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LA CONTACTACION – EL RECLUTAMIENTO EN LA INVESTIGACION CUALITATIVA. METODOS TRADICIONALES Y NUEVAS HERRAMIENTAS. RECUERDOS Y ANECDOTAS DEL TRABAJO DE CAMPO

Autor: Alberto Godoy Montero

Categoría: Articulo – Metodología y técnicas de investigación.

Hace ahora más de treinta años que contacte mi primer grupo de discusión, fue una reunión en Murcia con pequeños empresarios y agricultores que tuviesen y utilizasen un pequeño camión o furgoneta para su actividad de trabajo. Era un estudio sobre vehículos profesionales para Mercedes-Benz por encargo de Emopublica-Burke con Cristina Santamarina, entonces técnica de Emopublica y profesora de sociología, actualmente directora de estudios de Cimop.

Como estreno, os aseguro que fue una primera prueba de fuego de nota, era mi primera captación y me faltaban vías de contacto y los recursos que te da la experiencia.

No sabía cómo ni donde iba a buscar y convencer a 8 personas del perfil señalado para que viniesen a una reunión – focusgroup, a hablar de medios de transporte y de camiones.

En aquellos momentos, se me caía el cielo encima y se me ocurrió irme al mercado de frutas y verduras a las 6 de la mañana (se suponía que allí habría agricultores y transportistas, como así fue) y que podría hablar tranquilamente con ellos, explicarles y convencerles de las bondades, beneficios, incluso de la suerte que tenían de que les invitase a participar en una reunión de grupo (como así, no fue).

Entonces no había redes sociales, ni internet, ni base de datos de clientes y de “potenciales”, tal como ahora las conocemos y usamos y creo que todavía ni móviles.

La cosa había que hacerlo “a pelo, en vivo y en directo”. Me eche a la calle y busque en bares, en establecimientos, en asociaciones y en empresas y al final con mucho curro y pateo el grupo salió. Prueba superada.

Esta anécdota, me sirve de introducción, y como línea de argumentación de este artículo, donde pretendo mostrar y reivindicar la importancia y las dificultades que implica esta tarea; la de la contactación y el reclutamiento como algo primordial en el trabajo de campo en la investigación social y de mercados.

 

 

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ALGUNAS CLAVES PARA LA CAPTACION APOYADAS EN LA EXPERIENCIA:

 

1- COMPRENDER LA IMPORTANCIA DE LA CAPTACIÓN. NO OLVIDARNOS DE QUE TRABAJAMOS CON PERSONAS:

 

El reclutamiento, es el primer paso para una buena recogida de información, no sesgada ni manipulada, es algo primordial para cubrir los objetivos propuestos en una investigación cualitativa.

Como ya se ha dicho de manera reiterada,”En la captación y el reclutamiento pueden estar los primeros fallos y aciertos de una investigación”

Es evidente, que sin contacto y reclutamiento de personas para que participen en una reunión de grupo o entrevista, no habría opinión que escuchar, estudiar y analizar.

Se puede tener un proyecto muy elaborado, unas hipótesis de estudio muy racionalizadas y un diseño metodológico súper definido, pero más allá del trabajo de gabinete y documentación que se realice, si hablamos de trabajo de campo en la investigación y en concreto en la investigación cualitativa que es el ámbito en que se centra este articulo, tenemos que hablar de la contactación y el reclutamiento de personas para que opinen y cuenten , para que con sus respuestas, sus historias y sus relatos, podamos conocer la opinión de la sociedad en general y la opinión en particular del target objeto del estudio .

Esta evidencia, – que tratamos, buscamos y hablamos de personas-, parece que a veces se olvida o no se tiene presente como debiera.

Desde la posición del cliente que ha encargado el estudio, existe en algunos casos una posición muy rígida, parece que cuando se pide buscar a unas personas de un determinado perfil, se espera que estas “aparezcan a la voz de ya” y de la forma que se tiene en el imaginario de sus hipótesis de trabajo, como si las personas fuesen tornillos o salchichas que salen de una cadena de producción y distribución de una factoría industrial, y esto es un error.

En primer lugar, porque se puede dar el caso y la experiencia del trabajo de reclutamiento así lo ratifica, que quizás, no existen o existan en una proporción insignificante ese perfil de persona que se busca, o podría darse el caso, de que por las características y el target de las personas a reclutar, no haya manera posible de conseguir su participación en el campo para el estudio programado .No es un problema en la mayoría de los casos,(que también podría ser) de falta de voluntad, aptitudes, eficacia o recursos de los reclutadores.

