Talent Development Centre

Tag Archives: recruiters

The Talent Development Centre includes advice for independent contractors in IT from one of Canada’s top staffing and recruitment agencies. See all posts about recruiters.

Should You Hold a Grudge Over Your Recruiter?

Should You Hold a Grudge Over Your Recruiter?Do you have to forgive a recruiter who’s done you wrong or made you angry during your job search? The simple answer is no, you don’t have to forgive anyone. There are plenty of staffing agencies in the market and you can easily find a new partner.

As with every other aspect of life, you never have to forgive somebody, but should you? That’s a more complex question, so naturally, has a more complex answer. Almost every personal development expert will tell you that holding grudges does little to improve your life, wastes a lot of energy, and can cause you to miss out on positive things in your future. While we don’t expect forgiving a recruiter will bring you eternal happiness, it may prevent you from missing out on future IT contracts. Before writing your recruiter and recruitment agency off the books forever, step back and ask yourself a few questions:

Why am I angry?

This is the first and most important question. After the dust settles, reflect on what made you so angry and decide if it is as grave a situation as it was when you were furious. Were your recruiter’s wrong-doings based on a mistake or lack of knowledge, or was it an ethical situation that speaks to who they are as a person?

Is it all the recruiter’s fault?

A tough question to ask yourself, but was there anything you could have done better to improve the outcome of this mishap? Often communication on both parts, or lack thereof, is the root a preventable misunderstanding.

Am I being empathetic enough?

Try to understand the recruiter’s point of view. They get pressure from many different directions and have to make difficult decisions.  Have you properly communicated the situation to your recruiter to give them a chance to make it right?

Does this issue reflect on an individual or the staffing company?

Staffing agencies are more than just the one or two recruiters you speak to. The best ones have solid processes that ensure you’re paid on time and protected tax-wise, as well as long-standing relationships with clients who have the best technology contract opportunities. It would be a shame to walk away from all of this because of a poor recruiter. If you truly can’t work it out with the recruiter, escalate to a manager so you can continue your relationship with the recruitment agency.

Forgive and forget?

We often hear the expression “Forgive and forget.” This may be true in playground rules, but does not apply in business. When somebody does you wrong, forgiving them is your choice, but there is no obligation to forget. While we do recommend moving on and continuing with business, it’s always safe to keep past situations in mind. Use what you learned to understand how you can work better together and proceed with caution where necessary.

Why You Should Complete a Skills Matrix and the Secret to Filling One Out

Melissa Bryanton By Melissa Bryanton,
Proposal Manager at Eagle

Have you ever been contacted by a Recruiter who had a great IT contract opportunity where you’re perfectly qualified, but when they send you the details, it includes a massive skills matrix to complete? Suddenly, the job application that you thought would only require a quick resume update and email is turning into a daunting, time-consuming project. You think: Is this job even worth it? Why is the Recruiter wasting my time?

Why You Should Complete a Skills Matrix and the Secret to Filling One OutThe last thing the Recruiter wants to do is waste your time. However, they do need your help highlighting your relevant experience and qualifications that make you a great fit for the job. You would be wise to question any Recruiter who claims they can take your resume as-is, update it and complete the matrix for you. While this seems like a great time-saver, you are the only person who can legitimately explain how your experience matches the client’s job requirements. The risks in allowing an agency to take your resume and run with it is: 1) the resume becomes full of fabricated experience that may or may not make sense – not all recruiters may understand the complexity of your skills or 2) you and the Recruiter spend a lot more time going back and forth on the details in the 11th hour. The outcome of either scenario is going to be negative. Collaborating with the Recruiter on tailoring your resume and completing the matrix is the best option to increase your chances of winning the contract.

What is a Grid/Matrix?

A matrix, also sometimes referred to as a grid, is client-mandated, and usually required when the staffing agency must submit a proposal to their client in response to an RFP, rather than simply submitting a few resumes to the client. The matrix is a document with a table that the client developed, which often includes mandatory and point-rated requirements in one column, and a space in the other column for the candidate to explain their relevant experience and qualifications. The purpose of the matrix is to demonstrate how the candidate meets all the client’s requirements.

What Makes a Successful Matrix?

The key to submitting a winning matrix to a client is detail. Usually, if a candidate is requested through an RFP process, it means 1) there will be many other applicants, and 2) the client must back-up their selection by clearly demonstrating they chose the candidate who meets all the job requirements. As such, if you want a shot at winning a contract that requires a proposal submission, you must be prepared to show as much evidence of your experience as possible.

