Inside Asian Gaming

February 2009 | INSIDE ASIAN GAMING 31 That’s a new trend we’re seeing in the opposite direction. The Asian companies moving into Europe are the heavy hitters of local and regional gaming, particularly those on the online side such as legal sports betting. The companies have proven themselves in this part of the world and, although many parts of Europe are saturated markets, they will make room for themselves if they offer something different. What lessons have gaming employers and candidates in Asia learned in recent months? Many companies who moved to Asia from the west have grown to realise that what works over there doesn’t work in Asia and there are no quick routes to success. One approach that has been successful is where western companies have formed strategic partnerships. They entered the region carefully and alignedwith established Asian businesses. Western businesses find it almost impossible to gain direct access to government and legislators without an introduction by a partner in the region. There will be some consolidation in the gaming industry along those lines. Some big players in the market will lead the way through acquisition and partnerships. Another trend is that businesses in Asia have become receptive to hiring expatriate talent, but they are acutely aware of which cultures fit well with the Asian way of doing business and which do not. In which product groups (land based, online, mobile gaming) will candidates find the best job opportunities? There are ample opportunities in gaming technology, land based casinos, senior management and online operators. Mobile is less established as a product group but it has huge potential, especially in Asia, which may mean there are opportunities for rapid progression in those companies. Can candidates afford to be picky about employment opportunities? We’ve seen a huge change in the global market in the last six months; it has swung a full 180 degrees. Previously, candidates were able to be selective and bullish about salary demands, but the market has tightened and the number of strong candidates has increased. Clever candidates are seeking job stability rather than high salaries. They are looking for opportunities in companies that have a route to career growth in the next couple of years. People realise there is an economic crisis and know they’re not in a position to demand all the frills they did a year ago. What are some of the methods Pentasia uses to bring employers and candidates together? Every recruitment process is different and bespoke to our clients’ requirements, but we work with two main methodologies: contingency database recruitment and executive search. Pentasia has the largest database of gaming people in the world, especially on the online gaming side which is where the company began. We can search that database together with the main job portals to source good people. But the executive search method is the most effective way of hiring key personnel. Known colloquially as “headhunting”, our executive search proactively targets candidates who are unlikely to be looking for opportunities; it provides employers with a transparent view of the market and gives them time to consider a key hire rather than making a snap decision about somebody who is not the right fit. Most companies adopt the executive search method because they can’t afford to get it wrong, which is another reason it pays to work with a specialised gaming recruitment partner. Some companies waste years treading water and not moving forward. It is vitally important that a key hire is the right person. Where does Pentasia add the most value in recruitment outsourcing? Pentasia has specialist knowledge of the candidate market in gaming. We have a global source of candidates that is wider and far-reaching than a client could readily access themselves. We find candidates who would not have been covered by a client’s own advertising. We’re familiar with the recruitment process and used to constantly mediating between clients and candidates. Recruiting and interviewing is quite alien to some people, whereas we do it every day. Importantly, Pentasia invests heavily in our consultants to make sure they know the customer, including all the jurisdiction and legal minutiae. Once consultants know the client we are able to attract themost suitable candidate to them. Pentasia works predominantly to tight recruitment briefs but we’re also speaking to candidates around the world every day and we’re well placed to introduce those candidates to clients where they would add value. Gaming is a candidate-driven industry and there are some very strong candidates in the market. Even though they aren’t looking for that skill set at the time, companies want to know about exceptionally strong people in case there is a way to accommodate them in the business. That doesn’t mean we’re bamboozling clients with pointless candidates they don’t want. We’re not just throwing CVs against the wall and seeing which ones stick. We have earned our clients’ respect and they allow us to put the occasional high level person in front of them—I’m talking about one or two high calibre CVs a quarter. Clients appreciate that aspect of our process because it shows that we are “consultants”, not just recruitment agents. Gaming recruitment is not always just about meeting job specifications and requirements, there’s more to it. Why do Pentasia consultants attend industry events like AiG? Pentasia consultants advise clients on hiring plans, and conferences such as AiG are an integral way to invest in our consultants and make sure they are up to date about everything; it’s important to learn and understand what’s happening in Asia. AiG will also give our consultants a chance to catch up with existing clients from around the globe who are not frequently in Asia. Pentasia International iGaming Recruitment was founded in the UK in 2001 and now has offices in UK, Malta, Stockholm, Costa Rica and Singapore. Pentasia Singapore is South East Asia’s only fully-licensed iGaming and Gambling staffing solutions and recruitment provider. Pentasia Pentasia have been present in Singapore since June 2007