Claudia's Wednesday Wisdom: Herding Cats

Hi Claudia,

Here is a situation. I presented a local contractor resume to my client, who requested a face 2 face interview. The candidate said he could interview with 24 hours notice, but now he tells me that his current manager will not permit him to interview during work hours. I suggested that go on his lunch hour, but he says that isn't enough time to travel to the client location, interview, and return to his job. The hiring manager is available to interview this week only, and unfortunately never interviews after 5:00pm. Please suggest how I should handle this situation, though I am already prepared with back up resumes.

Thanks in Advance.

Mohammed

Hi Mohammed,

Glad to hear you've got those backup resumes ready. In situations like this, one of two things is almost always true: either the candidate wasn't as closed as you thought he was on the deal, or you're working with a Diva. Either way you've broken the First Rule of Recruiting, and it's time to move on.

The First Rule of Recruiting: That which I anticipate, I can control.

Recruiting is the art and science of herding cats. And since you can't control anyone other than yourself, your role is to anticipate every step of the process, all of the time. Do this well, you make placements. Do it poorly, you don't. It's not more complicated than that.

Anticipation comes with responsibility though -- ultimately it means that if the deal falls apart it is because you made it so. There's no one else to blame, unfortunately. You have to foresee the possibilities and stay well ahead of managers and candidates; and when someone backtracks you have to have the guts to call them on the behavior and follow through with the consequences.

If it were me, I would thank the candidate for his time and tell him that the opportunity is no longer available. I would then clearly restate the ground rules for working together: Don't waste my time. Don't break your commitments. You're either ready to interview or not, but don't say one thing and do something else. Then, and only if I was feeling kind that day, I would give the candidate one more chance to show me what he's made of, and I would remove him from my contact list for even the smallest hint of similar behavior in the future.

Integrity is a good thing to expect from others, and it always starts with your own clarity about the connection between what people say, and what they do. When we tolerate bad behavior, we reinforce it. Best of luck in herding this particular cat, my friend!

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Permalink Reply by Mohammed Osman on September 20, 2008 at 9:12pm

Jerry Very interesting answer, “You're a CONTRACTOR! Act like one” your suggestion and the thinking in this situation is awesome, you have highlighted some gr8 points here. Thanks a lot.
Jerry Albright said:

The first thing that struck me here is "his current manager will not permit him to interview during work hours"

This is an immediate "Hold Everything!" signal to me. Red flag. Sirens. Bells. NOTHING should be done until you've uncovered the real story.

I would not hesitate to ask "Why does your manager know you are interviewing?" The answer here will tell you everything. I'll give some example answers:

"My manager wanted me to tell him what's going on in case I find a better contract so he can have first chance at making a better offer....." Yes. I've heard that. More than once. Thank them for their time and move on.

"He and I are very close. I tell him everything. We've got a great relationship and I want to be honest with him." Yeah, right. You've got a manager who has you right where he wants you! You think you're part of the inner circle - but really you're playing HIS game - not your own. He will cut you off at the knees if needed for his own gain. You're a CONTRACTOR! Act like one.

Why do recruiters hear words without hearing the true meaning? It is our greatest fault. We hear what makes us feel good - when we should REALLY feel good when we hear the truth behind the words.

Good luck Mohammed!

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Permalink Reply by Joshua Letourneau on September 21, 2008 at 8:42am

Mohammed, I just wanted to commend you on being so open to suggestions and ideas. Trust me that everybody here has their own mini set of challenges. Some are macro (economy-driven), some are micro (local market or sector-driven), some are self-generated (human psychology), etc. It's always easy for someone like me to offer advice, but I truly understand that it isn't the same as actually walking a mile in your shoes. Also, it's easy to stand outside the bubble and offer advice - many times, I need tips or help, and my friends tell me what I already know . . . but that reinforcement of our instincts is necessary for us to improve and progress. It reminds me of learning to play poker - over time, your instincts and ability to read people get better. After a while, you can even start to accurately guess your opponents hole cards in a Texas Hold 'Em game.

What I can honestly tell you is that you work in one of the toughest spaces there is, hands down. If you can make it in IT Contracting, you'll be battle-hardened and seasoned well beyond your 'years of experience'. Some of the best recruiters I know started in IT for a Big-Box firm (you know, like the ones that spend millions on marketing, are publicly traded, and hire/fire leagues of entry-level recruiters . . . upon which they provide insane metrics and processes to 'ensure success' . . . . like 150 cold calls a day, etc.). By virtue of the volume and activity alone, IT Contracing is like being thrown into the ocean and told "Sink or swim".

What I'm suggesting is that you should pat yourself on the back - you're in a tough IT space, arguably in one of our worst economies of the last 80 years. If you look at the big picture and are able to shrug off some of the stress associated with your space, you'll see that you deserve to be proud of yourself.