What Should You Do If Your IT Contract Requires a Matrix?

If your Recruiter tells you your submission will require you to complete a matrix or grid, try not to run for the hills. Keep in mind that many other candidates will also pass up on the opportunity, so you’re already more competitive by proceeding. Here are a few tips to make the process easier and more efficient for yourself:

  • Don’t Panic! Matrices can look challenging with way too much of a time commitment. They can also be confusing. If you open a matrix and immediately feel the pit in your stomach, then contact your Recruiter. The good ones will walk you through the process, explain the requirements, and help you confirm your chances at winning the contract.
  • Start Right Away. As mentioned, matrices are usually associated with RFPs, which have hard deadlines. When a Recruiter tells you they need your information by a certain day, there is little to no flexibility. Therefore, start working on matching your experience to the requirements as quickly as possible.
  • Build Out Your Resume. Matrices actually provide a major competitive advantage in a job search because the client reveals exactly what they are looking for. Go through the matrix, item by item, and highlight all the relevant experience in your resume. If more detail is needed, tailor your experience in your resume and explain how you meet each requirement. Don’t be concerned if your resume becomes extremely long – the “2 to 5-page resume” advice doesn’t apply to RFP responses as the client is looking for as much detail as possible.
  • Quickly Cross-Reference to Your Resume. Number each contract or project in your resume for cross-referencing purposes. Without writing any content in the matrix, go through each item and refer to the project or contract in your resume where you have the relevant experience. Also include the length of time of each project or contract, to quickly see how well you qualify for this role, or if you’re coming up short against any of the requirements.

The Overall Secret to Completing a Skills Matrix

The best advice for completing a matrix is to focus on your resume. We often see candidates get fixated on that matrix and wanting to write specific explanations, but if those details are not backed-up in your resume, they will mean nothing. Instead, spend your time expanding on your experience in your resume. Even if you think a task is implied or too basic, if it will help prove you meet a requirement in the matrix, write about it in your resume. As long as you meet their deadlines, a good staffing agency will confirm you meet the requirements, polish your resume and develop the matrix to meet the client’s very stringent RFP response criteria. Matrices can be complex and seemingly impossible, but with the right staffing agency they shouldn’t be time-consuming or overwhelming.

Artificial Intelligence Will Change the Way Recruiters Find You a Contract

David O'Brien By David O’Brien,
Vice President, East Region & Government Services at Eagle

Artificial Intelligence Will Change the Way Recruiters Find You a ContractArtificial Intelligence, AI, is here and changing our world every day; however, most of what we hear has been quite ominous at best. Perhaps Stephen Hawking’s statement that AI will be “either the best or worst thing” for humanity is a pretty foreboding statement depending on if you are a glass half full or half empty person.

The reality is that we know AI is present today in our everyday lives and is beyond the realm of science fiction. We see it in the ads presented to us in our social media, our use of Siri, Cortana, smart cars, predictive purchasing, fraud protection and apps like Netfix, Spotify and the like. But where are we in the world of Recruiting and Artificial Intelligence?

There are a number of exciting platforms that will undoubtedly change fundamentally business processes, and I believe very positively and the world of recruiting is one of them. Recruiters have used Applicant Tracking Systems (ATS’s) to source, track and manage candidates for many years. Today, there are a number of AI applications that incredibly enhance and leverage those ATS systems to the next level.

How is Artificial Intelligence Enhancing Recruiting?

The likely biggest challenge for most recruiters is effectively and efficiently screening multiple applicants to find the best candidates. Recruiters can spend upwards of 50% of their time “stuck” in this application and screening phase. Automated screening with AI can reduce this time significantly by eliminating a majority of candidates who may be unqualified while making recruiters significantly more efficient. With analytics and AI, these systems will only become more intelligent, ultimately leading to better candidates and certainly shorter times-to-fill, and allowing recruiters to let their clients know when their requirement will be expected to fill. The biggest win for recruiters and contractors alike will be that with this added efficiency tool, recruiters can focus more time on really connecting with and engaging candidates for true full fit, as well as through the entire hiring and on boarding cycles. Most would say these are the real high value aspects of recruiting that lead to stronger candidate and client relationships — essentially the human elements of the profession.

AI in recruiting also provides the capability to offer deeper, more enriched candidate data that encompasses more data by scraping public social media profiles or any online professional work data or profiles. All of this contributes to better fit engagements, which of course for contractors means more successful placements, better references and ultimately more opportunities.

