Congratulations to Steve Morris of Van Grace Associates (#1118) in Boston, Massachusett (USA) on attaining the Double Platinum level of our Recruiter Achievement Status program. Steve has officially entered the NPAworldwide Hall of Fame with this achievement, which recognizes cumulative salary totals of at least US $10 million. Van Grace Associates originally joined NPAworldwide in 1971; Steve joined the firm a few years later. Van Grace specializes in the adhesives, biotechnology, chemical, coated fabrics, coating, composites, converting, film, instrumentation, medical device, nanotechnology, non-woven, pharmaceutical, plastics, polymer, rubber and textile industries.What is your #1 tip for how to work NPAworldwide?
Treat your affiliates the way you like to be treated. From an importer's point of view, I respond to all candidate referrals to my job openings, typically that day. I let the affiliate know who the client is if the candidate fits and if not tell them why. If they fit, I let the affiliate know I will contact the candidate and keep them informed going forward. I also ask affiliates not to coach or maintain the connection for my role and will keep them updated. I answer and return calls from affiliates who need clarification on the requirements or need details about the company etc. I have helped affiliates understand the different types of job titles or functional backgrounds that would be potential fits and try to provide companies in the same industry for them to look at for candidates.
Do you have a favorite split story?
My favorite split story that made a lot of money for NPA and our Boston members was an Open House Program we put together in Boston from the late 70’s to the early 80’s. We had a group of NPA members that met monthly in our conference room at the end of the workday to discuss industry trends, jobs, candidates etc. There were six offices employing 12-15 recruiters and additional admin staff. Companies started holding Open Houses and drew a lot of candidates and I thought we should try it. We split the expenses for a major ad in the Boston Globe on a Sunday and rented a function room at the biggest hotel on Rte 128 for an Open House from 5-9 PM. We also provided beer and wine and cheese and crackers in the waiting area and had 400 + candidates show up for the 1st one. Our secretaries registered the applicants, who had to provide a resume. Everyone who showed up met with one of our recruiters. The next day each recruiter had to finish up the notes on the candidates and then the owners met at our office with copies of the resumes and their notes for the other offices.
We made between 40 – 50 placements on the 1st one and our office kept track of what played out. When a firm made a placement and got paid, they reported the placement to NPA and sent Grand Rapids the 5% check. Then the placing agency kept their half, and the other half was split 6 ways. We rotated who showed up on the other side of the placement, so everyone got a fair number of “credits” for making placements. Back then there were production quotas to keep your full membership. After the 1st one we dropped the beer and wine based on the cost and more than a few people being over served! We ran those for a number of years until the Open Houses lost their cache.
How did you get into recruiting?
I was a construction supervisor for New England Telephone and was laid off based on seniority because they were a union operation. The mechanic that serviced the trucks and equipment my crew used gave me his dad's business card and told me he would help me get a job. His dad was Robert Van Patten Steiger, the Van of Van Grace Associates. We met and hit it off and he shifted the conversation to see if I would consider recruiting. We had an offer to join Chesapeake and Potomac Bell in Virgina and a 2nd offer as a Warehouse Manager with Melville Corp that owned Thom McAn shoes. Van offered me a base salary for the 1st six months and said if it didn’t work out, he would find m a job. I was 27 with a 9-month-old and we decided to give it a shot and started the 1st of October 1975. Who knew!!
If you could have any superpower, what would it be?
The ability to get everyone to stop focusing on what we disagree on and treat everyone the way we want to be treated.
What was your favorite NPAworldwide Conference?
Too many to pick one, but a Chicago meeting where we took the subway from the hotel to Wrigley Field to watch a Cubs game from one of the converted homes that are restaurant/bar set ups with bleachers on the roof right behind right field. Charlie Diana hosted and we all had a great time and took the subway back without any problems. I did have a Red Soxes shirt on and did get some comments but all just for fun.