Finding someone a job is only half the battle….

In financial markets they talk about canny investors being “stock-pickers”, which refers to an ability to select ‘diamonds in the rough’; investments that will outperform over time. Great recruiters are “talent-pickers”. We would love to place every person who approaches us, or who we interview. But that is not going to happen. In fact, spreading […]

Posted by Greg Savage
On March 16, 2011
3 Comments

The huge secret no-one ever told you about negotiating temp rates

The “big secret” when it comes to negotiating with clients about temp Bill rates is to shift the clients focus from the RATE, to the COST! If you allow all the focus to remain only on the $ value of the hourly rate, then you have very little negotiating leverage. The client quotes another agency […]

Posted by Greg Savage
On February 23, 2011
8 Comments

What to say when your client drops the “C” word in a fee negotiation.

Last week I blogged about how you need to move the focus away from dollars and percentages when clients negotiate fees, and on to your value and your differentiators. One of the comments on my blog from Matthew Lancey raised the point that sometimes clients keep pushing, and they say something like “but your competitors […]

Posted by Greg Savage
On October 26, 2010
10 Comments

Managing candidates’ salary expectations

Successful recruiting is about lots of small interactions, handled well. The real job of a recruiter is to manage outcomes in the interests of both client and candidate. This week I have another micro recruitment consulting tip – the key skill of managing the candidate’s expectations around salary. It’s not that we want to find […]

Posted by Greg Savage
On September 28, 2010
6 Comments

Don’t give up on exclusive job orders! This is how

A great recruiter will be totally articulate in positioning why a client is doing themselves tremendous harm by getting recruiters to compete. By all means, let recruiters compete for a client. No problems there. That’s capitalism at its finest. But we should not compete on the same job. That is just dumb business by all […]

Posted by Greg Savage
On September 21, 2010
15 Comments

Recruiters: What it means if a client rejects your shortlist (video)

Do you accept the fact that your client can reject candidates you present on your shortlist? Yes? Then you lack ‘Recruiter Equity’. View video on YouTube Recruiter equity is the trust, the buy-in, the belief that your clients have in your ability and your judgment. It is the combination of your experience and your knowledge, […]

Posted by Greg Savage
On September 7, 2010
6 Comments

10 recruitment trends I predicted in 2010. Right..or wrong?

Recently I was honoured to present a keynote address to the RCSA National Conference in Hobart.(August 2010) In that speech I laid out 10 trends that I believe will impact the recruiting profession and which we need to factor into our strategies and business planning. Expectations of clients are rising and will continue to rise. […]

Posted by Greg Savage
On August 31, 2010
26 Comments

Recruiters, use your ‘necktop’ when engaging with clients (video)

The savage truth is that most recruiters have no idea how to build relationships with their clients, nor how to develop business opportunities through their day-to-day interaction with customers. It’s an ironic tragedy, but the more technology we have available, the less recruiters actually use that technology to connect with clients and candidates in a […]

Posted by Greg Savage
On August 17, 2010
5 Comments

‘Plug-in’ your new recruiters for fast learning

This is the fourth blog in my series on great coaching for managers of recruiter teams. Previously I expanded on the importance of ‘Live Feedback’ as well as the ‘Real Life’ approach to consultant coaching. Today we talk about effectively inducting new hires through clever coaching. If you spend all your time training consultants in […]

Posted by Greg Savage
On July 13, 2010
0 Comment

Coaching Recruiters with ‘Live Feedback’

In my last blog post I explained how great coaching is built on two key functions – recognition and correction. Today I expand on one of the tactics I have found exceptionally helpful in mentoring and coaching recruiters to outstanding performance, ‘Live Feedback’. This may sound unusual, but a good leader who wants to have […]

Posted by Greg Savage
On July 6, 2010
6 Comments

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