Table of Contents
To my father Eric Watson, an inspiration to all who knew him.
Loves last tribute.
ACKNOWLEDGEMENTS
I am indebted to so many people for helping me create this book, something that always seemed to me to be the logical outcome of so many years in recruitment. I would particularly like to thank all of the recruitment insiders who were so generous with their time, sharing their thoughts and experiences with me and broadening immeasurably the scope of the book. Thanks also to Louise Triance, who introduced me to areas of online recruitment where I had never been. While in Hong Kong I experienced the kindness of strangers, Jeremy Hobbins, Pieter Schats, Philip Eisenbeiss, Peter Dove, Chris Strachan and Oliver Hemmings. They each took time out of their hectic schedules to talk to me about their recruitment experiences, giving me invaluable insights into their corporate worlds and their individual viewpoints.
I am also very grateful to the whole Capstone team and in particular to Emma Swaisland for her belief in the topic and for retaining her critical perspective, keeping me on track. Thanks to Scott Smith, a role-model amongst networkers, and to Iain Campbell and Kate Stanley for their creative energies.
My love and thanks to the Hawkins family, Martin, Tom and Eleanor, who are always supportive, encouraging and patient, dutifully laughing at my jokes and never complaining when yet another weekend is lost to the keyboard.
Finally, thanks to all of the people I have interviewed over the years that have shown me that everyone has unique talents - all we have to do is identify them and use them.
FOREWORD BY MILES TEMPLEMAN,DIRECTOR GENERAL OF THE INSTITUTE OF DIRECTORS
The 21st century has brought with it a different and more challenging working environment. Daily developments in technology mean that the working day is now 24 hours and a person working in Shanghai is as accessible to us in the UK as someone working in Sevenoaks. Competition emanates from the four corners of the world and in this global, fast-paced environment, the UK has to continue to develop a leading and powerful role that will ensure it retains its position as an entrepreneurial and innovative business centre where ethics are strong and values run high. Businesses need to grow and they need to provide the financial resources that will allow the UK to continue investing in its infrastructure, its services and its people
We need to make sure that we are creating a business environment where there is support, the freedom to fail, the skills and the tools to do the job; but most importantly, the clarity of objective. If you give people a clear objective and say, Look, you find a good way of doing it, lo and behold, they will do it. The sure way to make this happen is to ensure that people are constantly learning and advancing knowledge and skills. People need to feel that they can express themselves and use their ideas without fear of failure. This way they will continue to innovate and both the individuals and business will thrive.
If you are seeking business growth, look for people around you who can help you develop your ideas. Use all the available resources in terms of getting the knowledge, building the skills, focusing in on particular areas. Great steps forward come from intense focus, and they dont come from anything else. If you want to get on in life and business, you have to say: Heres where I am going to go for it, and Heres how I am going to achieve it, and then concentrate on that.
Part of the remit of the Institute of Directors has always been to help businesses achieve their potential and this can only happen through the personal growth of people who run those businesses. What the industry wants from its universities is intelligent graduates with relevant skills who understand the economic drivers facing business and industry today, thus making sure that they are prepared for the workplace of today. We need a step change in performance at all levels if we are to meet the demands of the global business environment. The starting point of that excellence of corporate performance is high-performing individuals with ambition and determination, underpinned by a thirst for constant learning.
DRAMATIS PERSONAE
THE RECRUITMENT INSIDERS
The people listed below are all those who kindly shared with me their views on the world of recruitment, interviewing and job hunting. They are all people whose careers are focused on this area, in one field or another. You will find their advice, comments and contributions throughout the book on everything from CVs to confidence, rejection to resignation, networking to negotiating - and more. I hope you will find their insights as valuable as I have. Allow me to introduce them.
Andrew Harley, Management Consultant, Aquarius
After graduating in 1975, Andrews working career started in human resource management in pharmaceuticals and then in distribution. After a period with Merck Sharp and Dohme he moved to Rowntree plc in York where he specialized in the provision of assessment centres for graduate recruitment as well as development centres for senior managers. He then joined an HR consultancy and became their practice leader for assessment and development in the north-east of England and in Scotland. His work has included the design, development and delivery of assessment and development centres. He has carried out individual assessments and coaching assignments at board level for a diverse client base.
Sheila Burgess, Director, SBI International
Sheila Burgess is based in Paris where she has developed her business as a bilingual secretarial/PA Recruitment Consultant over the past 20 years. Her name is synonymous with going the extra mile. She is also known as the most frightening interviewer in Paris. Originally based in Brussels and London, Sheila now works closely with prestigious international companies to recruit les perles rares required by the Anglo-French workforce, i.e. fluent English/French speakers with strong bicultural backgrounds, the very practical qualities and skills associated with this kind of work and who are looking for long-term positions. A linguist herself, Sheila also works with a well-known UK-based international head-hunter and is involved in cross-cultural training sessions for management. In her spare time, she keeps bees.
Jane Chapman, Development Consultant, Financial Services
Jane Chapman has enjoyed many challenging and exciting years working in a large financial services business as a Development Consultant. She is both a chartered accountant and a psychotherapist and combines business expertise with facilitation and coaching skills.
Her coaching clients value her insight, interest and encouragement, and the vast knowledge and experience she brings to them. Her one-to-one coaching encompasses self-awareness, skills development and career and role changes as well as resolving difficult issues in the workplace (e.g. conflict, stress, under-performance).
Tim Elkington, Managing Director, Enhance Media Limited
Tim Elkington is the Managing Director of the online recruitment communications agency Enhance Media Limited, which he founded in 2001. Prior to that, Tim was Head of Research at Workthing.com and was part of the core team that launched the site from the Guardian Media Group. Prior to Workthing, Tim worked in the planning department of the
