Words of Wisdom on Name Generation From Mike Johnson of Avature (And A Few Comments of My Own, Of Course)

Wow - when I see business professionals telling the truth, it's like a breath of fresh air.  Wouldn't you agree?  So I was reading through my typical morning run of blogs and forums to keep abreast of best practices in the recruiting world, and I see the following comment from Mike Johnson of Avature (Global Director of Business Development):

"In all honesty, the Internet is filled with information on names and people you might want to recruit. I don't think that finding them is the real challenge anymore. Between Google, LinkedIN, ZoomInfo, Jigsaw (although I'm finding that the contact databases are just filled with LinkedIN names now so I'm having trouble justifying that cost anymore) and others you can pretty much find any professional you want . . . "

Mike, Kudos for your honesty and integrity!  (His candor is especially resonant because he leads global biz dev efforts for offshore research and name generation.)  His comments are exactly what I've been saying all along while contrarians come to the table and say, "Well, you can't get names unless you know gatekeeper slang here in the U.S."  Gatekeeper slang?  What?  Or I'll hear, "Well, 'Indians' don't understand our org charts here."  What?  'Indians' don't understand how to draw org charts and use them for visual reference?  Often, these ridiculous statements come from 2 primary groups:

     I. Telephone Name Generators in the U.S. who don't want competition, because when supply goes up and demand remains constant, prices go down.

Here's why: It's a basic law of Economics, but most only like to admit market realities and supply-demand imbalances when they work in their favor (whether this relates to real estate, falling market salaries, asset depreciation, etc.).

     II. Telephone Name Generation Training Firms who have created the very supply-demand imbalance that has commoditized name generation in the first place.  

Here's Why: Training firms exist to make a profit - the same is especially true of Telephone Name Generation Training Firms.  These firms don't suddenly grow a conscience for and/or loyalty to U.S. workers when someone offshore reaches out their hand with a few bucks in it.  Oh, Sandeep in India wants to pay for training?  Ring the cash register.  Oh, Maria in Argentina wants to pay for training?  Ring the register.  Luan in Vietnam?  Ring it up.  But doesn't this represent globalization at its core?  Sure it does!  As the supply of workers in emerging economies increases, companies look to capitalize on the lower wages . . . this is true whether we're investigating a manufacturing process or a recruiting process.  Removing inefficiencies and unnecessary costs are hallmarks of good business minds. 

However, here is the difference: Although Telephone Name Generation Training Firms have accelerated telephone name sourcing globalization, nobody wants to admit it.  It's not easy to look Johnny and Suzie (U.S. Telephone Sourcers) in the eye and tell them that you just sold the same training out the back door to Sandeep, Luan, and Maria in emerging economies . . . which is going to push down their hourly rate and cost-per-name prices.  As long as Johnny and Suzie don't know the truth, that globalization is inevitable and Telephone Name Generation Training Firms are accelerating it, they'll keep coming back to the same cash register without realizing they're being deceptively commoditized.  These training firms don't mind selling training to anyone anywhere in the world . . . but don't like to admit it in the forums, chat rooms, and blogs.  Indeed, it's an inconvenient truth.

In closing, let me say that not too many business professionals want to tell the truth.  But that's not Mike Johnson of Avature.  He's the real deal in my book.