30+mba-第29章

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thinking。　McGregor　went　on　to　claim：　‘The　effectiveness　of　organizations　
could　be　at　least　doubled　if　managers　could　discover　how　to　tap　into　the　
unrealized　potential　present　in　their　workforces。’　
Finding　the　right　people；　keeping　them　onside；　motivating；　managing　and　
rewarding　them　are　the　defining　distinctions　between　the　most　successful　
organizations　and　the　mediocre。　Over　the　past　30　years　or　so；　organizations　
have　acquired　centralized　HR　（human　resources）　departments　whose　
purpose　is　to　facilitate　people　issues；　as　they　o。。en　quaintly　term　their　work。　
McGregor　anticipated　their　arrival　with　this　pithy　quote：　
It　is　one　of　the　favourite　pastimes　of　management　to　decide；　from　within　their　
professional　ivory　tower；　what　help　the　field　organization　needs　and　then　
to　design　and　develop　programs　for　meeting　these　needs。　Then　it　bees　
necessary　to　get　the　field　organization　to　accept　the　help　provided。　This　is　
normally　the　role　of　the　Change　Manager；　to　implement　the　change　that　noone　
asked　for　or　wants。　
None　of　this　is　to　suggest　that　HR　departments　can’t　contribute　to　helping　
with　‘people　issues’。　It’s　just　that　people　issues　are　too　important　to　exclude　
their　immediate　superiors　from。　At　the　very　least；　MBA　skills　include　
a　sound　grasp　of　the　key　tasks　that　the　HR　department　is　charged　with　
performing。　
Recruitment　and　selection　
Taking　on　new　employees　is　o。。en　a　more　expensive　exercise　than　buying　
a　major　item　of　machinery　or　a　heavy　goods　vehicle。　If　that　sounds　improbable；　
just　check　out　the　figures；　the　advertising　for　a　middle…ranking　
executive　on　a　salary　of；　say；　￡40；000　may　well　cost　￡6；000。　If　they　are　taken　
on　using　a　recruitment　consultant　you　can　expect　a　bill　of　around　a　fi。。h　of　
Organizational　Behaviour　133　
the　first　year’s　pay　（￡8；000）。　Three　days’　interviewing；　psychometric　testing；　
preparing　a　contract　of　employment；　perhaps　paying　a　share　of　the　
new　employee’s　removal　expenses　will　bring　the　total　bill　up　to　around　
￡20；000。　If　you　get　the　wrong　candidate；　and　there　is　a　good　chance　of　that　
happening　if　you　fail　with　any　element　of　the　recruitment　process；　then　you　
may　have　to　double　that　figure。　Then；　of　course；　there　is　the　cost　of　not　getting　
the　job　done　that　you　were　recruiting　for　in　the　first　place。　
These　are　the　key　stages　in　the　recruitment　process。　
Writing　the　job　description　
O。。en　employers　draw　up　the　job　description　a。。er　they　have　found　the　
candidate。　This　is　a　mistake；　having　it　from　the　outset　narrows　down　your　
search　for　suitable　candidates；　focuses　you　on　specific　search　methods　
BEBO　
Michael　Birch　had　what　might　be　seen　as　six　dummy　runs　before　cofounding　
Bebo。　He　was　a　pioneer　in　the　social　networking　site　world；　
starting　up　Ringo　back　in　2003；　selling　it　on　quickly　–　with　the　benefit　
of　hindsight　perhaps　too　quickly。　Operating　out　of　a　120　sq　ft　office　in　
the　suburbs　of　San　Francisco；　overwhelmed　with　the　initial　site　traffic　
and　lacking　finance；　they　sold　Ringo　within　six　months。　
Birch　and　his　wife　Xochi　met　up　while　studying　physics　at　Imperial　
College；　London。　After　a　six…year　slog　at　Zurich　Insurance　in　puter　
programming　he　left；　frustrated　by　the　overly　bureaucratic　environment；　
a　lesson　in　organizational　behaviour　that　he　was　to　apply　to　advantage　
in　future　ventures。　The　Birches　then　started　out　on　their　path　as　serial　
entrepreneurs。　Their　first　three　dot　start…ups　were　unsuccessful；　but　
then　their　luck　changed。　BirthdayAlarm；　initially　a　simple　alert　
service　that　evolved　into　an　e…cards　business；　was　followed　by　Ringo；　
whose　sale　gave　them　some　cash　to　roll　on　to　a　more　substantial　