Additionally, we have seen together with advancement of AI in recruiting the addition of recruiter chatbots that engage with candidates in real time interaction to further pre-qualify and, in fact, digitize early stage interviews, further freeing up recruiter time to create more time to build relationships with contractors. This capability as it pertains to the future of AI in recruiting is often referred to as Augmented Intelligence, which underscores the importance and necessity of the human element in recruiting so that, far from replacing the human component, it rather enhances it.

Technology Recruiters’ “Unwritten Rules”

Technology Recruiters' "Unwritten Rules"We understand. IT contractors would prefer not to have to work with recruiters at all. In a perfect world, clients would contact you directly and you’d arrange your own contracts saving everybody the fuss of using a middle man.

Clients prefer to work with recruitment agencies because it saves them money, risk, and hassle. Independent contractors also have plenty to gain from building a relationship with recruiters, including the reduced risk, as well as exclusive access to unlisted project opportunities and resume and interview advice. The key to building that solid relationship is understanding how to work best with recruiters.

In the past year, the Talent Development Centre shared many inside tips about working with recruiters. The Secret to Being Called First by a Recruiter explained how to stay “top-of-mind”. How to Get on a Recruiter’s Bad Side told you how to do the opposite. Cameron McCallum, Regional Vice-President at Eagle, also wrote about some specific communication tips with recruiters, and another post summarized Eagle’s recruiters’ favourite and least favourite traits of IT contractors.

In addition to the articles referenced above, if you’re looking for similar advice but perhaps with a less biased view, check out this article from the Dice  Insights Blog written by Leslie Stevens-Huffman. She discusses five ground rules for working with tech recruiters, and refers to them as “recruiting’s unwritten rules of engagement.”

  1. Don’t Waste Their Time
  2. Honesty About Your Hands-On Experience
  3. Let Them Do Their Jobs
  4. Show Respect for Their Abilities
  5. User Your Power in a Positive Way

Would you agree with Stevens-Huffman or argue that some of these rules shouldn’t always apply. Are there any rules you’d add for a successful relationship with a recruiter? Vice-versa, are there any rules of engagement you believe all recruiters should always follow? Leave your opinion in the comments below — we’d love to hear from you!

Quick Poll Results: Contact from Recruiters

The Talent Development Centre is filled with inside information from recruiters that give job seekers insight into the best ways to work with recruiters. We’ve shared tips about how they like to see a resume, their pet peeves, and the best ways to contact a recruiter.

Last month’s contractor quick poll turned the tables and we learned more about how IT contractors prefer to work with recruiters. Specifically, we asked how they like to be contacted when it comes to hearing about job opportunities. The results are in and displayed below. Take a look. We encourage you to leave any additional feedback about the poll in the comments below.

How do you prefer to get job opportunities from recruiters?

Quick Poll Results: How do you like to hear about job opportunities from your recruiter?

 

10 Reasons to Take a Face-to-Face Interview with a Recruiter

Brendhan Malone By Brendhan Malone,
Vice-President, Central Canada at Eagle

10 Reasons to Take a Face-to-Face Interview with a RecruiterA recruiter asks you to come in for an interview but you have so much on the go. What do you do? Should you blow them off? After all, you’ve already sent over a resume and had talked to them over the phone about what kind of work you want. What more could a face-to-face interview possibly do for you?

Face-to-face interviews with recruiters are more than you may think! Here are 10 reasons to take that interview and increase your chance of getting the next job you’ve been wanting.

  1. Your Recruiter Will Remember You in the Future. Science shows that we remember faces far easier than we remember emails.  🙂
  2. Face-to-Face is Second-to-None. There is simply no technological replacement for face-to-face interaction… including Skype/video interviews!
  3. Get Across What Your Resume Can’t. Communication is over 90% non-verbal.
  4. Your Recruiter Will Better Understand You. Inevitably an unknown skill or strength of yours is going to come out in a face-to-face meeting.
  5. It Will Help Your Recruiter Sell You. Recruiters are not only interviewing you, but also working to provide the strongest presentation of your skills and attributes to the end client. You have a mutual objective.
  6. Its great practice! In today’s business market, IT skills are not enough.  We should use every opportunity available to hone communication and networking skills.
  7. It’s Efficient. Relationships are built more quickly, strongly and efficiently in face-to-face meetings. Recent surveys have shown that it takes five Skype/video meetings to equal one face-to-face meeting.  It’s a safe leap to surmise that the number of emails required to do the same would be incredibly high, and very likely still not reach anywhere near the same level of rapport.
  8. Build Trust. Face-to-face meetings foster a greater sense of trust and commitment to honesty. People are able to “dehumanize” written email communication.  Most people are committed to doing right by others, face-to-face meetings foster relationships which allow for the humanization of the communication, therefore resulting in more people doing the “right thing”.
  9. You will learn something valuable. It is almost impossible for two professionals to communicate without learning something. Recruiter and contractor meetings/interviews offer a great opportunity for each to learn about the others profession and craft.  We are working together in the end!
  10. Meeting with people is FUN! Approach these sessions positively and with enthusiasm and hopefully it will be remembered as a very positive experience.

