make your application stick out before it has even arrived – you then just need to back up how well you presented over the phone with a solid written application, one that is FULL of achievements and is NOT a long list of tasks…..but I’m now getting on to the subject of another blog, so I’ll leave you with this: if you’re going to make a phone call about a job, plan it and make it work for you!

GOOD LUCK…

Life Experiences, Uncategorized, Values, Work & Life

It’s How We Lose That Shows Who We Are!

May 19, 2015 Toby Kennett

Recruiting is a funny business!

Whether being done for a small family business, a large multinational or as a Recruitment Consultant – the “recruitment process” provides an insight in to the human psyche. And let me just tell you, it’s not always a pretty sight!

As a “glass half-full” kind-a-guy, I’d prefer not to err on the negative, unless there is something to be gained from this insight and so in this blog I thought that there would be significant value in sharing a couple of stories, thoughts and observations about what “we” see as recruiters in a niche market.

First and foremost, let me state from the outset that for the vast majority of roles that are recruited, there is only ever going to be the ONE position available. Obvious right? Stick with me here, because whilst this should be obvious, it would seem that there are candidates out there that forget this fact and the other closely associated fact that if there is only ONE position available and say 100 people apply, chances are that NINETY NINE of them are going to be disappointed. It’s basic maths and yet it doesn’t stop candidates from being rude and at times, even abusive about the fact that they didn’t get the job even though (in their not-so-humble opinion), they were the best person for the job.

This leads me on to my next comment: how can you know if you are the ‘best person for the job’ when you don’t even know who else has applied OR what the employer is actually looking for? You’re well within your rights to believe that you’re a strong candidate because you have the necessary skills, experience and traits BUT the point is that – YOU will NEVER know EXACTLY what an employer is looking for. So rather than “assume” that you’re the best person for the role, invest the time in your application to make sure that you have the best possible opportunity of getting the chance for a face-to-face interview. Then, blow them out of the water at that interview and you might just convince them that you’re what they are looking for !

I mentioned above the competition (other candidates) and this is another point that unsuccessful candidates so often miss. Faith and confidence in yourself is a much needed trait to be successful in the job market, but a misguided belief that your “Sh#t don’t stink” is likely to leave an impression of arrogance and prima donna tendencies. Neither of which are an attractive proposition for a potential employer. Remember, you may well be a great candidate, but there is always someone out there that is “better” than you. Not a better person or even a better employee, but possibly just a better FIT. Whilst I’m on the subject of “fit”, just quickly – always remember that a good fit goes both ways. It has to be right for the employer AND the employee, so sometimes you’re better off missing out on a job if the fit isn’t right – it might just be a blessing in disguise! To put the concept of competition in perspective, I recently recruited for a senior business leader role that attracted almost 70 applications. Of the 70, there were 25 that could have done the job (admittedly to varying degrees, but they could still have “done” the job). That’s over ONE THIRD of the candidates that applied, that by rights, could/should have been in consideration for the role!

This is where process comes in to play. As a Recruitment Consultant, I am adamant about the fact that it is not my job to decide WHO a business chooses to employ. Ultimately, my client is the one that will have to work with the successful candidate and not me, so later decisions are completely up to the employer (or their nominated representative(s)). My (our) job is to make sure that we work closely with the employer (our client) and have open lines of communication (for more info on the importance of the employer-recruiter relationship see previous blog: http://blog.whitenow.com.au/2015/05/01/how-to-recruit-a-recruiter/) so that we are able to clearly identify all aspects of the ideal candidate-type in the hope that we can present our client with a range of candidates for consideration that match their requirements as closely as possible. Obviously a lot of this is dependent on their ability to articulate what it is that they are looking for and our skills at drawing out this information and sometimes the tough conversations need to be had so that there aren’t any “elephants in the room”. To achieve this, we run a tried and tested methodology that is linked to years of experience and because it is not an exact science, we then sprinkle all this with the tiniest pinch of fairy dust in the hope that it will bring us that magical candidate that fits in to our client’s organisation like a hand in to an old glove. Coming back to my point specifically in relation to the role where 70 applied and 25 could do the job – as one of those 70 candidates, “YOU” would have NO IDEA what the level of competition is like both from a ‘cold-hard-facts’ perspective (the other candidates’ credentials) nor the ‘intangibles’ perspective (the competition’s alignment to the spoken [and sometimes unspoken] criteria as set out by the employer). Surely then it is overly presumptuous to expect that you will automatically be on the short list and probably the preferred candidate for the role.

