Posted by Maureen Sharib
Are you a victim?
On June 5, 2008 in the MagicMethod Phone Sourcing Classroom Chat one of the participants remarked, “Let's say ... you've found some names and numbers via one of your tips or from Linked In or something. Now it's time to actually call the person. Sometimes - I freeze in just calling a candidate at a competitor's business.”
I then asked this person, “… I see - why do you freeze? That's the REAL question.”
To which this person explained that he felt he was always walking on egg shells when cold calling companies as a result of his company receiving threatening notes from lawyers regarding the activity.
“STOP calling our people or we’ll sue!”
In other words, this sourcer/recruiter had become gun-shy because of the (probably unwarranted) actions of others.
What is gun-shy in our business (sourcing)?
The Internet describes the terminology as:
1. Timid: extremely cautious, timid, or wary of taking risks
2. Afraid of loud noise, such as that of gunfire.
Both of these definitions might be applied to our business but I believe #2 comes before #1. First it’s the loud noise (and how we react to it) that sets our sourcing career course. We have two choices - we either shrink or rise to the challenges.
Somewhere in the chain of command in that Class Chat the indomitable Recruiting Animal piped in with one of his not-too-subtle complaints about my teaching methodology, offering advice by saying, “…but usually she tells you to just brush off your fears.”
The statement kind of took me by surprise and then I realized it does appear simple-minded. It is one of the core components to the advice I give but I would add to Animal’s observation by asserting that it’s not such a simple thing to “brush” off your fears. Sometimes you have to take off the coat they ride into each and every battle with you on. When you peel off the layers and layers of armor most of us carry around on a daily basis and lay it outside the door and stand, naked, in front of the mirror of ourselves, we are confronted with the reality of who we are. It’s not until we can do that without trembling can we even begin to reach the heights of which we are all capable.
I can’t do that.
Maybe it’s one of the reasons I’m always the first to tell everyone else how to do things, just like I’m doing here. But I’m working on things so there’s still hope. Maybe some day I can more fully take my own advice. But until then this is my way of working things out so please be patient with me.
Going back to the juxtaposition that I think the definition of “gun-shy” has in our industry, I believe there are numbers of people who feel threatened by the processes names sourcing brings to the table. Some of them, those with unmitigated gall to use the laws of the land as they see fit, send threatening letters, say nasty things, make negative inferences, judge, point and pillory our profession all because they have agendas.
What’s an agenda?
An agenda can be a positive thing – it can express “a program of things to be done or considered,” as one online definition puts it. It can encourage direction and fulfillment. It can also be an ugly, hidden and small-minded thing, expressed in negative statements and attitudes, as in:
“Names sourcers charge a fraction of what I charge for a placement – they’re going to put me out of business!” No we’re not, we want NOTHING to do with the refining process that you third party recruiters bring to the table – all we’re doing is providing the raw material – it’s up to you, and your prowess, to make things happen.
“Names sourcers are able to locate people inside our company so recruiters might call them and offer them other opportunities? We’re going to do whatever it takes (including bending the rules of engagement) to stop them!” This isn’t the answer. Instead of encouraging (and ordering) your legal staffs to send threatening letters where there has been no foul, bolster your workforces with fair wages, attractive benefits, talented management and challenging work. Look inward here, not outward. Pay as much attention to what’s going on inside your own four walls as you do outside.
“Names sourcing is a nefarious process engaged in by questionable characters.” No, it’s not and we’re not. Admittedly, the cloak and dagger persona that some organizations choose to attach to it doesn’t help but over time, they’ll eventually get the fact that names sourcers are a rarefied and fine bunch – an inquisitive body most of whom, like in other industries, seek to do good in the world. Don’t let those who want you to drink this nefarious Kool-Aid impact your organization – it’s the Kiss of Death in the competitive arena.
Some of whom spout this last assertion may be individuals in your own organizations who offer you this small plastic cup so that they themselves don’t have to names source, especially phone source! Don’t let them get away with it – either help them reach a new understanding by offering them training on the subject (yes, there is terrific training out here on the subject that will remove the mystery and their fear!) or by relieving them overall of the responsibility. Maybe there’s another place in your organizations where they might better serve. You can’t put a square peg into a round hole.
IF you want great names sourcers in a hurry, offer great remuneration. There are very few activities beyond names sourcing you can add to your organization that will produce more valuable results. Recognize and embrace this - this will go some way towards overcoming some of the reluctance your folks may feel toward the process but recognize this: It is no absolute assurance. A great names sourcer will show himself, eventually. It may take longer but he can’t help but expose himself – he’s like a shark that must swim to breathe. And like a shark, if you put blood in the water, he’ll show himself sooner.
"Internal doubt is not a pleasant condition, but an external air of certainty is absurd." ~ Voltaire
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