Recruitment – the hardest job in the world?

I was watching television this weekend when a sports pundit asserted that a premier league manager had "...the hardest job in the world." Not half an hour later I heard the exact same phrase, this time as a descriptor for one of horse racing’s leading jockeys. It made me realise how many times I’ve heard people say this across all walks of life, and how daft those statements are. For starters getting paid to play sport can’t possibly qualify as a hardship. Secondly I’d have thought that those working in the likes of bomb disposal, fire fighting and heart surgery would hold more compelling claims to the title. Furthermore, if Vernon Kaye were to pose the question to 100 people in the street in all seriousness I wouldn’t mind betting that "being a mum" would be the top answer.

So, when someone commented to me this week that recruitment must be the hardest job in the world, I advised them accordingly. Yet it got me thinking, whilst recruitment can be very rewarding, it is undoubtedly a hard job.

Many people get into recruitment because they’ve been told it’s possible to make good money. And it’s fair to say the rewards can be attractive for delivery quality work. Yet the statistics show that around a third of new hires will leave the industry within their first year. Recruitment isn’t rocket science, you don’t sit at a desk unable to answer tricky questions. So what’s the problem?

In our view there are recruitment consultants and there are recruitment agents. The job I’m referring to here is that of a recruitment consultant. The priority for consultants is to build trusting relationship with candidates and clients in order to best satisfy the needs of both parties. If you do that well, the results will follow. Agents, conversely, care very little about the quality of service they provide. For them it is all about hitting KPIs and that inevitably involves cutting as many corners as possible. In my personal experience, both from my time at Fabric and also my PR days, true recruitment consultants are a rare breed. For every one good recruitment consultant there are a dozen bad recruitment agents. Little surprise, therefore, that the overall reputation of the recruitment industry isn’t overly positive and you’re facing an uphill battle before you’ve even started.
 
In recruitment there is nowhere to hide. Most recruiters leave their job because they are unable to hit their targets. They are either fired or jump before being pushed. That would imply it’s a cut-throat, pressurised world where only the hardest-nosed survive. It is relentless for sure, but cut-throat isn’t an accurate description. The real pressure in recruitment comes from the fact that we do not produce what we sell, yet we are constantly under pressure from clients to deliver the best quality product – i.e. the candidate. Add to that the fact that internally our performance is up there in black and white for all to see. We simply have to deliver tangible results day after day, week after week, year after year. The more we slip behind the curve the more the pressure grows. We don’t want to let the team down but most of all we know we risk becoming a cost to the company. Coasting isn’t an option because recruitment is about ‘all or nothing’.

 good recruitment consultant will be an expert at handling a myriad of variables including clients, candidates and HRs. In itself that is true of a number of occupations of course. However recruiting is uniquely demanding, and consequently frustrating, as it is the only industry that I am aware of where the ‘product’ in question can stop a deal from happening. If you want to buy a car, and the dealer has set a price which you’re happy with, you take that car. The car can not turn round and say "I don’t want this to happen". As a recruitment consultant we can spend months on a job, agree an offer which everyone seems happy with, and then be reduced to a blubbering wreck as the candidate decides he or she doesn’t want to go ahead. We have done nothing wrong, it’s not our fault the deal hasn’t been done. We’ve left no stone unturned, worked flat out, given excellent consultancy to all parties throughout and acted with skill and sensitivity. Yet we’ve got absolutely nothing to show for that time and effort. There is no time for sympathy, we simply have to get back on the horse and start from scratch again. Now imagine that has just happened for the third time in as many weeks. Frankly the whole thing can be soul destroying.


In my view people can’t understand what impact this all-or-nothing model has until they have tasted it. Firstly, bear in mind that basic salaries in recruitment are relatively low, as this is an incentive-based industry. Secondly, consider that the vast majority of work we do is known as ‘contingency recruitment’ – in simple terms there are no retainers and we only get a fee upon the successful placement of a candidate. We all work to ratios – for example the ratio of candidates CVs forwarded to a job to those then shortlisted for interview, those interviewed to invited for a second interview, those re-interviewed to offered, and those offered to placed. The ratios of CVs forwarded to placements will vary from consultant to consultant, with a ‘consultant’ having a much lower ratio than an ‘agent’ (see above). However what this all means is that as recruiters we do a huge amount of high quality work which essentially goes to waste, no tangible results at all. Worse still, the effort we’ve put in means very little. There may be some sympathy from a client or our boss in the short term, but ultimately this is a results business and that sentiment soon evaporates. Keeping yourself motivated against this backdrop isn’t easy. Pushing it all to the back of the mind and performing constantly at a high level is nothing short of demanding.
 

The recession years that we are experiencing have been painful for everyone but they have given rise to opportunities as well. Poor quality recruitment ‘agents’ who might have survived in a boom market have either been forced out altogether or resorted to increasingly underhand practices. It is something which blights our industry but in the long run it isn’t sustainable. The best recruiters have built relationships where they are seen by clients and candidates as a service, not a product. If we work with intelligence, integrity and deliver exceptional consultancy we grow relationships with the best people in our industry, to the point that a high volume of our business comes from referrals and recommendations. To my mind there is no better feeling than finding someone the ideal role or the ideal candidate and quite simply that’s the best way to succeed in what is a highly pressurised job.

Tim Court - Director

Which job is right for me?

