Recycle or Disposable?

05/19/2011 09:58 am ET | Updated Jul 19, 2011

Mark, a long-time friend and candidate, sat across the desk from me, looked at me
and said, "Alan, is this the last full-time job I will have in my life?"

My heart started to thump and I clearly had difficulty making eye contact with
him, and I said, "Hopefully not," but inside, I said to myself, "He is probably correct."

The sad part is at 56, he just completed 10 years; in his mind, the best 10 years of
his career, and his company was sold.

Every day, I receive calls from one of my many clients or friends, who ask me to
see someone who is having difficulty finding a new position.

Of course I see them, but few assignments in this economy call for the wealth of
experience these experienced, mature individuals brings to the table.

The first things these individuals say to me is, "Alan, don't worry about the
compensation level, I'm flexible."

With the government statistics continuing to show high unemployment, I would
guess if you took a mean age of these business professionals, who are still
unemployed, it would be higher than you can imagine.

Why are these people, who have the knowledge, industry expertise, strong work
ethic and ability to transfer their skills to younger people, cast aside in favor of
younger people? Is it more for the ability to offer lower compensation for less
experienced people, is it because older people have more medical problems or is it
a fit factor in these young, entrepreneurial companies?

I recently had a client seeking a CFO for a small apparel distributor. When we
came to discuss compensation and future growth, it was apparent to me that with
very slow growth, this company would not be able to compensate this individual at
a fast enough pace. Perfect opportunity to bring in a pro, someone who can help
them grow quicker, but mature enough and understanding enough to accept a
position with slow salary growth, but with benefits and challenges ahead.

He is still there five years later and things are still slow, but improving. The other

side is that he gave the company all that experience can give someone, and has not been out one
day since he started.

Go to any retailer, talk to any customer service department and see how many
inept people you have to deal with to get anything accomplished.

Yes, they may be young and willing to work for lower wages than some of the older
people who may be permanently displaced.

But to discard these people, who can clearly be recharged rather than disposed of,
makes no sense.

Alan L. Kramer, CPA, is the President of Kramer Executive Resources, Inc., a New
York based Executive Search firm, which has been in business for 21 years.