 

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Podría poner numerosos ejemplos que avalan esta opinión. Veamos alguno;

Recuerdo que en una ocasión para un estudio sobre nuevas tecnologías, se pedía organizar una reunión de grupo, con ingenieros de robótica, con una experiencia en esta actividad desde hacía al menos 20 años.

Pero vamos a ver; ¿Cuantos ingenieros de robótica hay en España, cuantos en una misma ciudad y cuantos con más de 20 años de experiencia que por muchos incentivos y gratificaciones que se les ofrezcan estarían dispuestos a asistir a una reunión de grupo?  (que evidentemente se tendría que celebrar en una fecha concreta, a una hora concreta y en una direccion concreta, donde además tendrían que coincidir todos).

(Bueno, quizás en un futuro próximo, ahora que se han incluido como obligatoria en la enseñanza primaria y secundaria la asignatura de robótica, puede que sea posible, pero no hasta estos momentos.)

Creo que hay que tener los pies en la tierra y no confundir el deseo con la realidad.

Pondré solo otro ejemplo, en este caso, sobre la solicitud de captación de un perfil de personas totalmente distinto y para tratar temas totalmente distintos.

A lo largo de estos años, he tenido ocasión de organizar y participar en numerosos estudios, en algunos casos de temas sociales y en otros, sobre mercado y productos de gran consumo, en donde se pedía la contactación de inmigrantes para la participación en grupos y entrevistas, y en particular, inmigrantes asiáticos y más específicamente de China. Pues bien, os puedo asegurar, que aunque se tenga la mejor predisposición para contactar y se tenga “localizada” a un importante número de personas de China(es evidente el aumento de esta población en grandes ciudades como Madrid o Barcelona y su ubicación en barrios y en un sinfín de empresas y comercios que vemos todos los días) y aunque consigamos hablar con ellos,(si se es capaz de lograr hacerse entender) y te digan que “si, chi, chi,”y te juren y te perjuren que si que vienen a la reunión, pues luego es que no, no, no, y no vienen. Y quien lo ponga en duda, me apuesto con él/ella lo que quiera.

Vuelve aquí a chocar el deseo con la realidad

Otra cuestión que me gustaría comentar, en relación a no perder de vista que tratamos con personas, es que se pueden dar multitud de situaciones por las que una persona que ha sido bien seleccionada y pasado todos los filtros para participar en un estudio, citada, confirmada y reconfirmada, luego no se presenta a la reunión o a la entrevista ,puede haber tenido un problema con el transporte, puede ser que en el momento de salir de su oficina, su jefe le ha dicho, espera que tenemos que reunirnos urgentemente, puede que su hijo se haya puesto con fiebre y se quiere quedar con él, o sencillamente que se haya encontrado indispuesto/a, o con poco animo o interés para desplazarse a no se cuanta distancia y emplear dos, tres o cuatro horas, pese a que se hubiese comprometido de antemano a colaborar y asistir y para nosotros fuese muy importante su asistencia. Por no poner el ejemplo de un caso más dramático; Me ocurrió en Lugo, en una reunión con amas de casa ,era un estudio para páginas amarillas. Cuando llamamos a la mujer que faltaba al grupo y que la tarde anterior había confirmado su asistencia, nos cogió el teléfono el marido llorando y nos dijo que Maria (nombre supuesto), se acababa de morir. ¿Fuerte no?, Evidentemente es un caso extremo y la probabilidad de que se produzca un caso como este es remota, pero no por eso irreal.

No cuento esta anécdota por morbo, si no para reflejar que en el trabajo de campo y en el trato con la gente también pueden ocurrir las situaciones más sorprendentes e inesperadas.

Podría relatar situaciones de las más variopintas vividas con el trabajo de la captación.

La vida es así y se pueden dar tantas circunstancias, como situaciones e imprevistos podamos imaginar. Y esto es independiente de que se hayan puesto todas las “medidas lógicas”, incluidas la de tener personas de “repuesto” para imprevistos, bueno, no siempre se pueden tener en “el banquillo” a gente para sustituir, creo que en el caso de los ingenieros de robótica y los chinos, que antes comentaba, lo íbamos a tener jodido.

Desde los reclutadores y las empresas proveedoras de servicios de campo, creo que también se dan una serie de errores y desconexiones de la realidad con más frecuencia de lo que se debería.

Voy a señalar algunas otras cuestiones, que pienso, serian importantes tener siempre en cuenta para tratar de mejorar el trabajo de contactactadore/as y el de las empresas que ofrecemos estos servicios de campo:

 

2- ENTENDER LO QUE SE PIDE Y SABER CÓMO BUSCARLO:

 

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”Estar en el mundo”, conocer la realidad social, las tendencias, los nuevos hábitos de consumo y estilos de vida”.

