| Recruiting From Direct Competition - Not Always the | | | | this type of hiring. We do not. Additionally, when I get |
| Best Way to Go | | | | these types of requests, one thought comes to mind. |
| I want to start off this article by saying that your | | | | Why does this client believe that their competition is |
| competition should be your enemy. Competition is what | | | | better than their company or has more talented |
| drives competition. It feeds on itself. If you are looking | | | | employees? If you can identify specific reasons why |
| to hire one of three main competitors for a sales | | | | your company falls behind others in the industry, focus |
| position, there is something wrong with your company | | | | on making internal improvements. These internal |
| mentality. | | | | shortfalls can include your products or services, your |
| "The wise learn many things from their enemies." | | | | management team or your sales representatives. If |
| - Aristophanes | | | | you have the perception that the competition is better, |
| About once a month, our recruiting firm receives a call | | | | undoubtedly there are some issues which need |
| from a company who wants us to find them an | | | | immediate attention within your organization. |
| employee from a few specific companies which | | | | Then, only after getting the aforementioned done, |
| happen to be their direct competition - usually, they like | | | | consider bringing someone in from the outside. Though, |
| to target about three. More or less, these potential | | | | be smart and find someone better than what the |
| clients want us to cold-call into their competitors' | | | | competition has. In business, hiring a competitor is like |
| offices and target every sales person at these | | | | having dinner with the enemy. More times than not, |
| companies in order to solicit the job to them one by | | | | bringing in a competitor make your current employees |
| one. Without exception, we turn down these requests | | | | uneasy. Also, the sheer willingness to from competitor |
| as time on our side would better be spent throwing a | | | | to competitor (corporate traitor as such) does not |
| baseball in the park. Many recruiters will attempt to fulfill | | | | allude to the fact that this person is exceedingly loyal. |
| these requests by having their lower level employees | | | | That's not always the case, but it's harder to convince |
| begin harassing sales representatives at these target | | | | somebody that you are not a criminal while wearing |
| companies with frequent emails and phone calls. | | | | handcuffs. Each business is unique and has its |
| When it comes to this facet of recruiting, let's face it: | | | | strengths and weaknesses. Different does mean |
| nobody in their right mind (and our competitors are | | | | better or worse. Celebrate your company's own |
| smart enough) is going to have their "A-Squad" | | | | distinct way of operating. |
| cold-calling every sales representative in a company in | | | | Finally, even if you are able to find an employee from |
| the hopes that someone will move from Maryland to | | | | a direct competitor who is willing to interview for the |
| New York because of a $10,000 signing bonus. When | | | | position, you have to consider why they might be quite |
| trying to recruit from the competition, recruiters and | | | | eager to leave their current company. Our recruiters |
| employers are bound to run into several problems. | | | | have often found that the sales representatives who |
| Also, the majority of the time, beginning an employee | | | | are actually interested in leaving their job are either |
| search with these parameters ends up doing more | | | | performing poorly at their current firm or have |
| bad than good; this is for all parties involved. | | | | alternative motives for having a conversation with |
| Upon getting a phone call from a new client who, | | | | someone within your business. Be careful of |
| unknowingly to me, represents a firm with these | | | | "candidates" who are just fishing for inside information. |
| ghastly HR ideas. Though, it is nice of them as they | | | | Treat your direct competitors as the enemy and don't |
| don't waste my time. When it comes to an "employee | | | | be envious of what they have. Focus on beating them |
| stealing" account, before the full conversation begins, | | | | at their own game. |
| the person on the other line promptly inquiries if we do | | | | |