venture。　Applying　everything　they　had　learnt　from　Ringo　and　what　
wasn’t　working　on　MySpace；　the　Birches　aimed　Bebo　squarely　at　the　
thirty…something　age　group；　but　rapidly　refocused　on　teenagers；　the　
site’s　early　adopters。　
Within　two　years　of　starting；　Bebo　became　the　most　visited　social　
networking　site　from　within　the　UK；　attracting　10。6　million　unique　visitors；　
an　increase　of　63　per　cent　over　the　start　of　the　year；　ahead　of　Myspace。　
；　with　just　10。1　million　unique　visitors。　Selling　up　to　AOL　in　March　2008　
left　the　Birches　some　￡295　million　for　their　70　per　cent　stake　and　some　
pointers　as　to　how　their　next　venture　will　be　run。　Being　able　to　attract　
veterans　of　the　internet　from　panies　such　as　Google；　Yahoo！　and　
MSN　and　fostering　their　loyalty；　Birch　claims；　is　the　main　‘non…marketing’　
key　to　their　success。
134　The　Thirty…Day　MBA　
and　gives　you　a　valid　reason　for　declining　unwele　job　requests　from　
colleagues　and　friends。　In　any　event　you　have　to　give　employees　a　contract　
of　employment　when　you　take　them　on　and　the　job　description　makes　this　
task　much　easier。　
Include　the　following　in　a　job　description：　
。　the　title；　such　as　area　sales　manager；　management　accountant　or　product　
manager；　
。　the　knowledge；　skills　and　experience　you　expect　them　to　have　or　
acquire；　
。　the　main　duties；　responsibilities　and　measurable　outputs　expected；　
。　the　work　location　and　general　conditions；　such　as　hours　to　be　worked；　
lunch　breaks　and　paid　holiday　arrangements；　
。　the　pay　structure　and　rewards；　
。　who　the　employee　will　report　to。　
Business　Link　（businesslink。gov。uk　》　Employing　people　》　Recruitment　
and　ge。。ing　started　》　Recruiting　and　interviewing）　has　detailed　guidance　
on　writing　a　job　description。　
Where　you　find　great　employees　
There　are　many　ways　to　find　employees；　for　finding　great　employees　the　
choices　are　more　limited。　Research　at　Cranfield　revealed　some　alarming　
statistics。　First；　nearly　two…thirds　of　all　first　appointments　failed　and　the　
employee　le。。　within　a　year；　having　been　unsatisfactory。　Second；　there　were　
marked　differences　in　the　success　rate　that　appear　to　be　dependent　on　the　
way　in　which　employees　are　looked　for。　
Employing　an　agency　or　consultant　
This　is　the　least　popular；　most　expensive　and　most　successful　recruitment　
method。　Only　one　in　fi。。een　private　firms　do　so　for　their　early　appointments；　
but　when　they　do　they　are　three　times　more　likely　to　get　the　right　person。　
The　larger　the　business　the　more　likely　they　are　to　take　external　advice　in　
recruitment。　The　reasons　for　success　are；　in　part；　the　value　added　by　the　
agency　or　consultant　in　helping　get　the　job　description　and　pay　package　
right；　and　the　fact　that　they　have　already　pre…interviewed　prospective　
employees　before　they　put　them　forward。　These　organizations　can　help　
here：　
。　Job　Centre　Plus　（jobcentreplus。gov。uk　》　Need　to　fill　a　job？）　is　a　
free　government…funded　service　to　help　UK　firms　fill　full…　or　part…time　
vacancies　at　home　or　overseas。　They　can　offer　advice　on　recruitment　
and　selection　methods；　local　and　trade　pay　rates；　training；　contracts　
of　employment　and；　importantly；　can　offer　interview　facilities　in　some　
Organizational　Behaviour　135　
of　their　national　network　of　offices；　which　can　be　useful　if　you　are　
recruiting　away　from　your　home　base。　
。　The　Recruitment　&　Employment　Confederation　（rec。uk/　
employer　》　Choosing　an　Agency）　is　the　professional　association　that　
supports　and　represents　over　8；000　recruitment　agencies　and　6；000　
recruitment　professionals。　As　well　as　advice　on　choosing　an　agent；　
there　is　a　mass　of　information　on　employment　law　and　a　directory　of　
members　listed　by　business　sector　and　geographic　area。　
Advertising　in　the　press　
You　have　a　large　number　of　options　when　it　es　to　press　advertising。　
