I own and run a software company called Knowledgeone Corporation that produces an enterprise content management solution called RecFind 6. As such, our business is the design and programming of complex, heavy-duty application software. This means that we do the hard stuff, including all of the invention, and that I need really clever and innovative and productive IT people (mainly programmers) to work for me.

I have written previously about how hard it is nowadays to find the quality of people I need, see my previous blog entitled “Where have all the good applicants gone?” However, there is an even bigger problem in our industry with an ongoing fall in standards that began way back with the Y2K problem in the late 1990’s as everyone panicked about the problem of date handling once the year 2,000 clicked over.

The problem was basically one of greed where emerging countries like India realized there was a lot of money in providing IT expertise and started mass-producing so called ‘experts’ and shipping them all over the world. Very soon a resume or list of qualifications or certifications was all that was needed to convince paper-bound and rules-bound bureaucrats that an individual had the prerequisite skills to either immigrate or be awarded a work permit.

And of course, young people in countries like India and Pakistan and the Philippines moved into the IT industry not because they were motivated by the prospect of becoming IT professionals but because it was their ticket out of poverty and an entry opportunity into countries like the USA, Canada and Australia. So, we started to fill up the ranks of IT professionals with people that did not have the aptitude or motivation, just a strong desire for a better life (and who can blame them?).

Greed raided its ugly head again as local executives linked bigger bonuses to lower costs and the Indian companies further reduced ‘real’ qualifications to increase the supply of experts. Universities also got in on the act, again motivated by greed (more students equals more income) and standards were again lowered to create  a production line mentality, “Just pump more out of the system, we can sell them overseas!”

The law of averaging applies and as you gradually increase the number of the less talented and less well qualified people into the talent pool the lower the ‘average’ standard becomes. It is analogous to starting with a glass of the best Scotch Whiskey and then gradually adding more and more water. After a while it isn’t worth drinking because it isn’t whiskey any more, it is just flavoured water. We have similarly diminished our IT talent pool (especially in the ranks of programmers) to the degree where the average programmer can’t actually program.

For a long while we imported tens of thousands of these less-than-adequate programmers and they filled up the holes in mainly large enterprises like banks and finance companies and the public sector where they could hide their lack of real expertise. However, and unfortunately for them, the Global Financial Crisis (GFC) has accelerated the growth of outsourcing (back to even less qualified people in places like India, Pakistan and the Philippines) and our recent immigrants are now losing their jobs to their home country-men. I find this ironic but maybe you don’t agree.

In another previous blog, the world according to Frank, I predicted a significant rise in unemployment numbers within our IT industry. I also said it has been happening for some time but that the real numbers won’t be clear until around mid-2013.

Greed will continue to drive the outsourcing phenomenon just as it will continue to drive the lowering of standards and the overall effect on our industry will be significant as the available pool of real talent becomes smaller and smaller. Similarly, local opportunities for real professionals are disappearing fast. Many of you will end up having to help justify your boss’s big bonus by approving software created overseas when it isn’t really up to scratch and many more of you will relegated to fixing the crappy code being delivered to your company from the outsourced incompetents. Not a good future for real professionals and definitely not an environment of high job satisfaction.

When I began as a programmer in the 1960s everyone I worked with was highly motivated and everyone had a high aptitude because it was such a difficult industry to enter. You had no chance of working for a mainframe vendor unless you scored at least an A+ on the infamous IBM or Burroughs or ICL or GE or CDC aptitude tests. We were a very small and very exclusive group and to my mind, a dedicated band of professionals who were in IT because we loved it and were really good at it. The average level of expertise was extraordinarily high and this is now patently no longer the case because our industry has changed dramatically since those early and halcyon days.

So what is the future for real IT professionals who are in this industry because they love it and are really good at it? Like with all things, I believe there is good news and there is bad news.

The good news is that as a true IT professional your value is higher but, probably much higher than the less-than-competent manager who is interviewing knows. This is because many incompetent programmers have now managed to become incompetent managers and this situation protects incompetent programmers but punishes highly competent ones. Basically, your manager isn’t smart enough to recognize how different you are to the average programmer in his team. This makes getting paid what you are really worth very difficult.

Ergo, if you are really good at what you do and want to be paid what you are worth and want to do challenging and satisfying work your only chance is to select a company doing challenging work and a smart manager to be interviewed by. Oh, and don’t select a company with a greedy CEO who is looking to increase his bonus by outsourcing (regardless of the result) and lowering costs to impress the board and or shareholders. Sounds like a tough ask to me, thank God I am self-employed.

