Why do clients make recruiters compete?

The key to successful selling is understanding the buyers’ motivations.

So, why do clients give out orders in competition and expect professional recruiters to do great work on a contingent, multi-listed basis?

And trust me, you need to know this and act on it right now

Watch the video snippet from the Savage Recruitment Academy training library and read the full story below.

Contingent multi-listed perm placement is being flattened and will be commoditised, which means there will be no value in ‘speed-based‘ recruitment.

This will require a huge shift in your mindset and your business model. The recruiter now takes on the clients’ hiring risk. Not just a ‘job-fill’.

And structures the fee accordingly.

And that means retained and exclusive briefs

Sadly, though, even though exclusivity is in the client’s interest, we have allowed them to believe that ‘using many recruiters on the same job‘ is best

And that created a mindset that you need to shift. It starts with understanding why clients think a ‘resume race‘ is in their best interests

This is why.

• Sadly, clients perceive us as ‘resume-flickers ‘, which, while not true in many cases, leads them to believe that the more recruiters they contact, the better candidates they will get. They will get more candidates, but probably not better candidates.

• Clients do not understand what we actually do to produce that shortlist. They think we dip into a database and refer candidates on, not understanding we need time to do quality work.

• Naively, clients think recruiters work harder when they compete for a job. Totally untrue. Good recruiters put effort into where clients are working in partnership and show commitment.

• They think they will get a better spread of candidates. Mostly, they won’t. They will get more inappropriate candidates and recruiters competing on speed, taking shortcuts, and flinging resumes at the order. A quality recruiter, with time to do a proper job, will unearth unique hidden talent.

• They don’t understand that dealing with many recruiters is time-consuming, frustrating and costly. If they worked that out, they would see the benefit of having one recruiter handle all the work.

• Our good friends in ‘Procurement’ and other naïve leaders think that giving orders out in competition allows them to leverage recruiters to drop their fees. Which, embarrassingly, often works. You need to go the other way.

• Talent Acquisition and HR like ‘contingent’, because they feel in control with all the little recruiters running around at their bidding. What they should do is give accountability and all the work to one good recruiter who does a thorough job

• We, the recruiters, are not articulate enough, or brave enough, to tell clients why it’s not in their interests to multi-list job orders. We must.

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The video above is a short snippet from the 200 + hours of recruitment training available on the Savage Recruitment Academy

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Six hundred and fifty recruitment companies have subscribed to the Academy. If you are a subscriber and wish to view the entire original video that this snippet is based on, you can view it here. 

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Sign up for the SRA here 

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Recruitment Agency Expo in London in March promises to be as huge as ever

This is an unusual event..in a very good way!

I can’t think of a better event for learning and sharing and meeting interesting folk

I am speaking both days, so I hope to see you there. The roster of speakers is fabulous and the exhibitors are always fascinating

It’s FREE. Sign up HERE

Day 1:

‘Failing my way to success’: PART 1

Lessons from a lifetime of Recruitment mistakes

This session reveals all the mistakes I made as a recruiter and how learning and adapting led to future success.

Day 2:

‘Failing my way to success’: PART 2

Lessons from a lifetime of Leadership mistakes

The session on Day 2 builds on the material delivered in the Day 1 session. However, it focuses on management and leadership lessons and stands alone. There is no requirement to have attended Part 1.

FREE ENTRY TICKET HERE

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