So, now that we are all a little more aware of some of the obvious, but often unconsidered facts of recruitment, why did I title this blog “It’s How We Lose That Shows Who We Are!”? Simple: the candidates that stick in my mind for all of the right reasons are those that are humble in defeat. Those that thank me for my time and effort and make comment of their understanding of how tough the market it is and how difficult the decision must have been. Then there are those that remain in my mind for all of the wrong reasons and rather than list some of the negative comments, behaviours and language here, I will simply say that their responses perhaps show their true colours when they’ve been knocked down.

Why?

Well because in business, particularly at a senior management level, it is unlikely that things are always going to be rosie! There are going to be challenges and adversity and so if it comes to my integrity versus the integrity of someone that cannot be gracious in defeat and I am asked “can you recommend this person”, I am left with the easy decision to tell my client “No. No I can’t recommend this person because I don’t believe that they would be good for your business or your culture”.

“ANYONE CAN BE A GRACIOUS WINNER BUT BEING GRACIOUS AFTER LOSING SHOWS STRENGTH OF CHARACTER” – Donald Lynn Frost

Recruiting Tips

How to Recruit a Recruiter…

May 1, 2015 Toby Kennett 1 Comment

How to Recruit a Recruiter…

Engaging a recruiter is meant to take the hard work out of the process of finding the best possible candidate for a role. Pressure should be lifted from Management, the HR Department and for senior roles, the Board of Directors – but this doesn’t mean that you can hand over all accountability and sit down to read the newspaper, whilst crossing your fingers and hoping for the best!

Part of what you pay a recruiter for is that ‘heavy lifting’ aspect of recruitment…..the “grunt work” if you like. A good recruiter should know enough about your business and the savings that you will make by not having your HR function, managers and supervisors tied up throughout the interview and selection process and they ‘should’ quote accordingly. The fee covers the recruiter’s attention to detail throughout the selection process and is not simply a payment for the applicant that is ultimately hired – it is also compensation for the many, many candidates that they sifted through to provide you with a suitably matched and therefore employable applicant(s).

However, there are a couple of details that have to be sorted prior to this equation adding up to the magic number! First and foremost, never take anything for granted… Whilst it would be lovely to believe that all of the candidates referred by recruiters are the best of the best, dropping your guard and not being involved throughout the process based on that assumption may well lead to a poor hire.

In fairness, qualified applicants can sometimes be difficult to find, particularly if the recruiter is being giving a mixed-message about ‘precisely’ what you are looking for, which can be further exacerbated by a fractured Board that cannot agree with one another or a desperate management team that just wants to plug a gap in a roster. However, when you are making the decision to recruit a manager at any level and particularly if that manager is going to lead your business into the future through the strategies that you set, then you need to make sure that you do your homework and hire a reputable, honest and consistently successful recruiter. However it doesn’t stop there! You then need to build a RELATIONSHIP with them so that they learn your business from the inside out and therefore be able to find you the applicants that are going to be the best fit.

