Thomas Hancock on recruitment, real estate and finding your place

Thomas Hancock was a well respected executive recruiter when he decided to leave financial services 18 months ago and try his hand at real estate sales. By all accounts he excelled at the real estate game but there was something missing. Thomas speaks to Industry Moves about what drew him back to the industry and to the consultancy he founded in 1990.

Why have you decided to return to recruiting?

My time in Real Estate let me see a different side of business. It gave me a new perspective on what I want to do long-term. I missed the independence of working in my own business and being able to make changes and I missed the close, trusted, interaction I have with candidates. I also missed the value I add to the recruitment process, firstly by working with people on what they really want, and secondly the hard part, figuring out how to achieve it. I found Real Estate to be focused just on the next sale. I know some recruiters work the same way. So my time in Real Estate helped me to recognise what it is that I most value. Hence my return to recruiting.

Has the method for choosing a top executive for a company changed dramatically in the last 5 years - if so how?

The industry has undergone a revolution in how it recruits. Since the GFC, with its wide-spread reduction of middle and senior management ranks, there was a surplus of senior candidates who used their networks to approach companies directly, which led to a reduction in the use of external recruiters. The next phase saw an increase in companies developing their own internal recruitment capabilities and, while this has worked in a candidate filled environment, it has its drawbacks. I believe companies are beginning to question whether the most available candidate is the best candidate? I am seeing that, where companies have found a "good" candidate, they still want to check the marketplace for comparison. Using an external recruiter ensures a thorough search of the market to encompass those candidates that are available and those who are not on the market, but who would make excellent candidates. I have found that in some cases candidates are cautious about who they talk to and, as a consequence, will not apply to direct company advertisements. They prefer to work through trusted intermediaries where they can have a confidential discussion about the role before applying. In the superannuation and investment markets, there is a considerable degree of knowledge required to recruit great candidates and I believe you will see an increasing demand for experienced industry specialist recruiters.

What is one of the best pieces of advice you've ever been given?

Live in the now and be authentic.
I meet so many people who live in a world where they believe it will be better "when...". This ensures a life of living in a world where nothing is quite right.
The other group of people live with a huge rear vision mirror, looking back in the past saying "those were the days". It is rather hard to enjoy today when you feel you have already had the best part of life. These people accept (or should I say expect) life going forward to be sub- standard.
Also, I see so many people taking themselves far too seriously, feeling that this is how they should present themselves... this is what is expected... they live a double life and it is an effort to maintain two fronts.

Who do you most admire and how have they influenced your life/work?

I have benefited from many mentors throughout my career as I have had the privilege of working with a variety of senior management executives that I have learned from. I also read extensively as I am a student of people. The core lesson has been to stand by your principals and never let your values be compromised. I have a strong moral compass and this has steered me well.

Where did you grow up?

I was born in England. My father was English and my mother Australian. The family migrated to Australia when I was seven. I grew up in the lower north shore and spent most weekends at the beach. Our life revolved around the water.

What was your very first job?

At university, I had a gardening business and on the weekends I worked at a wedding catering company. After five years, guess who greeted the bride and groom on their arrival?
My first professional job after university was in London working for Accountancy Personnel. I applied for a job in their Sydney office, which had only just opened. The chairman was the interviewer and though I didn't have enough experience for the role, I told him I was interested in working in London. I ended up being given a traineeship in their London office on the condition that I would return to Sydney in two years, which is what happened. Interestingly I had to take a pay cut to take the job.

What do you regard as your special skill or talent?

My talent is my ability to quickly relate to people and to develop a trusted relationship. I'm also skilled at succinctly outlining the essence of what people say to me and translating that into a format that is easy to understand. I have used this skill recently in providing a career guidance service where I "translate" what people tell me into commercial terms, enabling them to explain their roles more easily in a corporate environment. It has proved popular with people from within the industry and, surprisingly, with public sector candidates looking for jobs in the commercial sector.

Is there a particular charity or cause that you support?

I looked with dread at this question. I have seen how many really give of their time to numerous charities. I have focused on my own business and my family and three children. I feel I work hard to assist people all the time and that is what I give back to society.