Any Questions? Gaynor Lowndes

The Age

Saturday August 30, 2008

Gaynor Lowndes Managing director, the Recruitment Training Company

If people identify good pay and bonuses as the most important factor when job-seeking, why don't all job ads include information on wages?

Many job-seekers believe the absence of salary information on a job advertisement is a tool of secrecy. In reality, employers are simply adapting to the variables of a changing job market in ways that often benefit the candidate.

In the past, the salary offered was generally set in stone, but the skills shortage has robbed employers of the luxury to pick and choose to the same extent. They are often willing to negotiate a salary if their need is urgent and if there has been a shortage of suitable applicants, making it counterproductive to include salary information first-up.

With the variables too great, employers advertise other benefits, such as an appealing company culture, then assess the level of response and only then mention salary. More likely than not they will be open to negotiation.

From the recruiter's point of view, the aim is to generate as much interest in a vacancy as possible from suitable candidates.

The mentality when it comes to salary is very much "we will cross that bridge when we come to it". Candidates' specific needs and concerns can be taken into account and, based on this, the recruiter can negotiate a salary on behalf of the candidate.

Also, the unrealistic salary expectations of generationY job candidates is a challenge that employers can overcome by discussing salary at a later stage. Research has shown that once the

gen-Y candidates meet the employer, see the environment and experience the culture, they tend to realise there are other important aspects to consider.