Welcome to 2012

Here we are at the beginning of 2012 and a year that I feel will be pivotal in redirecting the recruitment industry and its function within the Enterprise space. We are set for a truly game changing 12 months and one where I feel the candidate will be realised as an asset again rather than a commodity (I will share more on this unstoppable journey in my next blog).

Let’s take a quick look at the changes that took place over the last 12 months across other sectors so we can realise the pace of change.

Cloud Infrastructure
We entered the year with the adoption of cloud computing as a viable option for infrastructure (IaaS) or platform (PaaS) software.

A year that saw many leading IT vendors plaster “Cloud Computing Solutions” all over their websites while, behind the scenes they were actually creating their cloud value propositions.

There have been some interesting challenges in this space with traditional software vendors pitching existing solutions rebadged as cloud offerings competing against true cloud vendors with leaner, more agile and innovative value propositions at a lower cost.

Cloud v’s Licence Software
Many traditional vendors chose the acquisition route to gain cloud solutions rather than developing their own which I believe is the option if they are to gain a foothold early on. Oracle (ORCL) purchased InQuira and RightNow Technologies (RNOW) and the widely publicised overpayment by SAP (SAP) for SuccessFactors (SFSF). This is a trend that I feel will continue for some time while traditional enterprise software vendors complete their cloud stack.

My main concern with this is where will all the traditional Enterprise software go? What will happen to the revenue allocated to traditional Enterprise software licencing? Will it end up in a virtual warehouse somewhere gathering dust like it does within many government departments who have bought licences but never install them? I guess we will have to wait and see…

Smart Phones
Anyway, moving on during February 2011 it was reported that Smart phones outsold PC’s for the first time in history (100.9M shipped worldwide during Q4 2010). This was a year earlier than some predicted which has created a new channel for customer engagement and due to this unexpected growth this is an area where skills are still scarce and demand is high.

Mega Trio Cloud, Mobile and Social
The Mega Trio of cloud, mobile and social became firmly embedded in retail strategy ensuring a more unified approach to multichannel retailing. There are definitely skills shortages in this area at a strategic level with the majority of the talent pool client side rather than on the consulting side.

Big Data
The rapid growth cloud computing, mobile and social commerce has injected pace, change and energy into the business community that is set to develop even further. This growth has created a new challenge, BigData as it is now known, the cloud name for BI (business Intelligence).

Whatever you decide to name it, (Big Data or Business Intelligence) the ability to analyse data acquired across cloud, mobile and social allows enterprises and retailers to harness the real power of this mega trio. This ultimately provides visibility across the main customer touch points, providing access to a more targeted approach that reduces costs, improves brand recognition and increases performance across all areas of the business.

Ninety per cent of the data in the world today has been created in the last two years alone; Big Data is a major sector ripe for acquisition during 2012. As we saw before with cloud computing many leading vendors are already marketing Big Data propositions on their websites in a bid win the early adopters.

Mobile in Recruitment
Will 2012 be the year of the Mobile for recruitment both for the employers and recruiters themselves? Many experts are citing different opinions for 2012 although all are endorsing its potential. I think there will be a few disruptions this year in the use of mobile for recruitment and I am conducting a survey this month to establish demand for these solutions. Click on the link to complete the survey.

Best Exhibitions of 2012
Infosec - Infosecurity Europe - Always exciting
TFM&A – Awesome
ad:tech - Most energy

Worst Exhibition of 2012
Cloud Computing World Forum – Dull, not because of the exhibitors or the speakers it was the atmosphere. The contrast between the most exciting thing happening on the planet Cloud Computing and the uninspiring atmosphere as you enter Cloud Computing World Forum are worlds apart. Common organisers get some energy in there…

Most amusing Exhibition of 2012
Appsworld – No App for the exhibition – you still receive a paper brochure on entry – over 50 exhibitors and no one thought to sell them an app for visitors to navigate and plan for the exhibition or even select potential suppliers. Awesome exhibition though, shame about the app!

Best community 2012
CloudCircle “These people get it”. They know their subject and they have a talented and highly knowledgeable network. They raise thought provoking questions that are based solving challenges rather than empty content that only deals with the hype.

