The Squirrels
It was probably Google's Michal B. Junge who coined the term "purple squirrel" to refer to a candidate with precisely the right qualifications for an over-specified job description. In the GOVT space the "purple" color is intensified by the following FOUR factors:
- Short Timelines – the new DHA MQS award has compressed this even more severely. We often have days to do what takes months in the private market. Physician searches average 221 days in the private market and we are expected to complete them in 20 days or less.
- Substandard Compensation – LPA does not lend itself to "prized" compensation packages and GOVT contractors struggle to offer competitive benefit packages when they are even offered. Trying to hire a Radiologist, for instance, at $120/hour is laughable. Speed in recruiting is directly proportional to attractive rates. Protracted timelines occur when we are left looking for the one candidate whose motivation has nothing to do with compensation, e.g. "the Marines saved my life, I would do anything to serve them." Even with such altruism, some cannot suffer a 25% pay reduction.
- Undesirable Schedules – In today's recruiting environment life/work balance is more than a buzz word. Candidates, particularly physicians, want the schedule they want and can usually get it – elsewhere. Recent positions we worked on at the VA had Tu-Sa or We-Su schedules, in other words – plan to work every weekend. GOVT contracting is always behind on such issues as current ER and Hospitalist schedule structures.
- Incomplete Information - Seldom do we have the kind of detailed information candidates demand for making a decision such as the actual work schedule, case mix/case load, # ICU beds, etc…. Without accurate details at the beginning of a search much recruiting effort is wasted and the candidate pool is "burned."
The Nuts
Suffice it to say that our problem is not so much finding purple squirrels as the fact that we have no nuts! Compared to the "nut-rich" environment in the public sector, our squirrels are expected to sort of wander in of their own accord as if caught by accident.
There is only one solution for the GOVT Contractor – FIND SOME NUTS!
1. Use Your Time Efficiently
If you only have seven days don't let the TOPR sit in your in-box for three days before you decide to get to work on it. As has often been said: "Your lack of planning should not be my emergency." Immediate, no less than twenty-four-hour, response is necessary and this response must include the following:
- Decision to Assign and to Whom
- Compilation of Complete Information
- Compensation parameters and benefit package – including the "last ditch effort price-point"
- Offer letter prepared, at hand, ready to go electronically
2. Focus on the High Cost of Vacancy
Too many contractors focus on the cost to fill while they are losing income by virtue of the vacancy. It is more cost-effective to fill at a higher cost than to allow a vacancy to persist. Time IS money.
3. Get Creative with Compensation Packages
There is a great deal of variance in both compensation and benefits in the GOVT contracting space. Some of your competitors are offering vastly superior compensation incentives. This is indicative that some give a lot more energy to creating a "sales rich environment" for their recruiting partners than others.
4. Develop an Information-Rich Approach to Task Orders
All too-often we find that our clients know next to nothing about the position details for task orders.
- Demand more from the GOVT contracting process and the COR. Like every client they need to be educated. Step up your diplomatic skills and get more information
- Go it alone when necessary – Recently we called the VAMC facility and quizzed several people about the ICU, ER, etc… to get the information we needed to sell candidates. We don't enjoy looking incompetent with our candidates.
- Anticipate buyers (candidates) questions – For example, the task orders often lists work hours from 0600 – 1800 for a 40 hour a week position. The candidate will want to know what the actual clinic hours will be. If there is on-call, how much, how often.
KurzSolutions is the only RPO in the GOVT contracting space. Let us help you create a sales-rich environment for your TO fulfillment.
