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IN THIS ISSUE
Newsletter Sponsors
A Note from the Editor
Today's Recruiting News Headlines
Featured Recruiting Jobs
Weekly
Article:
Recruiting's Golden Rule: 'Know Thy Customer'
Special Trials and Discounts
Recruiting
Polls and Trends
Layoffs and Downsizing
Report
Recruiting Essential Bookmarks
Upcoming Conferences
Site Of The Week:
eTest.com
Final Note - On The Lighter Side
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Newsletter Sponsors
1.
Careerbuilder.com
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A Note From The Editor
Last week Recruiters
network added a section for the latest layoffs and
downsizings. The new section is listed in the bottom
half of the newsletter.
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Today's Recruiting News Headlines
View HR/employment
news
headlines or our Recruiting
Newswire.
Please send us with your
press releases, news items, personnel changes, etc. Click
here for submission instructions.
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Featured Recruiting
Jobs
This section highlights
several recruiting related positions recently posted on
Recruiting Jobs. To view all jobs or to register
for a career agent
click here.
Looking to hire
recruiting professionals? Post a 60 day job
posting ad on RecruitingJobs.com for $75. (Save $25% off
first posting...mention discount when registering)
Register
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Weekly Article
Recruiting's Golden Rule: 'Know
Thy Customer'
By Peter D. Weddle
Your employers -- whether they know it or not -- are
engaged in a War for the Best Talent. To win this
conflict, they must have a clear and effective
recruiting strategy. Devising such a plan, however,
requires knowledge of and adherence to the central
truisms of business. One of these keys to success has
its roots in the field of
 marketing,
and it is expressed in just three words: Know thy
customer. To put it another way, you can't sell to
anyone -- let alone, the best talent -- unless you know
their preferences, needs, goals and dreams.
It is a wise principle, and many of us are ignoring
it. At least that is the only conclusion one can draw
from a recent Job Satisfaction Survey conducted by the
Society for Human Resource Management. The poll produced
the following results:
Employee's Top Five Aspects of Job Satisfaction
- Job security
- Benefits
- Communication between employees and management
- Employee flexibility to balance life and work
issues
- Compensation/pay
HR Professionals View of Employees' Top Five
- Communication between employees and management
- Recognition by management
- Relationship with immediate supervisor
- Job security
- Compensation/pay
In other words, those in the HR were wrong about 40%
of employees' top five issues -- and put 80% of the
issues in the wrong priority order. In effect, the poll
respondents don't have a clue who their customers really
are.
How does such "cluelessness" affect your ability to
recruit top talent? In many obvious and not so obvious
ways. For example, if you emphasize the wrong employee
issues in the career area on your web site, you are apt
to both attract the wrong candidates and turn off the
right ones. That mistake, in turn, increases our cost
and time to hire and reduces your return on the
considerable investment the company has made (and
continues to make) in its web-site asset.
Worse, when the misinformed new hires show up, they
will quickly learn the truth: They bought into a culture
that values aspects of employment dissimilar to those
they value -- and the resulting dissonance is likely to
diminish their performance and, ultimately, their
retention.
If a virtuous circle begins with an accurate insight
that, in turn, leads inevitably to a positive outcome,
this situation is exactly the opposite. It is a "vicious
circle," where an initial misjudgment leads inexorably
to negative results. And not just from your corporate
web site. It occurs with miscast job postings, misguided
"selling" during the interview process and misconceived
employment brands.
Now, in our defense, it isn't always easy to figure
out what employees (and new hires) want. They are fickle
about what matters to them. And because they are human,
their needs and preferences change as they do, making
the search for an answer a continuous and often
frustrating exercise. So how can you determine what to
emphasize in your job postings, on your website and in
your brand marketing and interviews?
Much like your colleagues in marketing, you should
conduct regular focus groups among your customers --
your employees -- to determine the answers to two key
questions:
- Why did you accept the company's offer of
employment?
- Why do you stay employed with the company?
These meetings can occur in person, online or in some
combination of the two. The most important point is that
they be held on a regular basis -- optimally, each
quarter -- and promote both individual comments and
group interaction leading to collective or consensus
feedback. These insights will tell you what is important
to your other customer set: the candidates you want to
turn into employees -- now and in the future.
Unlike the typical approach in marketing, however,
you should bias the focus groups toward two key cohorts
of our work force:
- Rare Performers: the so-called "A"-level
professionals celebrated in the McKinsey & Co. report
The War for Talent.
- Rare Skill Holders: the people who have
skills that are both critical to the mission of your
organization and in critically short supply.
In other words, to win the War for the Best Talent,
you don't need to know what is important to the
"average" customer, but you do need to know the hot
buttons of the best and most desperately needed. Their
needs and priorities should shape your job postings,
web-site content, interview process and employment
brand. Or as another truism of business puts it: Recruit
rare candidates, and you will hire exceptional
employees.
About the Author
Peter Weddle is a
recruiter, HR consultant and business CEO turned author
and commentator. Described by The Washington Post
as "... a man filled with ingenious ideas," he has
earned an international reputation, pioneering such
concepts as Human Capital, Career Fitness and the
Internet as a resource for recruiting and HR
management. He has authored seven books, edited six
others and published dozens of articles in professional
and trade magazines. He writes a weekly column about
online recruiting for
CareerJournal.com from The Wall Street Journal
and a monthly newsletter that is distributed
worldwide. In addition, he oversees WEDDLE's
Publications, the leading print publisher of
newsletters, guides and directories about employment
resources on the Internet. Known for their accuracy and
usefulness, WEDDLE's publications have helped to put job
seekers, recruiters and HR professionals on the
Information Superhighway to success. Indeed, the
American Staffing Association has called Peter Weddle
the "Zagat" of the online employment industry.
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Special Trials And Discounts
Below is a list of trials and discounts that companies
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Recruiting Polls and Trends
Trend
Watch:
The majority of
corporate privacy policies are generic, while six percent specifically
address recruiting.
Trend Watch is sponsored
and provided by iLogos,
a division of Recruitsoft.
Click
here for a complete archive.
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Layoffs and Downsizing
Report - NEW
Recruiters Network has added
a layoff and downsizing report section to its
newsletter. This section can be a great leads source for
candidates.
More information on how to use this section here.
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Recruiting Essential Bookmarks
Recruiting Jobs Links
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Upcoming Seminars &
Conferences
Click here for schedules for upcoming conferences and
seminars.
Kennedy Information's Recruiting 2003 Conference and
Expo
Tactics for Today, Strategies for Tomorrow
November 20-21, 2003
Jacob K. Javits Center, New York City
Tactics for Today -- Strategies for Tomorrow
Learn from and interact with recruiters from some of
America's global business leaders.
Mention Recruiters Network
when registering for
early bird
discounts.
View
all upcoming conferences
->>
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Of The Week -
eTest
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Personality Test for Employee Selection. Receive a 20%
discount on all testing. Avoid costly hiring mistakes.
Compare candidates to norms for sales, managerial,
customer service, administrative, or technical jobs.
Sign up at www.etest.net
and enter RN20 in the last field to get discount.
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Final Note - On The
Lighter Side
Time really floes, it is hard to believe tomorrow is the
2 year anniversary of the 9/11 attacks.
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