Most inspiring speaker on cloud issues and challenges has to be Simon May from Microsoft (yes Microsoft) high energy and always able to answer any question thrown at him by the audience.

Predictions for 2012
The winners will definitely be cloud infrastructure, eCommerce especially in Multi-Channel Retailing, cloud applications that capture social behavioural trends and massive growth in Big Data. I also think there will be some game changing disruptive technologies emerge in towards the second half of 2012. More info on Disruptive Technologies see Gartner’s 10 Most Disruptive Technologies – take a look at the technologies Gartner analysts voted most likely to succeed—at changing the face of business.

Oh and can everyone please limit the use of the phrase Anything as a Service (AaaS) in 2012; right amount of letters just too many A’s and not enough S’s in my opinion. I have just read an article in the New York Times (NYT) blog titled - Will Amazon Offer Analytics as a Service? – Providing analytics has always been a service. Anyway gripe over, may I wish you all a very prosperous 2012, despite all the reports of doom and gloom 2012 looks like it is set to be a winner for many!

And finally…

Augmented Reality
I am also looking forward to seeing some exciting developments and the different uses of augmented reality an area of great potential for the creative minds. I have created a simple one here.

You will need an iPad 2, iPhone 4 or Android Smartphone to install the Aurasma App, it’s free and you can have loads of fun with it.

Once installed just open the App and hold it over the image at the top of this blog post. This one is just a bit of fun but this technology has some serious potential too.

Now, it’s easy to get it…

1) Open this blog post on your device and click the Aurasma link below or copy and email the link below to your device and then click on the link.
2) If you don’t have Aurasma installed, the link will take you to the iOS App Store or Android Market; install the app then come back and click the link again.
3) The link will launch Aurasma, and share my Aura with you (which may take a while depending on your network speed).
4) As soon as the sharing is complete, follow my instructions above to find it.

Aurasma Link

Aurasma allows you to see the world differently where everyday objects can become animated when viewed through an iPad 2, iPhone 4 or Android Smartphone.

Multichannel retailing - Will retail be consumed by the cloud?

I have a few questions for you…

Multichannel Retailing - Will retail be consumed by the cloud?

Who will master the mega trio of cloud, mobile and social commerce?

What will happen to the high street or for that matter the out of town stores?

Will we see cybercafés in-store in an attempt to control purchases with in-café subliminal messaging visible while consumers shop online?

Multichannel retail customers have provided more profit than single channel customers for over half a decade now. Traditionally each channel has become its own profit centre with allocated revenue streams. In what looks like it could be a relative low growth market over the next few years, who will master multichannel retail to increase revenue and gain market share or will each successful channel be at the expense of the other by merely re-distributing the existing revenue.

Capturing the transactions of the multichannel retail consumer has to be the most critical element facing retailers in their bid to reshape their business model and value proposition.

With Multi-channel retail consumers spending over 80% more per transaction than traditional in store purchasers, identifying the touch point where the consumer has made their purchasing decision has become more and more unclear.

As consumers buying behavior evolves and if the current growth rate continues on-line retail will account for 50% of total retail sales in the next 10 years.

Change is happening and it is happening now making eCommerce Multi-Channel retailing one of the most exciting times in the history of retailing.

#cloud #mobile #socialcommerce #cybercafés #online #multichannel #multichannelretail #eCommerce #mobilecommerce #mcommerce #iphone #smartphones #mobilemarketing #mobileretail #JPE #JohnPaulTointon

185% increase in people who earn over £1,000,000 in the UK

I came across an old BBC article from July 2009 “Just what is a big salary?“ which raised some questions in my mind, especially after going through a recession. . .

• What have people earned throughout the recession?
• Have their earnings been affected?

No matter what earnings bracket you are in you can all share the same interests and one of these interests can be the common denominator between people in different salary brackets. However, in many cases this is where it stops, because having money enables you to do the same things as people who don’t, you just do them in a different way.

