1. No category

EU-Russia
Industrialists`s
Round
Table (IRT)
Sales territorial
Exclusivity
Sales territorial Exclusivity
Tomsk, 24.&25. May 2011
A tradition of excellence in executive search
Susanne Doenitz, Managing Partner
How to find good specialists and how to keep them?
1
How to find good specialists....
... and how to keep them?
To find in Russia
• Положительное развитие на российском рынке труда
• Хорошее образование (школы, вузы, университеты)
• „nächste“ Generation
To keep in Russia
• Стало еще тяжелее после кризиса
• Растущие зарплаты, нехватка выпускников (поколения 90ых)
• Уход в течение 14х дней
• недоразвитое чувство лояльности
2
How to find good specialists....
What is different on Russian labor market?
• Historical different understanding of HR tasks and development
(«кадровое делопроизводство» vs. T&D, C&B, Talent
Management)
• 2000-2008 - ”Russian speed” in yearly growth, automatical
growth
• Shortness of specialists and top managers
• No systems for “measuring effectiveness in the job”
• No experience with a financial crisis like the last one
• Complicated labor legislation
3
How to find good specialists....
Wikipedia 18.04.2011 «Подбор персонала»
«Методы поиска нового сотрудника
Выделяют следующие методы поиска нового сотрудника[1]:
• поиск среди родственников и знакомых или по рекомендациям близких людей;
• привлечение сотрудников из других организаций, «переманивание» персонала;
• поиск через печатные средства массовой информации и Интернет;
• привлечение выпускников вузов или студентов старших курсов;
• обращение в рекрутинговые организации
(кадровые или консалтинговые агентства).
Затем кандидаты выбранного пула обзваниваются, уточняются некоторые
детали резюме и назначается собеседование. Далее технологии различны.
Многие ограничиваются собеседованием и
по его результатам отбирают кандидата. Иногда необходима более серьезная
методология оценки: тесты, деловые игры, ассессмент-центр и другие.“
4
How to find good specialists....
Forms of Recruitment
Selection
Networking
CV Screening
Outstaffing
Middle
Management
Recruitment
Mass
Recruitment
Executive
Search
Recruitment
HeadHunting
5
How to find good specialists....
Internal and external search
Internal
Recruitment
Recruitment
Active
External
Recruitment
Passive
6
How to find good specialists....
How do you search externally for new people?
Most important question:
Retained Executive Search / on mandatory
g
or
Contingency Search / Success fee
or
Selection?
7
How to find good specialists....
No
5-10
Yes
Yes
Yes
2-4
2-4
weeks
4-6
weeks
Confidentiality
Yes /
No
weeks
Exclusivity
Yes /
No
1-2
Open for
market
10+
Guarantee
No
Pre-payment
No
No
3
Yes
No
No
3
Yes
Yes /
No
Yes /
No
6-12
No
Yes
Yes
References
No
Speed
Final
Candidates
Retained
Search
(direct search
on exclusivity)
Regular
Reports
Selection
Long List
Contingency
Search
(success fee)
Market
analysis
В чем разница?
No
On
request
Yes /
No
Yes
Yes
months
months
months
8
Case
study
How to find good specialists....
Long-list Automotive Companies in Russia
(Search of new General Director Russia for a French automotive producer)
Companies identified: 52
Person identified: 186
timeline: 4 weeks
CEOs, General Managers,
Managing Directors
Business Development Directors
53
17
VPs responsible for Business Units
40
Plant and Production Director
Sales and Marketing Directors
44
32
9
Case
study
How to find good specialists....
Long List HR Director Russia – Food producer
People identified: 186
Shortlisted : 4
Not interested: 90
1,1% 4,3%
6,5%
4,3%
7,5%
SHORTLIST
NOT INTERESTED
OVERQUALIFIED
49,5%
20,4%
DOESN'T MEET SPEC
CONTACT IN PROGRESS
REJECTED AH INTERVIEW
6,5%
REJECTED CV FROM CLIENT
REJECTED CV
10
Case
study
How to find good specialists....
Mapping pharmazeutical company in Russia
Total positions to identify: 14
Total companies identified: 41
Total Person identified: 802
Timeline: 5 Wochen
Sales Directors
Marketing Directors
CFOs
Regulatory Affairs Directors
Supply Chain Directors
HRDs
National Retail (Sales) Manager, Mass…
Category Managers
Area Sales Managers
Customer Service Managers
Dental Details Sales Managers
Brand Managers and Senior Brand…
109
60
75
50
45
110
112
19
76
18
9
119
11
How to find good specialists....
Motivation in Russia 1
Material Motivation
• Money, Money, Money?!
• Retention programs
• Indexation (more in Russian companies)
Ideal Motivation
• Show carrier perspectives inside the company!
• Market reputation of the company
• Safety during crisis («уверенность в завтрашнем дне» )
• Talent management
• Teamwork oriented company
12
How to find good specialists....
Motivation in Russia 2
What is important for the employee after the crisis?
As before:
•
•
Money, but … average growth of salaries, more transperancy
Training and career perspectives
More important:
• Corporate culture, interesting tasks, working in teams
• Rotation systems, international career development
• Reputation and corporate brand of the company
More and more important:
•
Who is the Chief and how he/she is leading
(leadership abilities, teambuilding, strategically issues)
the
team?!
13
How to find good specialists....
Expatriates to Russia – yes or no?!
• Question mostly of interest in multinational corporations in Russia
• Different approaches: French, German, US companies (more expats in
leading positions, rotation system), Spanish, Italian companies
(multicultural approach)
• Who is more expensive?
• Expatriate packages (local or Expat contract)
• Russian legislation
• How to find?!
14
How to find good specialists....
MBA – yes or no?!
• The need to have it.
• Russian or foreign MBA?
• Who will pay for it? (part of the salary package, problem of retention
after graduating)
• What MBA (General, Marketing, Finance… what are the recruiters
looking for?!)
• MBA = more money?!
15
How to find good specialists....
My recommendations
1.
Take the needed time for job description, include future
superiors into the process.
2.
Don`t forget to care about your current employees.
(… or take care to have always “stand-by candidates” available)
3.
Cooperate with universities and colleges permanently.
4.
Do long-term perspective planning.
5.
Choose carefully an external partner for HR searches.
6.
«Мы не настолько богаты, чтобы покупать дешевые
вещи.»
16
How to find good specialists....
Outlook Russian labor market 2012-2015
• Market growth always means also salary growth.
• Top Manager will keep short.
• Poor performance managers will be terminated.
• Growing readiness for migration inside Russia and more transition
of Russian managers to other countries.
• What will you get?!
… a new generation of crisis experienced
well-educated managers .
17
How to find good specialists....
CONTACT
...YOUR
с нами
Вы их находите!
... let us help you to find them!
BUSINESS MANAGER RUSSIA/CIS
Dr. Susanne Doenitz
Alexander Hughes CIS
GSM: +7 903 55 00 975
Email: [email protected]
Posledniy pereulok, 6, bld.1
107 045 Moscow
Russia
Tel.: +7495 926 98 22
www.alexanderhughes.com