Algunas veces, el problema en una captación, parte de una falta de definición y aclaración de lo que se busca para reclutar. Es importante definirlo en los filtros y detallarlo con la mayor precisión en la solicitud que se haga, pero es más importante si cabe, explicarlo, comentarlo y detallarlo a través de un breafing y de las conversaciones que entre los responsables de la investigación, los coordinadores y supervisores de campo se realicen con los contactadores/as.

Desde los reclutadores, tampoco vale decir:”si, si, sin problemas, esto ya está hecho” y luego no saber ni de lo que se está hablando. Los contactadores, tienen que asegurarse que están entendiendo lo que se les pide y de las vías que se van a utilizar para conseguirlo. (Aunque en el proceso de la captación, se vea que no son las correctas y se decida cambiarlas)

Otro aspecto que es muy importante resaltar, es que tiene que haber sintonía, entendimiento y capacitación de los reclutadores.

Como señalaba antes, es fundamental “estar en el mundo”, conocer la realidad social del momento, los nuevos hábitos de consumo y estilos de vida, pero también tiene que haber una coincidencia en los criterios y en los conceptos que definan el perfil que se requiere.

Pongamos un ejemplo; Se puede pedir, que se busque a un grupo de “jóvenes modernos en Madrid”, vale de acuerdo, pero habría que definir y establecer previamente que es lo que se entiende en este caso como “joven moderno en Madrid”

¿Quíenes son jóvenes modernos?, ¿Los seguidores de Bisbal?, los de La Bahuaus?, los Alternativos?, los hípster?, ¿Los que se mueven por Pacha. Por el Joy, por El Sol?, ¿Los apasionados por la moda, por la música? ¿Los que van a Matadero, a La Fnac, al Circulo? ¿Los que van a la Filmo, al Reina Sofía, los que van por Malasaña, por Lavapiés, por Serrano…?

Es fundamental que cliente, técnico, supervisor de campo y reclutador hablen de lo mismo y haya una unidad de criterio y concepto para la búsqueda.

 

3- TENER INICIATIVA, VALENTÍA Y RECURSOS:

 

Atreverse a contactar con todos los perfiles, sectores sociales y profesionales, independientemente de las dificultades que implique esa captación y de que haya parte del equipo de reclutadores más especializados   y con mejores aptitudes para contactar y relacionarse con determinados targets de población.

 

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Siempre puede haber una vía nueva a utilizar y algún recurso o argumento a explotar que permita poder iniciar y avanzar en la contactación o que nos ratifique la imposibilidad de la misma.

-Atreverse con todo. Saber dónde buscar- :

La respuesta a la pregunta que a veces se nos hace de, “¿Cómo y dónde habéis encontrado a la gente?, es múltiple, como la diversidad social y la variedad de los perfiles que se demandan a reclutar y la respuesta podría ser:

“Y nos fuimos a la Celsa a buscar heroinómanos”
“Y al polígono Marconi a buscar prostitutas”
“Y al congreso de nuevos talentos informáticos a buscar emprendedores”
“Y a las asambleas de Facultad a buscar estudiantes comprometidos”
“Y a los Hospitales y centros de salud a buscar médicos y ats…”
“Y a la calle, y a los bares y a los foros y a las redes sociales y a las bases de datos… y…,y……y………”
 A buscar personas para invitarles a opinar…

 

4- TENER FLUIDEZ Y UNA BUENA RELACIÓN CON EL CLIENTE Y EL RESPONSABLE TÉCNICO DE LA INVESTIGACIÓN:

 

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Es fundamental para seguir el proceso de la captación, comentar los problemas que pudieran surgir y poder replantearse posibles cambios con el cliente y los responsables de la investigación o del campo de la misma.

No dar nada por cerrado y como decimos en la web CR, (www.crgodoy.es) ”entender la investigación como un proceso flexible y creativo”. En el proceso de la captación y en el desarrollo del trabajo de campo se pueden redefinir estrategias y diseños distintos a la propuesta e hipótesis inicial, todo está abierto. Esta fue una de las ideas que el profesor y maestro Angel de Lucas me enseño, primero desde el curso de postgrado que él dirigía en la Facultad de Sociología de la Universidad Complutense: “Praxis de sociología del consumo. Teoría y práctica de la investigación de mercados” y más tarde, desde la experiencia práctica y en el transcurrir de algunas de las investigaciones en las que coincidimos. Siempre insistía:”Hay que plantearse este trabajo como un proceso abierto, esto es algo que define y caracteriza a la investigación cualitativa”.