Contractor Quick Poll: Hearing from recruiters?

How do you prefer to get job opportunities from recruiters?

A couple years ago, we asked Eagle’s recruiters about their preferred method to be contacted by IT contractors and passed it on to help our readers understand the most successful ways to build a relationship with a recruiter. Not surprisingly, we learned that everybody has different preferences for being contacted, based on their time management and organization processes.

This month, we’re curious to learn more about technology independent contractors and how they prefer to be contacted by recruiters at staffing agencies regarding new opportunities. What’s your preference in most cases? Do you like to hear a voice so you can ask questions immediately? Would you rather an email with the details or a text with a brief overview? Do you like to be contacted on LinkedIn? Or would you prefer to do your own searching and reach out to the recruiter when you find something that interests you?

Why Share Your Compensation History with a Recruiter?

Alison Turnbull By Alison Turnbull,
National Delivery Manager at Eagle

Should You Share Your Compensation History with a Recruiter?I came across an article recently that was quite interesting to me personally, and it certainly seemed to be a contentious topic with 488 comments, 6200 likes and 1364 forwards in a few short weeks.  Apparently, (and previously unbeknownst to me), Massachusetts recently passed a new bill preventing employers from requiring salary histories from job applicants.

As a recruiter with 20 years of experience, most of that in permanent placement (in both retained and contingent firms) I found the commentary very interesting.  Most who commented very passionately agreed that recruiters had no right to ask for compensation history, and felt that the ask was ‘unethical’ and a means to get a candidate to the lowest salary possible.

It is very rare that I have had a candidate flat out refuse to share their compensation information with me, but it has happened on occasion.  It always makes me very reluctant to represent them as I find it difficult to effectively negotiate on their behalf, and it often leads me to wonder whether they are looking for a substantial increase over their current compensation that may be outside of the norm.

I always explain to candidates that the initial compensation conversation is between us, and how I choose to position that to an employer can and will be discussed and agreed upon with their input.  As much as I’m unwilling to just throw out an employer’s ‘range’, I’m as unwilling to invest the time in representing someone to a client without having a full understanding of their motivation, expectations, and employment history (including compensation).

It is not unrealistic to expect a substantial increase in some cases and if it is justified, particularly if there are extenuating circumstances like relocation, being long tenured within one organization, niche areas of expertise, an imminent increase or bonus, or just being a passive job seeker who is completely content where they currently are.  If someone’s expectations are beyond what would be considered standard, I can justify that to an employer if I have a full understanding of all considerations involved.

Obviously, it’s important for a recruiter to understand that your expectations are in line with an employer’s range before time is invested on all sides, but should the history of what you have earned be a factor of consideration?  Or should the market rates, your experience and the employers range be the only criteria?  I welcome your thoughts/input below.

Deciphering 3 Common Recruiter Calls and Emails

By Brendhan Malone (Vice-President, Central Canada at Eagle) and Graeme Bakker (Recruitment Team Lead at Eagle)

Deciphering 3 Common Recruiter Calls and EmailsRecruiters know that contractors get tons of calls and emails throughout the day.  Recruiters also know that time is valuable and we want to make the process of finding your next contract as stress free and smooth as possible.

Once you’ve decided on your staffing agency with the best candidate experience, it’s important to know exactly what your recruiter is looking for when you receive these common phone calls or emails:

Scheduling a Phone Interview:

When a recruiter calls or sends an email about scheduling a phone interview they just want to make sure these three things are a go:

  • You’re available to do the phone interview at the time the client has provided.
  • You will be in a location with no distractions or phone issues.
  • Let the recruiter know if you want to touch base to discuss anything prior to the phone interview. Reply with a couple times that you are available to prep and the recruiter will appreciate being able to work around your schedule.

