Process & Lean Versus TPR

This is my first blog. I'd envisaged writing something uplifting, inspiring, humerous or even educational. However, unfortunately, I'm going to have a whinge! But only in the hope that there’s someone out there who can feel my pain and share their experience.

First, a bit of background… I relocated to North America last year from the UK, no regrets – I’m loving it here, both personally and professionally. I am a headhunter, searching for the passive candidate that my clients can’t find by themselves. I manage a small team, all of us run 360 degree desks – sales, delivery and everything else in between. I consider myself a “consultant” and a “business partner” and even an “extension” to HR within my client companies.

However, I have noticed some key differences in recruiting in Europe and recruiting in North America.

I often read blogs on this site promoting the use of the telephone to build relationships, gather information, get referrals, sell in services – I wholeheartedly agree, the telephone is the best way to do this. However, I’m being thwarted!!!

I “get” internal recruitment – I see the value and have some very successful relationships with a lot of my clients through this function. However, I am being told more and more often that I am not allowed to contact business leaders, hiring managers or, in fact, anyone who is not talent acquisition or internal recruitment.

Having recently signed up to a Preferred Supplier Agreement with a leading global consumer products company I was genuinely keen to learn more about the business and specifically within the functions where I specialise. I first asked my Talent Acquisition contact for an introduction to the relevant Internal Recruiters but was told “It is not appropriate for you to call them, you are on the list so they will contact you if/when there is a vacancy.”

I explained that I wanted to inform them of our services, our specialism and approach so that when they did want to engage a TPR, that they could make an informed decision on who they partner with. These people don’t know me, and they don’t know my company. How will they know when to contact me when all they have is a company name on a long list of over 50 recruitment vendors?

My next approach was to reach out to the senior leaders within my functional specialisim. I was certainly not calling to “drum up business” but with a genuine desire to learn more about the business. I had some great conversations with at least 5 of the key Managers and Directors who were very pleased to see the level of interest and knowledge I had. They were very keen to spend time with my talking through the function, the challenges and some of their hiring frustrations – some spent almost an hour with me! With every call I made a point of confirming that there was absolutely no change to current recruitment process and that they should continue to work with their internal Talent Acquisition partners who would then engage us only if appropriate to do so. I was very transparent with everyone I spoke with regarding who I am and my reason for calling.

This, it appears, was also not appropriate! “Please wait for a recruiter to call with a need, which may or may not be immediate. Please do not call the hiring managers directly as it is disruptive.” Apparently, this business does not want me to be prepared, they do not see the value in me understanding how things operate, the culture, the structure, the challenges and opportunities.

Some of you may say “move on”… “find a client who does value your input”… Ordinarily I would agree… however, this is not an isolated incidence… this is happening more and more. Every contract I’m sent these days from HR has a clause forbidding me to contact hiring managers or business leaders.

I would genuinely welcome your input, insight and thoughts. Please and thank you!

Comment by Sandra McCartt on February 16, 2012 at 3:48pm: Ok kiddo, here's the deal. If i read this correctly your firm is on the list and you are only trying to get to know some of the people who might be calling you so they know who you are personally. It gets to be a sticky wicket because these folks get calls all day from who knows how many recruiters who are on their list plus those who want to be.

Here is my suggestion. Instead of calling any of them direct find someone you know personally and who knows you personally who also knows one of the internal recruiters. Ask that person to give the internal they know a call and give you a recommendation or if you are in the same city have the person you know invite the internal to join both of you for coffee or lunch.

You mention having spoken with several hiring managers to find out about the business and were well received. It appears that they mentioned it to the internal recruiters or HR. Might have been even favorable mention that you seemed genuinely interested. What that does is make the internals and/or HR go on point like a birddog that a TPR is calling their hiring managers. It sounds like you were contacted and told that was a no no. Ok. got it, don't do that again. They may accept that you were only trying to learn about the business but that is normally a thinly veiled way of making contact with the hope that the hiring manager will ask HR/internal to call you.

This castle is closely guarded, you have made attempts to get to know the kings and queens of recruiting and the keepers of the keys and the generals and you got shoved back into the moat with a warning that if you cross the moat and enter the castle without invitation the queen will not be amused. Take heed fair princess of recruiting. Dont' do any more or they will feed you to the alligators. All may have noticed that you are indeed a fair princess and the objective is to hope they will call upon you to come for an audience. Wait until you are summoned unless you can find a knight who knows one of the kings or queens of recruiting and can intercede for you. The dowager empress here advises that jousting with the kings and queens of recruiting is not suitable for princesses of recruiting. They have bigger horses, sharper lances and the favor of the monarch. Wait and hope that you have made enough impression of a favorable nature that they will invite you to the ball. Should you become a thorn in the side of the kings and queens of recruiting they will indeed cast you into the dungeon. The generals will not be able to save you even though they may find you fair indeed. They fight bigger wars than saving princesses.

There are many castles in the kingdom. Move on temporarily to another castle. You may find that instead of kings and queens of recruiting the next castle will have princes and princesses of internal recruiting who would be only too glad to meet with a princess of recruiting for a bit of ale or a touch of the grape.

Comment by Kerris Hougardy on February 16, 2012 at 4:19pm: Thank you Sandra! I hold my head up high as "fair princess of recruiting" and move on to new (maybe less corporate) castles! Unfortunately my residence is at the opposite end of the country from this castle so no-one locally I can call upon. You'd think after 11 years of recruiting that I wouldn't let this sting quite so much!

Comment by Amy Ala Miller on February 16, 2012 at 4:23pm: what she said :)

Comment by Kerris Hougardy on February 16, 2012 at 4:24pm: Thanks again Amy!!! :-)

Comment by Sandra McCartt on February 16, 2012 at 4:58pm: think of Amy as one of the Studette Princesses of Internal Recruiting. See the difference, a TPR will talk for freaking ever. Internal just says. Uh huh, and goes back to work.

Comment by Sandra McCartt on February 16, 2012 at 5:00pm: Kerris Fair Princess, the slings and arrows sting no less each time they sting.

My theory. "i shot and arrow into the air, it came to earth i know not where." "Fuck it got lots of arrows."

Comment by Amy Ala Miller on February 16, 2012 at 5:12pm: lol there will always be more arrows. :) I'm a little more "court jester" than "princess" but I thank you for the kind words Miss Sandra! :)

Comment by Kerris Hougardy on February 16, 2012 at 5:23pm: Ha ha! Thank you both - at least I have removed the grumpy face which is certainly not fitting of a fair princess!

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