Al acordarme de Angel de Lucas, me vienen a la memoria otras anécdotas;

No sé, si al calor de la discusión sobre estas cuestiones o posiblemente, después de llevar una larga jornada con varias reuniones de grupo, se imponía un paréntesis. (Trabajábamos en aquellos momentos, en un estudio sociopolítico en Galicia,) y hablando y riendo sobre la vida, porque quien le conoció y trato, sabe, que aunque con un tono pausado, lento y siempre reflexivo, era un gran conversador y con un gran sentido del humor, acabamos mezclando ribeiros y albariños y jugándonos quien pagaba la cena, tuve suerte, la gane yo, y estando en Galicia, no nos pudimos reprimir de darnos un homenaje de mariscos.

Disfrutamos de aquella cena, de aquellas conversaciones y de aquellas risas, lo malo es que el albariño nos jugó una mala pasada y por la mañana perdimos el avión en Santiago que nos traería de regreso a Madrid. Pero mereció la pena.

Esta anécdota, me sirve primero para el recuerdo y mi homenaje particular a Angel, pero además para decir que el trabajo de campo, el reclutamiento, la contactación, pese a los momentos duros, estresantes y de incertidumbre que se viven; ¿vendrán o no vendrán todos al grupo, serán puntuales, estará bien hecha la selección de los participantes, serán habladores y aportaran cosas interesantes????…Pues, pese a eso, también nos da alegrías; el viajar, conocer muchas ciudades y pueblos, perfiles distintos de población y poder hablar con personas, con muchas personas y muy diversas, poder tratar y conocer asuntos muy diferentes que el objeto de la investigación te permite…

 

5- APROVECHAR LAS NUEVAS TECNOLOGÍAS, LOS NUEVOS RECURSOS QUE INTERNET NOS OFRECE. APROVECHAR CON INTELIGENCIA, CAUTELA Y RESPETO LOS FOROS Y LAS REDES SOCIALES. COMBINAR MÉTODOS TRADICIONALES Y NUEVAS HERRAMIENTAS:

 

Es evidente que hoy vivimos otros tiempos y que como ya se ha dicho en otros artículos de este blog (Blog-CR Mayo 2015).” El uso masivo de internet lo ha cambiado todo o casi todo”.

 

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Por un lado tenemos que atrevernos, sin miedos a utilizar las nuevas tecnologías que nos puedan ayudar en la captación, no olvidemos que de algún modo, salvando las distancias, ya lo hacíamos desde el momento que usábamos un ordenador, confeccionábamos nuestras propias bases de datos, supervisábamos y contrastábamos con otras, de Aneimo o de los distintos Institutos de investigación con los que colaboramos. Las usamos para evitar en la medida de lo posible, repeticiones, sesgos, cuando no falsedades y engaños, y se utilizaban también como herramienta para abrir nuevas vías de búsqueda a partir de ellas, buscar nuevos contactos de conocidos, amigos, familiares, compañeros de estudios o de trabajo, integrantes de un club, asociación, colectivo  o  vecinos del barrio.

Pero es con internet y su uso masivo, cuando se produce un cambio cualitativo y las posibilidades de buscar son infinitas. El problema es el de siempre, por un lado ¿sabemos que buscar y donde? y por otro lado, ¿cómo autentificar, contrastar y garantizar la veracidad de los datos que desde el anonimato y este nuevo universo que es internet se nos ofrece, para poder rastrear y contactar?.

Hoy existen miles de páginas web, de blogs, de foros, de páginas de contactos de profesionales y empresas ofreciéndose y que puedes conocer a golpe de un clic de ratón.

Lo que antes hacíamos solo de una forma casi personal por teléfono y en directo, empollándonos las páginas amarillas y pateándonos la calle, hoy se hace en parte a través de internet, de Facebook, Twiter y otras redes sociales. Hoy las redes sociales están presentes en todo (ver artículo de Alfonso Tarancon, Blog CR-julio 2015) y para todo las podemos utilizar, también evidentemente para contactar.

