Do you have real ‘client relationships’?

The AI evolution irony is truly…. Ironic!

The more technology that is integrated into recruitment, the greater the need for honest, strong human business relationships.

Recruiters, please consider this carefully.

If all you can do is screen, match, shortlist, create ads, respond, and deliver logistics, how long will you last in the face of machines that do all those tasks better and faster?

 What exactly is your job?

Before AI replaces recruiters, it will expose those who add no value. That is starting to happen already.

There is a big difference between understanding which parts of the recruitment process can be replaced by AI and automation…

and understanding which parts should be replaced by AI and Automation.

And therefore, which parts should not!

AI acolytes claim that AI will automate human judgment and influencing skills in recruitment.

This is precisely the opposite of what is needed.

Much of the technology on sale today amplifies and automates dysfunction. It’s taking us backwards!

Trace the history.

Before the internet, recruiters thrived as trusted advisors with genuine networks and valuable insights.

The deluge of Tech in the last 40 years largely dismantled that because it allowed transactional hacks to spam resumes around town at pace and make a few placements. (Read this article to understand how that is going to play out.)

Everyone agreed for decades that ‘recruitment is dysfunctional’. Technology drove that dysfunction!

AI allows us to return to our roots.

AI will eliminate the ‘time-suck’ aspect of recruitment. The transactional and mundane aspects will be automated, allowing recruiters to revert to being true consultants, advisors, and advocates – to know their markets intimately, build authentic relationships, and provide genuine counsel.

The most critical skill in recruitment remains ‘selling’!
 
Stay calm; I am not talking about banal cold calling or spam.

 No, I mean selling in the real sophisticated sense of the word.

The Recruiters’ real value. is selling…listening…advising…consulting… insights… influencing

Most recruiters are not skilled at this type of selling.

 But thankfully, AI cannot do it at all!

So, I believe that all recruiters will need to be able to build strong, sustainable, real client (and candidate) relationships, based on expertise, advice, and insights.

Think about it

If you can’t do that, what will you spend your time on? That Tech can’t do better?

And you can’t ‘sell, advise, consult and influence, unless you have a partnership relationship with your clients.

Which of these stages are your client relationships at?

1: Dog Eat Dog. The client views you as a ‘competitor’, rather than a supplier, let alone a partner. They give you orders reluctantly, openly admitting they would rather fill the role themselves, and working hard to do so. They resist sharing and co-operation. You will get ghosted

2: Toleration: There is an awareness that they have ‘engaged’ with you, and they do provide minimal information and feedback. However, they are unreliable and uncommitted.

3: Participation: The client acknowledges that you ‘work’ together, but there is no loyalty and little rapport. The relationship is “polite but fragile”, and they will dump you at the slightest provocation.

4: Cordial: There is mutual effort and deliberate co-operation. You are not ‘inside the tent”, but you may be allowed in the campground. They co-operate for periods, then go silent without apology

5: Partnership. This is where you need to be. There is ongoing work. You get each order exclusively. There is a high level of trust both ways. They take your advice, work within clear boundaries and will give you a second or even third chance if something goes wrong. Recognition, respect and shared values.

Now, be honest. Where are you with your clients on the “5 Stages Scale”?

This article is based on the fresh new content just released on the Savage Recruitment Academy. For all 200 hours of training, including how to work towards “Level 5 client relationships”, sign up now