Get Hired 3: What not to tell your consultant

There are good consultants and bad consultants, and how do you know the difference? Apart from the names which are well known in the market, or if you are going to someone with a reference, then there are some straight points which will tell you if you can trust your consultant to get the best for  you.

1. Their website: will be world class, will give you list of people they have and their expertise

2. Their clients: will be usually listed on their website. A good consultant will have a mix of all industries and all types of clients, but will definitely have clients who demand the best out of their vendors

3. The seniority of candidates: this might be biased coming from me, since I am an executive search consultant, but here's the truth. A placement firm provides CVs to the client by the dozen. An executive search firm usually checks your background, does the due diligence, and then calls you to ask your opinion on the job. Only when you are fully convinced, is your profile sent to the client. As such this is a much longer drawn process, taking up to a working week, and hence, the number of profiles sent to the client is very less, sometimes 2-3 at one go. But your profile will no doubt be relevant to the position on offer. Thus, this very detail makes the process to get hired one step closer.

4. Communication- written or oral: A good consulting firm will have impeccable mailing and communication procedures. The documentation will usually be templated, hence all details are neatly arranged for quick reference. Oral communication is supposed to be clear and lucid, detailed and informative, as well as transparent. Confidentiality MUST be assured.

Once these basic criteria are met by the consultant, one must keep in  mind that one must not keep anything secret between you and your doctor, lawyer and consultant. It might come back to haunt you later. A good consultant will send an analysis of your profile to the client company to give your match to the role and culture of the company. Hence you have to answer all questions. A good consultant will make it clear that nothing confidential need be told at this level. Hence all figures (present company turnover, department revenues, client size, client names etc) may be approximate and names may not be revealed. 

A few days back I got to interview a lady from a big IT firm living in Hyderabad, wanting to relocate to Mumbai. She was at a Senior Manager level. I mention this to show the seniority of the person. We usually ask the family details of the person, male or female. If the person is married, what the partner does, if he/she has children. This is not just for curiosity, if there is relocation required in the position in question, these details become imperative. Like it or not, a person with 2 kids of school going age might not want to change cities, while a singleton who is married with no kids, might find it easier. Kids' age matter, since school going kids will have more problems relocating, than toddlers, due to more than one reason, finding good schools,  or getting torn from established friend circles.

We have asked these questions to every one till date and very few people do not understand that as a consultant it is important for me to know your family history. In job interviews in colleges, students are sometimes asked about their parents, their interests, even the type of music they have listened to. This establishes the cultural and social background of the candidate and will determine the match of the candidate to the over all ambiance of the company they want to join.

Anyway, this particular lady who is 40 years old, took offence when I asked her if she is married. She told me " I am 40, I better be married". Taking offence at being asked about marital status is very feminist, however her statement clashes wildly with feminism. How is being 40 equated with marriage? What will the 40 year old single women of the world have to tell her? I assured her that I am not trying to be personal, it is part of our evaluation process. I should have stopped there. But I went ahead and asked about kids. For the next half hour I had to hear a one sided tirade about why I should not ask this question and how offensive it is. I told her, "Maam if you find it offensive, please mention that and you dont need to answer it."
Truth is, these informations are necessary for us to overall understand how difficult a case of change and relocation a candidate will have. But the option is always there to say that you would rather not answer it since it is against your principles. Any good consultant will whole-heartedly respect this. But no consultant will want to hear about your principles for half an hour. Its a waste of your time, and her time and energy. However I did apologise to her on the phone and by sms afterwards, also assuring her that I would take the topic up with my management. If it had stopped there I would have even supported her point of view.

But this is not where it stopped. You might think she was just against personal questions. But next day I called to get her work details on the kinds of clients she has closed sales deals with. She is doing BPO sales, and she has applied for a Sales job and it is MY job to understand if her experience matches the requirements my client has- aggressive sales to large companies and quick deal closing capabilities. She said "why should I give you that information". Whatever answer I expected this was not it. It took me some time to tell her "Because I am your consultant"

So in the end she refused to give me any detail and went on another tirade about how I ask stupid questions which are not necessary. At the end I had to tell her that I would like to disconnect the call. She called up 5 minuted later to tell me not to forward her profile, but by then I had already decided that she was a danger to be presented to our client. 

Morals of the story:

1. Your consultant is looking to help you, not hinder your prospects for the job.

2. When your consultant assured you of confidentiality, it is in your best interest to trust her. You have no option once you send your work details anyway.

3. Please LISTEN. You might be missing the point.

4. Please for heavens sake. DONT BE RUDE. That really does not help anyone's purpose.

5. If you dont want to answer something, please mention that frankly. It will be appreciated, and you will not be pushed.

6. Your work details are important for being profiled for a job. Please share. No one will ask you confidential client details.