Confessions of an Agent - Obtaining leads
Tuesday, 1 July 2008
Step Ahead
Agencies are usually one step ahead of contractors. I have been asked to write a series of articles explaining how we do it.
I worked as a recruitment consultant for many years in several roles (yes, we do have different roles).
In fact, I actually placed the proprietor of this site [NamesFacesPlaces.com] twice (probably the only one ever to do so).
We have remained in contact for a number of years and I have been asked to spill the beans on some of the ways we had of staying one step ahead of the contractor.
Leads United
So, let’s begin!
I used to work on the lead generation section of a major IT recruitment agency.
We were not part of the sales force, so we didn’t actually have any contracts in our pockets ourselves. Very often those recruitment consultants who had clients were able to generate their own new work, but they still needed us to work out who was looking and for what.
We were a very successful team in generating new leads. In fact we used to term ourselves Leads United. We had two main ways of getting new leads:-
1) From clients
2) From Contractors
1) Clients
As far as clients are concerned, we used to look at the main ads in computer papers and job boards and try to match up the requirement with the companies that we knew and the skills that they had.
We knew most of the major clients and their skill sets and so we had a good idea who was advertising at any one time. If the client was advertising for permanent employees, then we would tell our sales force who would get in touch as regards permanent employees that we had on our books.
More importantly, we made a note of each of the clients and then contacted them a few weeks down the line to see if they would like any contractors – after their recruitment drive for IT employees had stalled and they needed people yesterday to work on their projects.
2) Contractors
As far as contractors were concerned, that was fairly easy. Most contractors don’t realise that what we use are tried and tested techniques. In fact I know some firms who actually train their Leads staff on how to do it, often with the aid of videos.
The idea is for one of the Lead Generation department, in our case the Leads United team, to call up contractors who were on our database.
We would check the skills that they had first.
Then we would call them saying that we had just the position for them with exactly the skills that they have.
Of course, they were always interested.
However, I have to say that this was only the bait and we didn’t actually have any jobs for them. All we wanted was information from them. There were two ways of achieving this:-
1) References
We would ask them for references and ask them who they were working for now. This was in order to find out the names of people at different companies who hire contractors, especially those who are hiring them currently.
If the contractor coughed up, these leads would then be passed to our sales staff, and the clients mentioned by the contractor would shortly be receiving a call to see if they had any current positions spare, and, if not, to ask them if they would contact us when they had a vacancy.
2) Fresh Leads
We would say to contractors that we were going to put their details through to several companies, but that it would work against the contractor if his or her CV appeared at the client’s company more than once.
We therefore asked the contractor to give us the names of companies where he or she had been for an interview, or where he or she had their CV sent. This was really useful stuff as it let us know which companies were CURRENTLY looking for contractors.
We would then be able to contact the companies and put our own candidates up against the contractor giving us the info.
A Bit Dodgy
I realise that this was a bit unfair, if not a bit fraudulent on the contractor, but it is standard practice in the industry, and if we weren’t doing it then we would fail to meet targets and they would just employ someone else to do it.
It also helped us to get other contractors work – although in saying that we didn’t usually generate new work from new clients. We were just finding our about requirements which existed already.
I think it is all a game and it is really down to the contractor to be aware of what is happening.
We used to call it getting contractors to drop their cheeses, after the Aesop’s fable of the fox and the crow, where the fox flattered the crow that he was a great singer so that the crow opened its mouth to sing, so dropping the cheese.
The Correct Response
So what should contractors do when they receive these calls?
Basically to realise that there is nothing in it for them, and those calling are possibly not even employed in contacting clients to sell them to them, but are probably just the Leads Generation unit.
They should tell the recruitment consultant who calls, that references will be provided when an interview is obtained, and that to avoid CVs appearing at a company twice, the agency should first give you the name of the clients, or at least a reference number for the contract.
Often the rec con will still cling on for dear life, but the contractor will do no harm to himself by simply putting down the phone.
Pretty Naïve
I don’t know why contractors are not better informed about these calls. To be honest, the Leads United team used to joke about it and say that it was like taking candy off of kids.
Contractors do seem very naïve in the main compared to more street wise recruitment consultants – especially when the rec cons have had training in ‘contractor conning’ techniques.
As I say, I am out of the game now.
I hope that contractors will find the series of articles useful, and they will be forewarned when crafty recruitment consultants come calling.
The next article will be called “Why we love First Time Contractors”.
This article originally appeared on the British contractor's website IT Contractor.
Agent X
Articles and advice on brainbox are for general interest only. You should never act upon anything you see here without first seeking professional advice. Please see our Terms & Conditions for full details.