If you find that things aren’t quite working as they should and that your recruitment firm is consistently sending you undesirable or unqualified candidates, or you feel that they no longer “get you” or the role, then it is time to re-evaluate the relationship. Here are some suggestions on where to start that process:

Examine Yourself

Have you been honest with yourself and each other about what it is that you really need and what you really want?
Are you willing to pay the appropriate price to attract the right candidate – both the remuneration package and the recruitment fee? (You tend to get what you pay for on both fronts!)
Have you been able to articulate your vision of the perfect candidate – their skills, their academic achievements and most importantly, their cultural fit?
And are you satisfied that your recruiter can articulate all of the above back to you in their own words as well as yours?
Do you understand your corporate culture and are you able to demonstrate it to the recruiter?
Have you been completely honest with the recruiter? Or have you just told them what you think they want to hear?
Has the “rhinoceros in the corner” been discussed or have you tried to sweep it under the carpet? In other words, tell the recruiter how it really is, not how it should be and if they’re worth their fee, they’ll find you a candidate that fits (almost regardless of the circumstance) *
Are you aware of the name that your organisation has within the industry and are your expectations set accordingly?
Are the job descriptions you are providing your recruiting firm completely accurate or are they too general or outdated? More specifically, do they accurately reflect what you want and what you need? More often than not, job descriptions detail skills and qualifications without getting to the core of the person, their values and the job that they will be doing in the environment that they will be doing it in!

* A great recruiter will give perspective candidates a candid summation of the role and the business, knowing full well that painting a rose-coloured picture of the situation will lead to a candidate accepting the job only to resign a month or two down the track. A great recruiter will find a way to wrap up your business, ‘warts and all’, so that perspective candidates are still interested.

If the answer to any of these questions above is a “no”, then you might like to think about addressing the issue before you go out and look for another recruiter. In other words, the problem might be ‘you’ and not your recruiter.

To Become a ‘Great’ Recruiter, You Need Practice………Experience = Practice!

The onus is on you to find the best possible recruitment business for your organisation. This is where we say, “it pays to do your homework” and whilst this is very much the case, it is important to note that you taking a passive approach to your next hire is very different from you having established a relationship with your recruiter resulting in you bring confident in their ability to provide you with the right short list of candidates that meet your specific requirements.

Here are some suggestions on the sorts of things that you can do to make sure that you are choosing the best possible recruitment company to represent your business out there in public. (Remember: candidates, your competition, your shareholders and the general public will be judging your business and its level of candidate care. So ask yourself, “are you comfortable handing over that sort of responsibility to just anyone?”).

Speak to your peers: word-of-mouth advertising is one thing, but obtaining a nod of approval from someone that you trust is invaluable. Ask around to see who those that you respect have used and if there is a recruiter that is the obvious leader in your particular industry. Then ask yourself “WHY?”. Don’t fight the facts! If there is an obvious leader out there, find out why and talk to them – there’s probably a very legitimate reason that they’re leading the pack and we can guarantee you, it won’t be because of price!
Ask for testimonials: any company worth its weight should be able to quickly and easily provide you with a comprehensive client list, along with reputable references and testimonials. If they can’t you need to ask yourself why they can’t.
“Pick up the phone Reg”: once you’ve got a client list and some testimonials, for goodness sake, CALL THEM!!! But prior to doing so, make yourself a list of pertinent questions that you are going to ask so that you get the best value out of the call.
Avoid “lapdogs”; you are looking for a recruiting firm, not a manicured poodle that will perform circus tricks at the sound of your voice. If a recruiter doesn’t ask questions, dig deeper into the requirements for the position and challenge your thinking, move on as all they are interested in is their fee. And remember: none of us have ALL of the answers, so sometimes, just sometimes, someone else might just have a better (cheaper/more effective/simpler/etc.) solution than you! And it might not always be the most obvious. A great recruiter will walk away from their fee if they can see a cheaper/free result that will better suit the client and knowing full well that the longer-term result for them will be a relationship that is built on trust, honesty and integrity.
Approach a recruiter that is a specialist in your industry. Someone that knows and understands the specific challenges faced and the skill sets and qualifications that are required. Not to mention the personal qualities and traits that make people successful within the arena in which your business performs. They’ll also likely know those candidates that have erred on the side of the law that makes them a threat to your business or those that are not necessarily looking, but would be ideally suited.
A quality recruiter will want to know why the position is open or better still, already has a good idea why it is open and they should be able to demonstrate that they have a basic understanding of the requirements for the job and a willingness to learn more.
A great recruiting firm will communicate regularly, informing you of progress
(or lack of progress); they will return your calls and will be available to receive yours. In other words, they will make time for you and your business and be available when it works for you and not just them. In the hospitality industry, weekends and evenings are often a great time to conduct interviews, so ask the recruiter when and how they would usually conduct this part of the process and what hours they are open from and to.
BEWARE of recruiters charging a percentage of a salary as their fee ! A great recruiter will charge a flat fee for their recruitment and be confident that the fee charged will cover the full range of work involved for that particular level of recruitment. Be aware that those recruiters charging a percentage of the successful candidate’s salary may attempt to push the candidate’s salary up simply to increase their fee.