Está claro, que no solo las redes sociales, sino cualquiera de las nuevas herramientas que hoy manejamos en el día a día, han supuesto un cambio impresionante para el trabajo de captación. Señalemos por ejemplo, lo que ha significado el uso masivo y permanente del móvil, y el uso de las numerosas y diferentes aplicaciones para los smartphones y tablets que nos permiten; buscar, localizar, convocar, citar, recordar… Véase el caso de whatsapp sin ir más lejos. El Whatsapp, con su propio lenguaje ideográfico con emoticonos, te permite la comunicación directa con otra persona, se ha convertido en el nuevo concepto de agenda. Como ha escrito recientemente Jorge Carrión en las páginas de El País, (El whatsapp) “pretende cumplir una vieja aspiración de los humanos. Ordenar las interacciones sociales en diferentes niveles de conversación e intimidad”

Pero dicho esto, tengo que volver a insistir, que al margen de las nuevas tecnologías, es imprescindible el trabajo de una persona, en este caso, el del captador/a, que es el que va a hacer uso de las mismas, y es quien va a reclutar a las personas del perfil que se necesiten, es quien mejor va a poder atender las demandas del cliente y responsables de la investigación, el que va a saber explicar el contenido de la invitación por la que se les convoca a participar en una reunión de grupo o entrevista, y es el captador/a, quien mejor puede hacer un seguimiento para garantizar esa participación y asistencia. El captador-reclutador o contactador, como lo queramos llamar, es en definitiva, el responsable y el que tiene que garantizar que esta primera fase de la investigación se realice con éxito.

Por último, no podemos olvidar, el valor, la importancia y a veces la obligatoriedad del uso de los métodos tradicionales de reclutamiento, el que se realiza personalmente por teléfono y en la calle, en un comercio o gran superficie, en una cafetería o en un centro de estudio o de trabajo. De alguna forma, esa es la esencia y la base de este trabajo que reivindico.  Y lo reivindico no por romanticismo y nostalgia, que quizás también, si no porque además pienso que este método, sin renunciar a “lo nuevo”, sigue siendo válido y necesario y permite en muchos casos, un mayor acercamiento a las personas, un mejor control del proceso de la captación y en definitiva da mayor garantía de éxito que es de lo que se trata.

 

6- GENERAR CONFIANZA E ILUSIÓN PARA CONSEGUIR LA PARTICIPACIÓN EN LAS REUNIONES DE GRUPO, ENTREVISTAS O FOROS.
HACER VER QUE SUS OPINIONES SON VALORADAS Y TENIDAS EN CUENTA:

 

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Es importante empatizar con las personas con las que contactamos y provocar los estímulos necesarios para conseguir su colaboración, motivar su participación en las reuniones de grupo y entrevistas. Las motivaciones, no solo tendrían que ser de índole económico y material, en forma de regalos o gratificaciones, que también por supuesto, pero siempre hay algo que podemos proponer, sugerir y ofrecer que a la gente le suponga un extra que motive su participación, y aquí también es clave el papel del contactador, como narrador de una historia apasionante.

Recuerdo situaciones vividas que dan muestra de que a la gente les gusta ser escuchada, opinar y participar en una reunión de grupo o entrevista, más allá de recibir una gratificación o incentivo.

“Yo también quiero entrar en la reunión”, curiosamente este mismo comentario,  me ha tocado escuchar  en más de una ocasión en mi práctica del trabajo de campo. Ha dado la casualidad, que ha sido en poblaciones rurales  con un perfil de personas no muy habituadas a reuniones y entrevistas. En una ocasión recuerdo, fue en una convocatoria a un grupo, para un estudio de TVE en Oropesa–Toledo y lo mismo ocurrió con un grupo de agricultores para un estudio sociopolítico, en Ribaroja del Turia -Valencia. En ambos casos se había corrido la voz en el pueblo de que iba a realizarse un reunión,”una encuesta o algo así”, como se decía y que “ellos también querían asistir y dar su opinión”, que “también tenían derecho a decir lo que pensaban”. ”Que no se iban de allí si no hablaban”.

Evidentemente, no se podía dejar entrar a todo el que quisiese (se presentaron mas de 20 personas), porque como es sabido, se tienen que cumplir una serie de cuotas y es el contactador el que tiene la lista de los participantes convocados y de las personas validas que previamente ha contactado, filtrado y seleccionado. La cosa no fue a más, el grupo convocado se hizo como estaba previsto. (Otra cosa, es como tuve que lidiar con la situación, pero eso lo dejamos para otra ocasión, solo anticipare que la faena salió brillante)

Esta anécdota me sirve, para comentar que a lo largo de estos años, han sido muchas las personas, que he visto que estaban deseosas de participar en los estudios mas allá del incentivo que recibiesen por ello, son muchas las que se sienten bien si ven que son escuchadas con respeto y que pueden interactuar con el grupo recibiendo otras opiniones y puntos de vistas que les son útiles. Han salido de una reunión diciendo: “se me ha pasado volando, ha sido súper interesante, he aprendido muchas cosas escuchando a otra gente como yo.”

Termino este artículo brindando por la investigación que permite que se pueda opinar, escuchar, relacionarse, interactuar … Y brindo por las personas que participan y muestran interés por estas mismas razones y emociones.

 

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