"The Day After" - Rethinking Passives

Last week I was on the phone with a potential business partner and he said something that I found quite extraordinary, given the current state of affairs. Here it is:

“What you really want are passive candidates. These are the better quality candidates the ‘cream of the crop’…the ones with the best skill sets that really aren’t looking for a job.”

My immediate thought was, “are you kidding?” My paradigm-shift alarm went off big time.

With unemployment reaching a 50-year high in this country, you would be hard-pressed to find anyone who hasn’t been affected, either directly or indirectly by job loss. I count among my personal contacts a high performing executive in the entertainment industry whose entire department was summarily eliminated last week by bean-counters located at a corporate headquarters thousands of miles away in a Far-Eastern country. Is he a so-called “undesirable” candidate?

What about candidates whose spouses are being relocated due to a merger, or who are actively seeking employment because they suspect an impending legal action, bankruptcy or massive layoffs? Are we actually saying that these forward-looking people are somehow less desirable because they are attempting to adjust to life-changing events?

Turns out, the old active versus passive candidate conversation is currently being hotly debated all over the Internet...

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Mark L. Perry

EXPERIENCE

An accomplished sales manager and executive leader with a strong portfolio of industry- leading and entrepreneurial consumer packaged goods companies. Mark is an expert relationship manager with unusually strong skills in building trust, delivering value, and creating long term relationships across multiple levels among customers, manufacturers, companies, distributors, and broker networks. He is an effective sales manager with an exceptional talent for recruiting, hiring, training, mentoring, motivating, and providing strong leadership to corporate sales teams, brokers, and independent distributor and manufacturer sales forces.

CAREER HIGHLIGHTS

As Director of Category Development with Daymon Worldwide, Mark managed a private label beverage portfolio valued at over $800 million. In that position, he created new private label beverage entries for major FDMCG retailers, adding an additional $45 million to the bottom line. As National Account Manager at Ghirardelli Chocolate, he pioneered the drug channel, bringing $18 million to the company. In that position, Mark also created a new specialty channel, which resulted in $5 million in incremental sales. He developed Ghirardelli’s Target business to exceed $20 million and grew the Wal-Mart confection and baking businesses by 178%. As Regional Sales Director for Quaker Oats, Mark created and developed a vending, foodservice, and on-premise business for the Gatorade brand in Metro New York valued at over $9 million it’s first year. Most recently, Mark has been working with Kids Only, Inc.; a start up selling licensed bottled water for children.

Diversity Search, Inc.

MISSION

The Diversity Search goal is to help minorities and women achieve not just job placement, but career success in the marketplace. The company is universally considered to be experts in diversity, not just because of its success in placing candidates, but also because Diversity Search helps clients by using methods that boost retention of diverse candidates, and developing customized training solutions that directly translate to its clients’ bottom lines.

SERVICES

Diversity Search provides diversity talent recruiting, diversity consulting and training to corporate clients worldwide. Customized organizational assessments are created for clients which catalyze diversity design and development. Programs are geared towards providing organizations with a clear competitive advantage and actionable plans for diversity employee retention, individual development and positive community impact. Specific consulting services include diversity initiatives and awareness, workplace harassment education, workforce balancing, diversity policy development, life skills development and EEOC policy compliance.

BACKGROUND

Lee McDuffey, President & CEO of Diversity Search, Inc. is an industry leader in the field of workplace diversity. The company is the #1 minority owned executive search firm in the United States and since its founding in 1990, has provided “A” level talent to many Fortune 500 companies in the consumer packaged goods, pharmaceutical and healthcare industries. Diversity Search has successfully completed hundreds of client talent searches...

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