• You travel in club or first class
• Your tailor comes to you
• You have upgraded your holiday accommodation
• You sit in a box not in the stalls

This then poses a different question and one I am keen to find the answer to because if I can publish the things you can do by moving up a salary bracket it may inspire and motivate others to achieve the same. This in turn will add to the wealth of the companies that employ these people.

If you have moved up into a higher salary range
• What has this increase earnings enabled you to differently?
• What similar things do you do now that that you did before but now you just do them in a different way?
• What things haven’t changed?
• What new things do you do?
• What was your first extravagance, a Patek Philippe watch or a Lanvin handbag, Christian Louboutin or Oliver Sweeney shoes, a second home or mansion, a car or even a boat, a helicopter or dare I say a plane?
• What do you do to make sure you stay on the top of your game?

To enable me to collate your answers I have created a series of closed groups on LinkedIn for different salary levels please join the group and answer the questions. Alternatively if you would like to remain completely anonymous please email me directly and I will include your answers in the survey while keeping your anonymity.

I will be publishing the results for each group within the group plus publish an overall summary and please be assured I will not disclose the identity of anyone who has taken part.

£150k+ Club - The Top 1%of people in the UK
£200k+ Club - 138,000 earn between £200,000 and £500,000
£500k+ Club
£1M+ Club - Top of the tree are the 13,000 taxpayers who earn more than £1 million. Interestingly, this has rose by 185% since 2007

2011 3rd Annual Cloud World Forum - Review

Having attended #InternetWorld recently and experienced the energy within the atmosphere there, I can’t help feeling the energy and buzz around #CloudComputing didn’t quite reach the #CloudWorldForum and I am not sure why. The event was professionally organised, the speaker’s content was informative, the attendees were in abundance and there was a range of relevant market leading exhibitors (101 according to the floor plan). Maybe that’s it, maybe it’s not who is exhibiting it’s who’s not exhibiting.

The world of #CloudComputing has created a new virtual economy which is exciting and lucrative for the vendors and provides customers of the cloud with a simplified solution combined with huge cost savings. I won’t go through the why’s and wherefores’ regarding the transition of the cloud from .asp to #OnDemand (which actually took a battering in the stock market during Q1 2008 when The On-Demand Index was down approximately 30%) then briefly to #SaaS before the birth of the phrase Cloud Computing as I don’t believe the name Cloud Computing is responsible merely the rate at which customers are purchasing services and solutions over the net.

So when all is said and done, when you are subjected to the Buzz around the Cloud Computing market place the energy is definitely there in force. However, I am not sure that some of the major vendors within the enterprise computing environment have yet perfected their cloud proposition and in some cases maybe apprehensive in their approach. This could possibly be due to the effect this could have on their existing value proposition, I am not sure.

What I am sure of is the phenomenal rate at which the new breed of cloud computing vendors that have started their business in the cloud creating new solutions to existing problems are growing and existing traditional enterprise software vendors, that haven’t perfected their cloud value proposition need to make their mark now to avoid loss of market share.

When Microsoft launched the Windows phenomenon the world changed and they dominated the applications market with MS Office, the only competing product was Lotus SmartSuite and for most PC’s MS is still the operating system of choice today. Well, now the operating system is the cloud and the competition is vast and constantly growing with new exciting innovations round every corner. The time is now and it’s on a first come first served basis.

If we look at the old sales adage of saving customers money, making customers money or saving customers time cloud based solutions on the face of it would appear to solve all three. The only thing left is the buyers’ confidence in the solution. Maybe everybody is just getting onto the right gear before they attack the market place. It will be interesting to experience the event next year and see the difference.

Finally congratulations to the winners of the 2011 Cloud Computing World Series Awards, who were each presented with their awards at the 3rd annual Cloud Computing World Forum.

Best Cloud Application
WeAreCloud/Bime

Best Cloud Management Solution
Abiquo

Best Cloud Platform
CA Technologies

Best Cloud Service
Microsoft

Best Cloud Storage Solution
Pillar

Best Enterprise Solution
Savvis

Best Security Solution
Navajo Systems

Best SMB Product or Service
Rackspace

Best Start Up
OpenStack

Virtualization
Hexagrid

Customer Experience Management (CEM) Vendors appear a hot favourite for investors… Have Cloud based CEM Solutions vendors given their sales people the advantage when competing against CRM Vendors?