When you are reviewing jobs from agencies, job boards or trade magazine adverts, how do you decide which opportunities to apply for?  It is tempting to look for impressive job titles, well known brand names and high salaries – but are those good indicators of a job you’ll enjoy?

To be able to effectively sift through all the jobs available, first of all you need to spend a bit of time on yourself.  If you spend some time reflecting on your own values, what motivates you, and what gives you satisfaction at work, then you will be able to look beyond the flashy headlines to assess the job itself more effectively.

If you are to fit comfortably into an organisation and feel energised and motivated to work there and give your best, then you need to be sure that their organisational values are a good match to yours.  If they operate on the ‘make the most profit at any cost’ principle, while you gain satisfaction from going the extra mile to give great service, you are likely to find your natural inclinations at odds with their operating policy much of the time.  Likewise, if you are driven to earn the highest bonus while they place most emphasis on customer care, you are likely to feel impatient with their slower pace of life quite frequently.

Perhaps you are motivated by receiving praise and recognition in front of your peers for a job well done?  Check whether a prospective firm offers internal award schemes.  Perhaps getting a promotion is important to you?  Find out what their internal career development and appraisal process is like. 

Think about what aspects of your current and past jobs have given you greatest satisfaction – that ‘wow’ factor of a job really well done.  Was it presenting a stunning campaign, hearing from a client about positive effects of the work you’ve done with them, or learning new skills so you’re ready to tackle something more challenging?  How many of these satisfying activities would a new job involve? 

Having thought through all the aspects of a job and an organisation that will make it right for you allows you to frame the right questions to ask of your recruiter, to look for in adverts and job descriptions, and to ask at job interviews.  Armed with this more in-depth information you will be able to make a better decision when it comes to which job to apply for – and which offer to accept.

A View from the City: Salaries set fair for 2012

On the 24th January, Fabric hosted A View from the City, an informal networking event for corporate and financial communicators. It represented a chance for delegates to network and take part in a debate with industry leading figures on the challenges facing corporate communicators in 2012.

The panel consisted of Alex Sandberg, Chairman of College Hill; Victoria Brough, Group Communications Director of London Stock Exchange; Paul Harris, Senior Financial Press Officer at HSBC and Tim Ledeboer, Head of Corporate & Financial at Fabric.

Among some of the many discussion points which created a lively debate, was the key area of remuneration and benefits vs. job security.

Most in the room were in agreement that whilst salaries are, in general, weathering the downturn and in fact showing a slight uplift in some cases, candidates are realistic about what is on offer. There was a meeting of minds between employers and employees as to the key motivating factors when job seekers weigh up their next opportunity – principally job security and career progression, alongside the financial gain.

Salary snapshot in Financial PR consultancies 2012

If you are interested in hearing more about A View from the City, or to arrange a meeting to discuss in person how our expertise and experience could be of value to your business, please contact Tim Ledeboer on:

+44 (0)20 7734 0441

or

tim.ledeboer@fabricrecruitment.com

A View from the City

Happy New year to all of you!

January 2012 sees the launch of Fabric’s A View from the City, a series of informal networking events aimed at corporate and financial communicators.

Our first event of the year is taking place at Balls Brothers, Lime St on the evening of 24^th January. 

We have an expert panel of industry leaders talking about their vision for 2012 before we open up the debate to the floor. It promises to be an interesting and enjoyable event and gives everyone an opportunity to network with your peers in an informal setting.

If you are interested in attending or finding out more about the event, please contact me on tim.ledeboer@fabricrecruitment.com or 020 7734 0441

Tim Ledeboer - Associate Director, Corporate & Financial

A view from the City

How heart warming to see that in these times of riots, protests, countries on the brink of bankruptcy and Frankie Cocozza (!) that the PR industry has such a great wave of talent coming through. The recent PR Week 29 under 29 (11.11.11) showed off the cream of the crop and it was great to see the future stars emerging.

Whilst I am all for celebrating the achievements of these undeniably excellent young professionals, I wonder whether it actually goes far enough.

I agree wholeheartedly with the sentiments Alex Sandberg, Chairman and Founder of College Hill shared in the last issue of PR Week (18.11.11), which for a number of reasons is well worth a read (including tales of him seeing Hendrix live in Covent Garden). For me, what resonated most was the passion and fire which still burns inside after all these years and the fact he is still so hungry for success for both his business and the industry as a whole. "On a good day, the best agencies are as good as any professional service because we can add huge value. Some of the planet’s best brains work in PR and I sometimes wonder whether we are proud enough of what we do," said Sandberg.

I couldn’t agree more. In my experience, comms people as a whole are an underrated breed and too often underrate themselves. Industry leaders are singing our praises and UK plc sees the value of effective communications so why don’t we?

Taking that point to the next level, should we as an industry celebrate talent (young or otherwise) across the board and shout about the best in Consumer, the best in City PR and the best in Healthcare for instance? If we are going to do it, let’s do it properly.

One of the joys of my job is that I see how many great comms professionals there are and contrary to popular belief, there are also plenty of jobs around. Whilst there is an undeniable risk aversion that continues to pervade amongst employers, there are still many agency and in-house roles which are yet to be filled and are there waiting for candidates with the requisite skills...they just might take longer deciding on the right one! I therefore maintain that whilst there will be significant challenges next year, there will be a good pipeline of opportunities out there for us all.

And don’t get me started on Cocozza!

Tim Ledeboer - Associate Director, Corporate & Financial