Would I recommend the IT industry to any young person today in high school contemplating a future career? No I probably wouldn’t. I would probably recommend accountancy, business studies, medicine or dentistry instead. So where am I going to find the really bright, talented and motivated programmers I need in the future? This almost certainly doesn’t bear thinking about but maybe it is an opportunity as most problems are.

We need a new way to select and train IT professionals; the universities are simply not doing a good enough job. Is there anyone out there with the money, ideas and knowledge willing to set up a new kind of highly selective IT training program? If so, please contact me, I will be more than happy to be one of your first customers.

I own and run a software company that builds, sells, installs and supports an enterprise content management solution called RecFind 6. As such, I employ programmers, support specialists, accountants, consultants, trainers, pre-sales people and sales people to name but a few categories. This means I am always hiring and always reviewing applications from candidates.

Basically, most of the applications I receive are rubbish. They are badly written, badly formatted, not ‘selling’ documents and almost never focussed on the position I am advertising.  This is very sad but it does make vetting an avalanche of resumes pretty easy. I would probably spend no more than a minute or two reading each resume in the first pass to separate the real candidates from the flotsam. I move the results into two folders, one called possible and the other called ‘No way’.

This may sound a little impersonal but I have no patience with people who waste my time by firstly not reading the advertised job description properly and then by sending in a non-selling document. In fact, most resumes I see are great big red flags saying, “Please don’t hire me, I am a dope who didn’t read your ad properly and then couldn’t be bothered even getting the spelling and grammar correct or trying to sell myself in any way”.

So my first advice is if you are too lazy to allocate the time and effort required or can’t simply be bothered to sell yourself in the most professional manner possible then don’t bother because all you are doing is wasting your time and the time of any prospective employer. Prospective employers also have long memories so rest assured your next application to the same firm will be instantly relegated to the waste bin.

I only hire professionals and professionals do not send in a non-professional job application.

I only hire people who respect my time and I only hire people who manage to convince me that they really want the job I am advertising and are the best person for that role.

I figure that the effort you are prepared to expend on what should be your most important task at this time (i.e., finding employment) is indicative of the quality of work I can expect from you as an employee. If you send me a poor quality application then I assume everything you would do for me as an employee will be of a similar poor standard. If you are too lazy or too careless to submit a winning application then I can only assume you would also behave in this manner after employment so I have zero interest in you.

This is the bit I struggle to understand. How come the applicant doesn’t understand the obvious correlation any prospective employer makes between the quality of the job application and the quality of the person?

Please allow me to give you some simple common-sense advice that comes from a very experienced employer of people.

Always:

• Read the job ad very carefully. Note the prerequisites and requirements; the employer put them in for a reason and he/she would really appreciate it if you didn’t waste his/her time by applying for a position you do not qualify for.

• Always include a cover letter personalized for each and every job application. Your objective should be to convince the prospective employer that the job advertised is perfect for you and that you are in turn a perfect fit for the job.  If your past experience or skillset isn’t a perfect fit, use the cover letter to explain why it isn’t a problem and why you are still the right person for the job being advertised. All potential employers are impressed by someone who takes the time and trouble to align their skills and experience to the job on offer. Most importantly, use words and phrases from the job ad in your cover letter. This helps convince the potential employer that you have really thought about the position and have put intelligent time into your application.

• Clean up your resume, spell and grammar check it and convert it to a PDF for a much better and more professional looking presentation effect. All potential employers can’t help but appreciate a well presented and professional looking resume; it sets you apart.

In the end it is all about the initial impression you convey to the prospective employer. You have one shot so make sure it is a good one.

You need to convince your prospective employer that you selected their advertised job to respond to because it really interests and excites you and that you have the attitude, aptitude, character, experience and skillset required to make the most of this position. You have to convince them that you would be an asset to their organization.

It doesn’t take long to write a personalised cover letter, maybe an hour or two at the most and it should never be more than one page long. My final advice is that if you don’t think the advertised position is worth an hour or two of your time then don’t respond because you will be wasting your time. Don’t ‘shotgun’ job opportunities with multiple low-quality and non-selling applications. Instead focus on just the jobs you really like and then submit a smaller number of high-quality and personalised applications. I guarantee that your success rate will be much higher and that you will be asked to more interviews and that you will eventually get the job of your dreams.

The simple message is that you will get out of the process precisely what you put into the process. It is a tough world but in my experience effort is always rewarded. For your sake, please make the effort.