Interview Feedback:

When a recruiter calls or emails you for interview feedback, this is why they’re doing it:

  • They want to know if it was positive for you and if you’re still interested in continuing with the process. If you are positive about the interview and more excited about the opportunity, your recruiter wants to relay that information to the client.
  • If you have negative feedback or any questions/concerns about the interview, your recruiter wants to know about it. This way they can answer any questions you might have or smooth over any concerns you have going forward with the process.
  • Eliminate any surprises. The recruiter wants to confirm the possibility of any other offer or opportunities on the table.  Are you more in favour of this role that you interviewed for than another?  Would you accept this opportunity should they come back to us with an offer?  The recruiter wants to make sure that you don’t miss out on any opportunities.

Resume Review:

You’ve received a call and/or email from a recruiter about a role.  You’re interested in the role and are qualified for it.  You just sent the recruiter your updated resume, so why does the recruiter need to chat with me?

In this competitive MSP driven job market, what is in your head NEEDS to be on the resume.  The person first seeing your resume and determining if it should go on is very rarely the technical manager responsible for hiring.  Recruiters know we can leave nothing to chance in this environment.

  • Recruiters know that if you are a front-end developer, you have experience with HTML and CSS. We might not be that technical but we know that!  If you have 10 years of development experience and 8 years of HTML and CSS experience it needs to be in the resume!
  • We know it can be frustrating to answer basic questions about your skills and then add it to your resume, but recruiters are doing it for your benefit. They know that if they don’t correctly put where you have had this experience send your resume won’t get past the gatekeepers and over to the hiring manager.
  • If you get back to the recruiter with a couple minutes to chat and answer those questions you will have the benefit of knowing you are hitting all the marks described in the job description. As an added bonus, your staffing agency will l have an updated resume on file that is correctly updated.

Understanding what’s inside a recruiter’s head may not always seem simple, but it’s easier then you may think. In the end, we all share the same goal of getting you placed into the right contract. This insight into these three common conversations recruiters have with you will let you stop trying to read between the lines and focus on your business.

Liar, Liar…

Morley Surcon By Morley Surcon,
Vice-President, Western Canada at Eagle

Liar Liar

Shocking news — people lie!

There are many, many sources on the web showing how prodigiously people fib on their resumes and social profiles.  One such article suggests that over half of resumes and job applications contain falsehoods.  Misrepresentations can range from job titles and dates of employment to out-right lying about where one has worked and the education that they have… and everything in between.

In a slower economy, where there are more applicants than jobs, staffing agencies have witnessed a greater “stretching of the truth” by some independent contractors.  For example, something that our company has been calling “resume blurring” becomes much more common.  This is less of an outright lie, but more of a stretching of the truth.  Resume blurring comes into play when people re-write their resumes to broaden the types of roles for which they might be a fit.  For example, an IT contractor who has been a Project Manager might now have a resume that appears that they’ve got a lot more Business Analysis experience than they really do, or vice versa.  As the two roles work so closely hand-in-hand, it is often difficult for clients and employers to weed out the candidates that kind of know the job versus the ones that have actually been doing the job and are experts at it.

Other times the deceptions are even more blatant.  We have seen instances where contractors actually “buy” resumes and other people take phone interviews for them to win them the job.  We’ve even had someone complete a skype interview for another person!  (That’s a harder one to pull off)  Regardless of what the falsifications are, it comes down to the fact that there needs to be a much deeper level of due diligence completed by recruiters.  Honest contractors deserve a fair shake and the only way this is going to happen is through deeper background and reference vetting.

Again, when the economy offers fewer jobs than there are qualified applicants, companies often feel that they don’t need the services of employment agencies as they can gather more than enough resumes on their own.  But given the propensity of some people to embellish or outright lie on resumes/applications, this is the time when they really need a good staffing agency partner the most.  At Eagle, over our 20 years in business, we have come to know a large percentage of the independent contractors in the market. We’ve tracked their careers and we have relationships with many that span years.  We know these technology professionals, we know what they do and have done, we know that they are the “real deal” and we share this information with our clients.  And for contractors that are new to us, we complete a series of interviews, background vetting and reference checks before sharing their information with our clients; in this way, we get to know them and ensure they are what they claim to be.

For the reasons listed in the paragraph above, honest and professional contractors should make it a point to build strong relationships with their recruiter partners as we can be the voice of reason helping you to compete with the desperate people (or outright charlatans) in the market.

Have you witnessed any new or innovative ways that some people try to fool their way into jobs?  I encourage you to share your stories below!