CRM software empowers agents to manage customer relationships for their company with the main focus being very much based around increasing sales smoothing the process for the company rather than improving their customers’ experience. This inside out approach has led to the birth of Customer Experience Management Software (CEM Software) the outside in approach which looks at creating a positive customer experience across the three main touch points of customer engagement the web, the telephone and face to face. Smoothing out the process for the customer will lead to increased sales and repeat business especially for companies who are selling on line.

The internet has empowered the customer to make their decision based on their needs rather than the needs of the organisations they buy from. With the UK e-commerce technology market pushing £600M in 2010 and B2C (Business to Consumer) projected to reach 1 Trillion globally by 2012 while B2B (Business to Business) spending is set to exceed this considerably making Customer Experience Management one of the hottest prospects in IT software sales today.

When you combine this with the fact that these services are all delivered via the cloud and the cloud computing market has grown by over 20% a year through a recession and all the leading analysts say this growth is set to continue at an even higher rate over the next 5 years your earnings potential will be limitless.

Social Networking - Is This The death of the recruitment industry?

Finding candidates has never been easier. Is this the beginning of the end for recruiters?

With the success of social and business networking sites over the last few years finding candidates has never been easier.

Whether you link them in face them out or have tinkle with twitter accessing potential candidates is now just a few clicks away. It’s not just the ability to immediately access candidates; the sheer volume of people you can identify has increased in its thousands. Immediate access to hundreds of millions of potential Candidates free of charge must mean the beginning of the end for recruiters, is this “the death of the recruitment industry”?

When you combine this with low cost job boards and online recruiters charging fixed fees it surely must be the end for Professional recruiters who are charging 25-30% fees.

Twenty minutes writing an advert or preparing an e-shot of your vacancy, a couple of clicks of a mouse and hey presto you have it. Millions of potential candidates free of charge. All you need to do now is just wait for the responses to flood in, which in most cases can be immediate. Facebook has over 300 Million users, Twitter has 55 million monthly visits, LinkedIn has 45 million users and all are free to access.

No recruiters to speak to, no haggling over fees or payment terms to negotiate. In those immortal words of the Dragons Den’s very own ex recruiters James Caan and Peter Jones “I’m in”.

Let’s link, Twit and Face our way to millions of candidates without having to pay a fee.

No more phone calls from recruiters with someone who is the best person in the world ever (although they don’t look right on paper).

No more being badgered just many happy hours watching your inbox fill up with responses. It’s amazing! What value can recruiters possibly add?

The answer is…

Recruiters now add even more value than ever. Recruiters in their simplest form offer a find, funnel and filter service. Yes it’s correct that the finding of candidates is easier than ever and the volume of responses is far greater than ever before. And it’s this volume of responses that poses the problem as this makes the filtering and funneling a thousand times more time consuming than ever before.

Companies with a high volume of vacancies have to decide do they become recruiters or do they use recruiter’s services. Where the time to take a vacancy to market has reduced dramatically the time to taken in screening the responses has increased plus the people you have contacted passively may not actually be looking and this all boils down to time, your time. How much time are you prepared to invest in the screening process and how much money does this time cost you? You then have to control the process and more importantly the control candidate(s) which takes more even time (and dare I say it, skill). Is your opportunity really their favorite? etc. etc. Recruiters have a more holistic view of a candidate’s situation or circumstances and what are the deciding factors.
The focus of internal recruiters is to provide cost effective (more likely cost reducing) recruitment services; the focus of a successful recruiter is the reputation they gain by placing people who are successful. The question is do you want to save money or make money. Saving money may not help you make money or achieve your financial targets especially when you consider that a high percentage of candidates placed by agencies come from referrals and they are never on the open market.
Time and cost are important factors but what about the people you hire, do you want to hire the absolute best people available at the time you are hiring or if you forgive the pun the best people you stumble upon.

When companies are competing for survival hiring the best people available will help you maintain a competitive edge, save you time and increase your profits.

Why are recruiters reluctant to send CV’s?