Returning to the point under the heading above; Examining Yourself, it is important that an organisation that is relying heavily on a recruiter to source, vet and recommend key staff, should also be willing to make an investment in developing the relationship by inviting that recruiter in to their business. Investing your time in your recruiter is like investing your time in your staff – the better they all get to know your business, the more successful they will be.

Thinking this through further: as organisations we invest hours and hours in to developing relationships with suppliers, vendors, financial institutions and of course our customers. Wouldn’t it therefore make sense to invest the same level, or even a greater effort in to developing a relationship with your recruiter whom you rely so heavily upon to provide staff who will lead your business in to the future (eg. a General Manager or CEO)? So why not encourage a sense of partnership with your recruiter and measure the results of your efforts. Make sure that you keep a constant line of communication open with whomever you are working with and discuss successes and failures as no one learns anything in a void.

This guide has been put together based on a combined 50 years’ worth of recruitment experience. The White Now Team between them have recruited for over 2,500 industry clients, most of whom return again and again; whilst having placed in excess of 6,000 managers and team members across the Club Industry. With testimonials available from venues small, medium and large, White Now has established itself as the leading recruiter within licensed Clubs, Hotel Groups and Casinos and this has been achieved through the relationships that have been forged with its valued customers.

If you are considering any sort of recruitment or would simply like to open up the lines of communication to begin building that unique club-recruiter relationship, please contact Toby Kennett, CEO on 02 9807 186 or mobile 0411 777 329 or email info@whitenow.com.au. For more information visit www.whitenow.com.au or follow us on Facebook on www.facebook.com/whitenowwiz

Business Brands

Your Image at Work – Does it Matter?

June 7, 2012 SarahWatts

Poor old (or is that young?) Gen Y, they are in trouble again for not understanding the rules and dress codes for the workplace and taking a too casual approach! Isn’t it okay to wear a t-shirt, Havianas and have the band of your undies showing, when you are meeting clients? Does it affect your ability to the job? Doesn’t Mark Zuckerberg (facebook founder) LIVE in a hoodie? And he’s a Billionaire!

Ettiquette and dress codes have definitely relaxed in recent years. Some of us can remember a dress code at work that included skirts, not pants for women, only black or navy suits for men and NO coloured shirts and women required to wear stockings all year round.

While it is great that some of those rules have relaxed, for many there is still the expectation you will present a certain way at work and after all, first impressions DO count. Plus, many bosses (and customers) are either Baby Boomers or Gen X with a different perception of what is the right dress code for work. Some companies have resorted to hiring Image Consultants to advise staff on the appropriate dress code. This was usually spelt out in the past when you were hired. If your workplace has a uniform much of this dilemma is solved, although ‘policing’ the wearing of the uniform, including name badges and appropriate makeup, hairstyles and jewelry/piercings may still be an issue!

