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COMPUTER INDUSTRY page 43

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candidates holding an advanced
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"I think the very talk of per-
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ple suspect they are underpaid
and start to check and see what
they are worth," Ms. Fathi not-
ed. "I think that people are very
tempted to start looking around.
"But you have to understand
that in this industry it is quite
normal and natural for people to
change jobs," she added.
Even in the present competi-
tive atmosphere, Ms. Fathi
prefers not to adapt "headhunt-
ing" practices common in the
United States — particularly ap-
proaching a competitor's em-
ployees in an attempt to seduce
them away with a bet-
ter salary.
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"It's a
small market, so
we are very careful. We nev-
er approach people; they have
to come to us. Headhunting just
doesn't pay — if someone sees
you are stealing from another
company, they'll suspect you
might eventually steal from them
as well."
At Ornet in Karmiel, man-
agement has no hesitation about
such hostile takeovers.
"Our best results have come
from talking to people individu-
ally and convincing them they
would be better off with us," said
Elon Littwitz, Ornet's co-presi-
dent. A lot of those people work
for bigger companies than Ornet.
Lannet headhunts from other
companies in a more indirect
fashion — by offering its own
workers incentives to convince
their friends at other companies
to come in for job interviews. The
rewards for helping the compa-
ny recruit new staff are usually
holiday weekends and trips
abroad.
Both Lannet and Ornet, like
most other companies in the
high-tech industry, employ a
number of new immigrants from
the former Soviet Union along-
side engineers from the Ameri-
cas.
Computers are arguably the
profession through which new
immigrants are best integrated
into the country. It is also cer-
tainly one of the few fields in

which companies have gone out
and scouted potential immi-
grants before they moved to Is-
rael, holding job fairs abroad and
using a well-developed service on
the Internet called "Computer
Jobs in Israel," which helps new
immigrants and potential em-
ployers find each other in cyber-
space.
The right qualifications can
undoubtedly smooth a new im-
migrant's transition to life in Is-
rael.
Bracha Epstein, a Tadiran
electrical engineer in her 20s,
came to Israel on a visit last year
from New York, while still work-
ing toward her doctorate. Once
she came, she decided to stay.
And employment was the least
of her problems.
"I blindly sent my resume to
personnel offices and within the
month I had about nine job
offers. I asked for too lit-
tle money at first, but
in the end the com-
panies were bid-
ding against
each other,"
she said. "In
the end, I
found exact-
ly what I
wanted to
do."
To be sure,
the salaries for
engineers and
programmers in
Israel are still low-
er than in the Unit-
ed States, and the
cost of living in the Tel
Aviv area — where most of
the jobs are — is quite high. Still,
Ms. Epstein said, there is more
hiring going on here than in the
New York area, where "things
are rather slow."
Alongside the need for pro-
grammers and engineers, there
is a big demand for sales and
marketing people who suit the
industry.
"It's hard to find people who
have the technical background,
the salesmanship skills, and the
ability to deal with our overseas
customers," said Ms. Dvir, of
Lannet.
Ornet co-president Orna Berry
agreed, adding that her Karmiel-
based company is considering
opening an office in the center of
the country to attract "top sales
and marketing people in Israel"
who apparently are not willing
to migrate north.
Not every salesperson is qual-
ified to work in the field because
of its increased complexity and
specialization. Ms. Berry said
that about two-thirds of her com-
pany's sales and marketing
workforce have a technological
background of some form. "But
luckily, even among those with a
technical education, in Israel it
is not difficult to find people who
are motivated to sell."

❑