Local　papers　are　good　for　generally　available　skills　and　where　the　pay　is　
such　that　people　expect　to　live　close　to　where　they　work。　National　papers　
are　much　more　expensive　but　a。。ract　a　wider　pool　of　people　with　a　crosssection　
of　skills；　including　those　not　necessarily　available　locally。　Trade　
and　specialist　papers　and　magazines　are　useful　if　it　is　essential　that　your　
applicant　has　a　specific　qualification；　say　in　accountancy　or　puting。　
The　goal　of　a　job　advertisement　is　not　just　to　generate　responses　from　
suitably　qualified　applicants；　but　also　to　screen　out　applicants　who　are　
clearly　unqualified。　If　you　make　the　job　sound　more　a。。ractive　than　it　really　
is　and　are　too　vague　about　the　sort　of　person　you　are　looking　for；　you　could　
end　up　with　hundreds　of　applicants。　
You　need　to　consider　the　following　elements　when　writing　the　job　
advertisement：　
。　Headline：　This　is　usually　the　job　title；　perhaps　with　some　pertinent　embellishment。　
For　example；　Dynamic　sales　person　required。　
。　Job　information：　This　is　a　line　or　two　about　the　general　duties　and　
responsibilities　of　the　job。　
。　Organization　information：　Always　include　something　explaining　what　
you　do　and　where　you　do　it。　
。　Qualifications：　Specify　any　qualifications　and　experience　that　are　required。　
You　can　qualify　some　aspects　of　this　by　saying　that　a　particular　
skill　would　be　useful　but　is　not　essential。　
。　Response　method：　Tell　applicants　how　to　reply　and　what　information　
to　provide。　
Try　to　include　something　about　your　business　culture　in　the　advertisement。　
One　firm　puts　its　advertisements　sideways　on；　so　applicants　have　to　turn　
the　paper　round　to　read　them。　They　claim　that　this　lets　people　see　that　they　
want　people　who　look　at　things　in　unconventional　ways　to　apply　and　that　
they　are　not　a　run…of…the…mill　firm　that　works　like　any　other　firm。　Using　an　
active　rather　than　a　passive　voice　will　give　your　advertisement　a　sense　of　
buzz　and　enthusiasm。
136　The　Thirty…Day　MBA　
You　can　find　all　the　local　and　national　newspapers　listed　at　Newspapers。　
　（newspapers）。　From　the　individual　newspaper　web　link　
homepage　you　will　find　a　signpost　to　‘Advertising’　and　from　there　you　can　
find　the　readership　demographics　and　advertising　rate。　For　example；　for　
the　Metro　（metro。uk　》　Advertising。metro。uk　》　Who　reads　us？）。　
Using　the　internet　
Nearly　a　quarter　of　all　jobs　are　filled　using　job　boards；　a　website　where　employees　
and　employers　can　get　together　much　along　the　lines　of　a　dating　
agency。　The　internet’s　advantages　are　speed；　cost　and　reach。　You　can　get　
your　job　offer　in　front　of　thousands　of　candidates　in　seconds。　The　fees　are　
usually　modest；　o。。en　less　than　regional　paper　job　adverts；　and　in　some　
cases；　such　as　with　webrecruit。uk　（webrecruit。uk）；　though　the　
fee　is　a　relatively　high　￡595；　they　will　reimburse　you　if　they　can’t　fill　your　
job。　Services　through　job　boards　range　from　passive；　where　employers　and　
employees　just　find　each　other；　to　the　proactive；　where　online　candidate　
databases　are　searched　and　suitable　candidates　are　made　aware　of　your　
vacancy。　Recruiter　Solutions　（recruitersolutions。uk　》　Job　Boards）　is　
a　directory　of　job　board　websites　and　whatjobsite　（whatjobsite。　
　》　Jobsite　Directory）　has　a　search　facility　that　lets　you　look　for　the　job　
boards　by　country　and　region　and　that　are　most　suited　to　the　job　on　offer　
and　the　industry　you　are　in。　
Using　your　network　
Organizations　of　every　size　and　shape　use　contacts　and　networks　when　
they　are　recruiting。　This　route　is　favoured　because　it　is　cheap；　informal　
and　can　be　pursued　without　the　bother　of　writing　a　job　description；　which　
can　in　effect　be　infinitely　varied　to　suit　the　candidates　that　may　surface。　
Public　sector　bodies　and　m