So who is right? Well if the person making the decision about your pay rise, hiring or promotion is from the ‘Baby Boomers or Gen X’ generations, then you probably will need to dress to suit their expectations to get the pay rise, job or promotion, rightly or wrongly. One way to look at it is that the Company ‘pays you to present a certain image’ to the community/clients, so at work you dress the way they expect and leave the ‘self expression’ for your spare time. Another school of thought says ‘dress for the job you want, not the one you have’ and that will help you take the next step up.

If image doesn’t matter, why do organisations have uniforms? Qantas and other large corporations even go to the expense of employing Fashion Designers to design their uniforms. Imagine an Airline Steward in hoodie, baggy jeans and thongs giving the safety demonstration, how would you feel – safe, confident, sure they could do their job?

While the way we dress may not effect our ability to do the job (other than in the case of PPE and safety clothing) it can effect others’ perception of our ability and therefore whether or not we are hired, promoted or given the pay rise. So maybe image is worth thinking about.

Life Experiences, Uncategorized

Two ways to find an extra hour a week to bank for later !

March 17, 2010 Jenny White

Like all good business owners, I’ve been working on our businesses, planning, strategising and generally creating great things for the future. The problem that I kept finding is that there is simply not enough hours in the day ! I think that I have been saying that there is not enough time since I was first able to read a clock ! I then read an inspirational quote that got me thinking;

Don’t say you don’t have enough time. You have exactly the same number of hours per day that were given to Helen Keller, Louis Pasteur, Michelangelo, Mother Teresa, Leonardo da Vinci, Thomas Jefferson, and Albert Einstein. — H. Jackson Brown Jr.

Well that quote just slapped me in the face and shook me up. I knew that I really needed more hours, but of course, 24 is 24 and you can’t just add time to a day, but hey, you can save time, bank it and use it for more useful reasons can’t you ? I went on a journey to try and simplify things in my life that really didn’t add any value to the essence of who I am and certainly were not assisting in achieving any meaningful goals. Everyone has heard about ideas such as only checking your emails once a day – but let’s face it, we run an online business and our White Now customers expect great response times so that strategy is just plain crazy for us. The brain started ticking. I know that the business is pretty efficient so I need to find some time in my personal life. Like all working mums, we spend far too much time on things like ironing, folding washing and the like. So how could I save time here ?

I called on my friend Mr You Tube, you know him, the guy that sucks you into his website and makes you watch ridiculous videos of kids on pushbikes running into walls and video clips of bands that had lead singers that you had a crush on when you were 16. I was this time going to abuse Mr You Tube for my own benefit. I searched on ‘Folding Clothes’ and all of a sudden my prayers were answered. Check out these two videos and you can see how I have gained an hour a week to bank and spend on improving our businesses ! I bet that you will use these technique too and buy yourself an extra hour a week !

ENJOY !

How to fold a T Shirt in 2 Seconds

Peeling Eggs with Speed (OK, I don’t really use this one but it’s pretty funny !)

Business Brands, Life Experiences, Values

Is this a calculated risk ?

February 2, 2010 Jenny White 2 Comments

7828_126641664308_51023034308_2237184_4567344_n[1] — Perception !

Recently I have been challenged with a huge decision. Without having to discuss the ins and outs of the situation, it is a decision that is frought with risk but the risk far outweighs the possible results surrounding not taking the risk. The dictionary describes calculated risk as “Undertaken after careful estimation of the likely outcome”. Being a logical person who has a strong aversion to failure (don’t we all), all my decisions are calculated. This brought me to think about one of my favourite pics going around the traps.

Is this fella about to take a calculate risk ? Does he think it is a calculated risk ? Does he see any risk at all ? Does immaturity result in the inability to calculate risk ? These are all questions that I think about.

In business, as long as we really estimate the likely outcome(s) then the risk is calculated and the decision to take the risk or not is easier. Make sure that you look at all of your decisions with the end result in mind !

Bloggin' White Now !……….