Taking candy from kids!Have you actually tried this? I would advise against such an action. I expect a bit like prodding a comfortable, well fed, and happily imbidded politician. Withheld, 07/01/2008 07:59:40 PM
DodgyThat sounds like a very dodgy UK agency (in a bad market). It's pretty cut throat over there. Personally, I don't think even our most dodgy agencies in Australia have standard practices like this. You might get the odd amateur cowboy, but I hardly think it's widespread. For the most part, it's completely unnecessary - you deal with enough real candidates for real jobs, how hard is it to ask them directly about doing work with one of their former employers? Most candidates are happy to help because they know you'll look after them if the relationship is two way. Perusal, 07/01/2008 08:28:57 PM
UK marketLucky this is relevant to the UK market. Most recruiters here don't try such things on. We have tougher laws against unethical business practices than most other places in the world. That said bad recruitment agents are no better than snake oil salesmen. Only once has an agent truely fallen foul of me. They called up my current boss who said they had the perfect person for him, they then said my name and his response was "yes, he's already part of my team, I'll just go downstairs and get him". They hung up so fast it wasn't funny (actually it wasn't, my boss wasn't able to get the name of the agent). Luckily my boss was a good one and we had a laugh over it during Friday arvo drinks. Had my boss not been such a good bloke, it could have ended up with me looking for work on on Monday... anon, 07/01/2008 08:56:35 PM
ParasitesSome recruitment agencies behave like this in Australia, I've run across a few of them. I don't give them any details and they have to crawl just to get a begrudging "No thanks, not interested in giving you MY leads" to them. I have to say that just slightly off topic, I am really tired of receiving spam email from Indian web companies looking to steal leads from my web business too. Snu210, 07/02/2008 09:45:39 AM
experienceMy experience, At about one month before end of contract time I start to look at the job ads. I then ring up agencies who advertise them, on more details, like project type, expected length, technology used ect ect. But only give a skill set and not the current contract Im working on, only the previous one. I say I cant disclose this at this time due to company policy, which is crap. Then what i do when they flood my inbox with offers, i respond with : 1. Nope to small. 2. Nope to crappy. 3. Nope not enough money. 4. Nope not in an area thats convenient to me. 5. Nope the culture is rubbish. 6. Nope F%$#& off I try to use the attitude: is it good enough for me and is it worth the $$$’s because I wont get up out of bed for less than $1200 per day. I don’t like working on rubbish web shops or any thing to do with the web. MC Macca, 07/02/2008 05:44:42 PM
web dev workagreed, im not interested either. boring, boilerplate. done a couple of projects, no more thanks. these agent tricks are well known. come on! i know 2 honest agents, 1 here in Oz and 1 in London. i only deal with them brownie, 07/02/2008 08:16:07 PM
A keeperIn my 15 years of contracting I have come across only 1.5 agents I can trust. I take him with me wherever I go (where possible). He offers me new roles and if I find one first (via word of mouth, Linked-in or another agent) then I get him to arrange everything (as I said, if possible). Yes, it does sound quite unusual - but this kind of stuff doesn't happen overnight/often. Timing and luck. We regularly catch up over a coffee or lunch and discuss what's happening in the market (we swap gossip). Strictly business. This is all about to end, though as I am going for a permie role. Who knows: I may use him to recruit for me some day. Laz, 07/02/2008 08:50:26 PM
(*dry retch*)erm. I have just re-read my post, above. Does sound sickly ... kinda creepy. Oh well. Sorry! Laz, 07/02/2008 08:55:50 PM
IllusionLaz appear fall victim to agent illusion best wakes to realitys. Agent seem hugs as friend but take wallet from back pocket. Chameloen of less colors. Agent's if able even place sale on grand mother's and lonely daughter. Aussie agent maybe most dangerous in world. Contractor best be warned with high suspicious. Great Leopard Business Master Great Leopard, 07/02/2008 09:11:15 PM
All the U.KHappened to me during my 5 year stint in London earlier in the naughties. In hind-sight its a smart trick but only really works on junior contractors. Belair, 07/02/2008 10:51:28 PM
everyones going permie, right?I spoke to an agent friend yesterday - apparently fin markets is dive bombing in Sydney. I've heard the same from my other agent pal in London. Gotta be permie till 2009-2010 I think? brownie, 07/03/2008 07:55:08 AM
permie || contracters == losersA leopard doesn't change it's spots. Permie or not permie ,They are always losers! Gloomyshoes, 07/03/2008 08:08:56 PM
oh dear! i knew something was missing in this thread. and here we go again... the trademark gloomy post :d noby, 07/03/2008 09:52:09 PM
I've changed my mindGloomy has been right all along and I've been wrong. The market is nosediving and I wish I'd followed Gloomy's advice. brownie, 07/03/2008 10:09:51 PM
you sad tossersomebody is posting under my name again yet they have been using Capitals - gloomy methinks why farkin bother? if your going to write something under my name why not make it something interesting? to be honest, i will stand up to anything i write on here, so i've included my email address there you go geezers why bother posting under someone elses name, you pathetic little **** brownie, 07/03/2008 11:34:55 PM
Yabbasomebody stop me talking to myself! brownie, 07/03/2008 11:53:33 PM
Re:I've changed my mindMe too! mc Macca, 07/04/2008 08:59:33 PM
Every bunch with oneLeopard believe Brownie correct. Dr Gloomy recent behaviour show most likely brownie imposter culprits. If true not action of man. Every apples bunch to have one rottens. Great Leopard, 07/05/2008 06:42:11 PM
Post a comment
Comments are added by users without any intervention by Brainbox. Brainbox does not take any responsibility for anything that appears here. Go to our Terms & Conditions for full details.
|