The world of recruiting is fierce with competition from all angles, internally and externally. This competitive environment has made the craft of recruitment synonymous with sales. We are at a point where a vast majority of “best recruiting practices” are sales principles that consist of Dayle Carnegie and Napoleon Hill lessons. The recruitment industry as a whole is not trusted, and more people have had a poor experience with recruiters than a good one.
Recruiters are far from dumb and have realized a poor reputation impacts their ability to effectively do their jobs. However, I could also argue it’s their strategy and structure that are really inhibiting them from doing their job. I have noticed it’s more common for recruiters to shy away from the direct messaging of, “I have an amazing opportunity that I know you will be perfect for”, to “I noticed your very impressive background and wanted to network with leaders like yourself”. Obviously, the second message is more attractive, especially if you are not actively pursuing a new opportunity. However, when you respond to the latter message, you will notice the tone of the conversation will change. Here is a real-life example of my interaction with a recruiter recently.
I have only edited the document by changing the name of the firm to BLANK and removing any names but my own for obvious reasons.
Hi Cody, I know these are strange times to reach out. Still, I noticed your impressive sales leadership and management consulting background throughout your career and wanted to connect. Our firm, BLANK, is a $110M consultancy with 5 nationwide offices based in Seattle, and we recently expanded into the Chicago market with our core leadership team based in the West Loop (though virtual for the time being). I am working on networking with top-tier business development leaders, like you, who I believe could have an immediate impact on our team as we break into the Chicago market. Are you open to a call on Friday or next Monday to learn more about BLANK and potential opportunities (whether for now or in the future)? Thank you, and hope you’re staying safe
Recruiter
A solid message, right? I thought so and was excited to network with the recruiter. I looked at the recruiter’s LinkedIn profile and researched the organization. At the time, I was not pursuing a job but still thought it would be worth a conversation. In addition, I could find value in building a relationship with the recruiter and the firm. So I responded to this.
Hey Blank,
Thank you for reaching out. I would be interested in and available to have a conversation on Friday (4/3). Let me know if that is still possible for your schedule. Thank you for reaching out.
Cody Alimondi
This is the follow-up message I receive from the recruiter.
Hi Cody, Thank you for your interest! To clarify before we speak, are you interested in Business Development / full-cycle sales roles? Looking forward to connecting.
Recruiter
Wait a second?! I thought you were working on networking with top-tier business development leaders, like me :)? So after receiving the final message from the recruiter, I was caught off guard and a bit confused. This left a bad taste in my mouth as I saw what was happening. What I viewed from the original message as personalized compliments was nothing more than an email blast to 100 other individuals with a similar background. Which I don’t blame the recruiter for, but what does bother me is the dichotomous nature of this recruiter… “To clarify before we speak, are you interested in Business Development / full-cycle sales roles?” In other words, if you are not interested, why waste each other’s time.
This is where recruiters’ missions are misaligned with their actions. From the original message, I thought the recruiter was looking to build a network of individuals who, if not now, maybe in the future, would find value in working together. This sounded like the long-term relationship investment I am interested in doing. Besides, perhaps I am not a fit but know someone who is. I became an immediate ally. Some tenured recruiters practice this type of recruitment methodology. However, the recruiter’s follow-up message showed me something else. The mission of; fill positions as fast as possible, close out the requirements, and move onto the next. Operating like a server at a restaurant trying to flip tables.
The recruiter’s first message hooked me, but the follow-up message annoyed me. Leading me to lose trust and hope in the next recruiter I interact with. This endless feedback loop or cycle over the years is what has catapulted recruiters into the same group as used car salesmen.
I don’t hate recruiters, nor do I have any problem with how recruiters practice their craft. I do believe it’s time for recruiters to take a step back and reframe their mission and goals and then act accordingly. I have no problem with the recruiter that wants to be a hustler and make as much money as they can. I respect that recruiter, and if I am in a situation where I need to find a job quickly, that is the type of recruiter I want. I would then expect the recruiter’s message to match that, and be authentic.
The moral of the story, the differences between quality recruiters and poor recruiters, is authenticity. We need recruiters to have different styles and missions, which is good for the workplace and organizations. However, what is frustrating is when a recruiter pretends to be one way and then behaves differently. They practice the “bait and switch”. This is where ethically and professionally recruiters lose respect and, more importantly, trust. Recruiters that don’t adjust will not survive in the workplace of the future. Top talent won’t stand for it, especially in times of economic growth.
Note to recruiters, decide what your mission is, own it, and act accordingly. Diversity of missions welcomed. Authenticity required and non-negotiable
