business development

How To Win More Quality Business

I have been talking to recruiters in training recently about client generation techniques. Over the last few years there has been a steady rise in the use of social media although many of the recruitment businesses in the UK (and beyond) seems to be failing to get to grips with using it effectively.

When I ask the question in training about how recruiters generate business currently I get a quick response of the following:

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When Recruiters say " I'm going back to basics"

We have all faced it.

As a good consultant it can be difficult having a tough month. If it stretches further then some serious questions have to be asked.

What is the cause of this?

How can I correct it?

Here is what is happening in most cases. The recruiter has had success because they followed, most likely, some very basic rules to make themself successful.

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How to Break PSLs – Read this before your competitors do!

Some of you may have encountered organisations who have PSLs. Some of the people you have spoken to in those businesses may have even told you that they have a preferred suppliers list. On some occasions it may even be that you told them they had one!

Consultant: “How do you normally recruit into your department?”

Client: “We have a couple of agencies that we use regularly”

Consultant: “You have a PSL then I take it?”

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Selling Better - How to Develop More New Business

What do I get asked the most, more than anything else by Recruiters? "How can I develop more business? What do you recommend I should do to win more new accounts?" Here is one of the things I would be doing consistently (that means every day people) to make sure I was winning enough new accounts. Yes, for many in recruitment, this is a sales job.

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