As in my previous blog I do agree that the level of mud thrown at the wall in the recruitment industry is unacceptable. However, this shouldn’t mean that companies force recruiters to send CV’s first so they can assess them. Surely it would be better to meet the candidates face to face to identify why the recruiter presented the candidate for interview.

Companies could then build up a database of recruiters that have a high level of ability to assess and match candidates to opportunities.
If companies force recruiters to send CV’s the recruiters objective is to send a CV that will gain an interview NOT send the candidate that will be to most appropriate for the role.

Behavior, drive, energy, passion, attitude, presence and the desire to work for a particular company can only be evaluated in a face to face meeting and not on a CV.

I am not saying all CV’s are going to be wrong just direct the focus in the area that will produce the best results.

Click on the link below to see a short video that explains this in more detail.

Click here to see the video

First impressions count and so does interviewing face to face

First impressions count and when you meet someone for the first time it’s the first few minutes, first few steps and first few words that help you to formulate your opinion.

The handshake, the smile, the greeting, their personal presentation and how they carry themselves are all vital elements that make up a top sales person. This impression is gained before the interview even starts. This is the first impression that your customers will get of your company. The only way a recruiter can gain this vital understanding of a candidate is by meeting them face to face.

Without meeting someone face to face you cannot make an accurate assessment of their skills, abilities, attitude, desire, behaviour and passion for the opportunity they are applying for.

Recruiters that interview all candidates face to face will always remain ahead of their competition. When you compare a thorough face to face interview with a quick chat on the phone and a few questions based on the content of a CV the face to face interview will always produce superior results. The results to clients are outstanding compared with the hit or miss approach of recruiters finding CV’s on job boards and skills based matching then a quick call to say they have an been head hunted for a role.

I believe you cannot make an accurate assessment of a candidate unless you interview them face to face.

The internet has changed the way recruit it has provided new challenges and opportunities. The increasing number of recruiters that do not interview face to face devalues the service that professional recruiters provide. In its most simplistic form recruiters offer a find, funnel and filter service to their clients. This cannot be done to a high standard over the phone.

What motivates you more: finding the right job for a particular candidate or finding the right candidate for a client?

Top Questions Companies Would Ask a Recruiter

What motivates you more: finding the right job for a particular candidate or finding the right candidate for a client?

Response from JPE (John Paul Executive Recruitment).

Finding the right job for a candidate has to be the highest priority – if this is achieved, their success in the role will be greater and will also inspire others therefore benefiting the client. If a candidate is not motivated to perform in a role, they will soon quit, which can be costly for a company in terms of lost revenue, recruitment fees, salary and time.

Therefore, finding the right job for a candidate by default has to result in finding the right candidate for the client. Someone with the right attitude, who is motivated and has a desire for the role.

Do you understand my business?

Top Questions Companies Would Ask a Recruiter

Do you understand my business?

Response from JPE (John Paul Executive Recruitment).

There are two parts to this answer:

The first - Knowledge about a company (their competitors, their market and the product offerings within the market combined with the people/candidates available within the market) is invaluable.

The second - Some recruiters are exceptional at recruiting, their skill and knowledge being in recruiting and not necessarily the market they are recruiting for – any lack of knowledge of the market is outweighed by their ability to execute their recruiting campaign.

I admit the first part builds more confidence and is easier to evaluate by the recruiting company, but don’t underestimate some of the recruiters out there that have the ability to deliver outstanding results because of their skill in recruiting rather than their awareness of a particular market.

• Recent Posts

  • Welcome to 2012
  • Multichannel retailing - Will retail be consumed by the cloud?
  • 185% increase in people who earn over £1,000,000 in the UK
  • 2011 3rd Annual Cloud World Forum - Review
  • Customer Experience Management (CEM) Vendors appear a hot favourite for investors… Have Cloud based CEM Solutions vendors given their sales people the advantage when competing against CRM Vendors?
  • Social Networking - Is This The death of the recruitment industry?
  • Why are recruiters reluctant to send CV’s?
  • First impressions count and so does interviewing face to face
  • What motivates you more: finding the right job for a particular candidate or finding the right candidate for a client?
  • Do you understand my business?

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