Why Your Tech Recruiting Vendors Service Your Competitors Better
Article by Del Crockett, Regional Director in Jobspring Washington DC
If you are one of the many tech hiring managers or HR managers out there right now, being tasked with hiring niche-specific technology professionals (i.e. Software, Mobile, Security, DevOps and Front-End Engineers among the most popular), there is a good chance you are utilizing recruiting agencies.
Congratulations, that’s typically a necessary first step for most companies outside of Google and Facebook!
Hire top tech talent in Washington D.C. today.
Unfortunately, many of you are still not getting the attention you want from your vendors. As The Regional Director of our entire Washington, D.C. based tech recruiting operations, I am here to give the inside scoop on why your vendors are not servicing your accounts the way they do some other companies.
#1 – Communication Is Everything
Anyone who has been in a relationship knows it all starts and ends with healthy communication. I often find it perplexing that company representatives (HR and / or hiring managers) want to limit the communication with recruiters.
Using a recruiter is like hiring a consultant from the Big Four – you are bringing on a specialist to provide a service that cannot be fulfilled by internal staff. So why muzzle that consultant? Isn’t the purpose of hiring a consultant to get their perspective and expertise on how to solve the problem at hand?
In a relationship where both company and recruiter have the same goal—namely, getting the position filled with the best applicant in an efficient manner—you would expect a healthy amount of interaction is expected.
The truth is that the best recruiters have deep networks, which means they are getting multiple requests from companies on a daily and weekly basis. Like everyone else, his or her time must be prioritized. When companies minimize or even restrict recruiter communication you can ensure your position will get minimal to no attention. Like anyone else, we find the lack of communication to be a major turn off. Our time is better served where company representatives see value in building a relationship.
The real truth is that the companies who have high communication standards with their vendors typically get first dibs on the best referrals and the best overall quality of service!
#2 – Great job Negotiating Your Vendor to Lower Terms than the Industry Average, But…
Listen, we get it! Every company and department has a budget and paying less when possible is the logical method to running a business. The problem is that in the tech world, demand grotesquely outweighs supply… and then some.
With tech department’s livelihoods dependent on the talent within their teams and the ability to retain and grow staff, handicapping your growth by negotiating below average terms isn’t doing your company any favors. Here’s why.
All respectable agencies know their worth and minimally know what the market standards are for recruiting services. Those standards are in place because a high majority of companies agree to those terms, if not higher. So to come in below those standards in a high demand market where companies have minimal leverage because of the demand is a very ineffective strategy to capturing consistent, high-end referrals from good staffing firms.
Obviously, tech recruiting is a for-profit business and no respectable sales organization is going to discount their services without a great reason. A trend that I have found to be more often true than not, is companies who pay below average vendor fees typically pay below average salaries—and this is a common viewpoint among those who work the industry. Again, this is not an ideal strategy for capturing talent.
In my experience working with companies across the nation for the last nine years, the most attractive companies to work with and work for don’t blink when paying industry standard vendor rates (and employee salaries); and most, pay slightly above to ensure vendors give them top priority when considering where to send their best of best referrals!
#3 The interview - It’s a Sales Job… for you, the Hiring Manager!
Simply put, this is a candidates market; the best in years for technology professionals. Unless your strategy is to wait for the next bubble, by now you should have realized an adjustment is necessary in the way you approach interviews with job seekers (most of which are passive and currently employed).
Some of the most successful companies I have worked with constantly evolve their interviewing practices with a focus on impressing the applicant, not solely just screening them. On the other hand, I often see companies overcomplicating the hiring process. Many of these same companies struggle in the communication department with vendors as aforementioned in the first section. The companies that lack proper communication and overcomplicate the process tend to make the same mistakes.
The most common mistakes?
Managers just screen for technology and culture… and forget to sell themselves and the company: If you want to hire good technical talent, your hiring manager needs to be impressive. Nowadays, it takes a manager who can really sell him or herself, their leadership, vision and management style to capture talent. How good are you at selling yourself? If you have to think about it, then it’s a good idea to put yourself in the position of the applicant and evaluate how the opportunity is presented from the interviewee perspective.
Asking applicants to take a test—especially before 1st round technical interviews: The truth of the matter is that most technical tests, especially the ones created by internal team members simply do not work. They screen out way too many candidates, many of which end up being great additions to other companies. One of the biggest common mistakes is when companies use Google style test to screen for talent despite not actually being Google. Just a reminder, your company is probably not Google, so copying their interview tools may not produce the same result for your company since Google can sell their opportunity on brand alone. Additionally, asking senior level professionals to take a test is almost insulting. Instead, invest time in human interaction first. Otherwise it gives off the perception that you don’t have the internal resources technically to confidently screen for good talent.
Both mistakes not only deter candidates from wanting to work for your company but also deter your vendors from sending you good referrals early and often. If the vendor thinks it is a waste of time because candidates can’t get interested in your opportunity then you can bet your account is not getting the attention it needs to be successful.
Overall, in order to get the best service possible from your vendors, it's important that everyone focus on the end goal. This means leveraging the expertise of your consultant(s) to put your company in a position to be successful hiring the best talent available. It's a competition for talent right now... don’t forget that. Get all the help you can get!
Looking for ways to get more out of your current vendors? Addressing these few pointers should start returning better results almost immediately. Have questions? Feel free to contact Del Crockett at [email protected].