You may have noted that I have not been posting to The Executive Update as frequently as 
usual in the past few weeks. That’s because I have been traveling, and as the saying goes, traveling broadens the mind. One of the things that travel has reminded me of is the joy of in-person interaction. Online networking is terrific, as far as it goes, but it is no substitute for a handshake and seeing people face to face.
Personal contact puts a different perspective on any relationship, especially in a job search. In a face-to-face situation, people tend to want to interact and be genuinely helpful. They want to be a hero, so in a group, if you say you have contacts who can help in a job search, the emotional stakes are much higher. Virtual connections are great, but it’s a different dynamic when you interact face-to-face, and it jogs the memory differently.
During my most recent trip, I had an opportunity to see a recruiter whom I have known for 15 years as a contact via phone and e-mail. Nicola James works with Thomas Brook International in Chicago and is one of those rare recruiters who goes beyond a mere job specification and actually works with the client to define the job specifications. She not only fills the order, but works to understand what a company actually needs, not just what they think they need in a senior management role.
One of the trends we discussed during our meeting was that all companies, large and small, have white elephants they can’t get rid of; senior executives who have been around for a long time but are no longer effective. These companies often don’t see is that they often start building a department around poor managers to make up for their deficiencies. In these kinds of situations, she will recommend giving the manager a different job that makes better use of his or her skills and then rebuilding the affected department. This is an organizational development approach to recruiting, and can be incredibly effective.
It’s refreshing to encounter a recruiter who has such a strong rapport with her clients and is not afraid to show a client a problem and deliver a solution. That’s what true consulting is all about.
So get out and meet more people face to face. You never know what you might learn.
