How to be Successful in Recruitment Part 04
There is a trap that recruiters fall into. It’s a trap that is often created by the very companies that the consultants work for. Indeed the consultant’s own managers and people like myself can sometimes be guilty of aiding and abetting the construction of the trap.
So what is this trap that I speak of? …
… It’s the recruitment hamster wheel!
This is a wheel powered by the sweat and hard work of recruiters as they toil constantly to find new business, fill the vacancies brought in and then go out and bring in more new business.
In theory that’s the right thing to do to grow your desk as a recruiter but done in the wrong way and it will put you on a perpetual wheel of agony that will have you running ever faster and faster to simply stand still.
So what’s the mistake that’s made? Well it’s where the new business is being won from. That’s the flaw. Let’s think ahead.
Consider twelve months ahead. Would you like it to be easier to fill your vacancies in twelve months from now than it is today? To achieve that we need to apply some strategic planning. That’s our key to avoiding the hamster wheel trap.
Strategic planning is about going after similar types of recruitment business so that you can build market knowledge, a candidate pool and ultimately market credibility so that clients seek you out rather than the other way around. (Yup, it’s powerful stuff.)
Think about this; if you, over the next three months only win business in a niche market sector and focus on a narrow range of roles within that sector you will be going some way to building your desk. Multiply that activity out across the year and in twelve months you will be able to take an urgent and hot vacancy and quickly fill it with much less effort than you would if you won that piece of business today.
If, on the other hand, you don’t focus your business development on similar companies within a common sector or at least a common candidate type in related industries you will have to reinvent the wheel every time you bring in a vacancy.
Yes you can run a desk like that and many people do but truly that makes you a recruitment hamster. You have to keep learning about a new industry, new candidates quirks (i.e. what makes them good, bad or indifferent in this new sector of business) and generally keep putting a lot of energy into getting off the ground.
And when you consider that there will be competition out there who are already established in the market space who are able to move faster and more efficiently than you because they already have the basic market knowledge this puts you at a serious disadvantage.
Now does this mean that you turn down vacancies that you stumble across because they don’t fit your strategic plan? Well possibly and that’s something I will talk more about next week when I discuss some ideas regarding how to strategically plan.
What I’m saying right now is that I see a lot of consultants being pressured into chasing after every stray lead and sniff of a vacancy and whilst that can result in vacancies being brought in it is ultimately an inefficient way of working.
To be successful consultants need to plan what direction to take their desks and be actively encouraged and supported to develop those market specialisations.
Only with that planning and support can they hope to avoid becoming a recruitment hamster!
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Until next time; be successful!Stephen Hart Development Specialist, Edenchanges.com