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IBN: Defining Excellence in Electronic Recruiting

John Sumser's
Electronic Recruiting News

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It is better
to not be on
the web than
to be on and
not know why
John Sumser

Reality
is more
complex
than
it seems.
John Gall

It's better to
do a few things
really well than
than to do
a lot of things
badly.
If you can't
make the necessary
commitments of
time and energy
to your
electronic
marketing
efforts
scale back
your plan.
John Sumser

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RIP

(February 26, 2001) Already, the vultures are circling to chew the meat off the bones of Isearch. With 150 corporate customers on 30 days termination notice, there is a huge scramble by customers and vendors alike for the opportunities created by the first major financial failure in the business. In the planning functions, managers are gleefully adding another 30% to this year's growth forecasts. Meanwhile, customer service and product line stability are under incredible pressure.

Late last fall, Webhire quietly left the job wrapping business (the old Junglee operation) giving their customers two weeks' notice. Given their struggle to stay listed on the NASDAQ, we're certainly unconvinced that their future is permanent.

Webhire is hardly the only offender. The industry is plagued with companies who over promise and under deliver.

Not surprisingly, new functions, gee-whiz add ons, sourcing innovations and other marketing hype will take a solid back seat to securing customer interests and guaranteeing the stability of the vendor.

What is the first question people will be asking vendors at this year's trade shows?

May I see your financials, please?

What is the question that will be asked of all so called "ASP" vendors?

Are you willing to let me have a copy of the source code?

And the third most frequently asked question?

How can you guarantee that you will be in business two years from now and what are your plans to support your customers if you fail?

The fourth?

Given that 90% of all acquisitions fail, are you for sale? Are you willing to put that in writing?

It will be a different world this year as the direct result of the crisis caused by this failure. Customers should realize that they have a large stake in the success of their vendors. Vendors need to quickly come up to speed on the fact that this year, customers will want stability.

- John Sumser

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