Most of the recruitment consultants I work with believe that they are on top of their leads – I am sure you are the same yourself. What I have noticed though is that this is not always the case. The majority of recruiters who are responsible for developing their own pipeline of business recognise the importance of generating leads. It provides market intelligence, instant confirmation as to who is currently recruiting and the potential to create immediate business.
The UK recruitment market is a mature, competitive landscape. The focus of most recruitment businesses is on developing market share. Once you have been given an opportunity to work with a client (new or longstanding relationship) the goal has to be to fill the vacancy. Both you and I recognise that not every job that an agency is given is successfully filled (by them). Sometimes a competitor recruiter might fill it, or the position may be withdrawn or cancelled. Some recruitment business will actually fill less jobs than they don’t.
An Ofcom report out yesterday (18th July 2012) shows that texting has now overtaken talking as a means of communication in the UK.
James Thickett, Ofcoms director of research, said “Talking face to face or on the phone are no longer the most common ways for us to interact with each other.”
The report then goes on to say that this trend of digital communication methods is being driven by young people aged 16-24 – the same age group that are now entering the workplace as graduates and new trainees.
I am sure that some of you are aware of our #ZENTips hashtag on Twitter. All our tweets with this hashtag contain a tip for agency recruiters to get more out of their business. One of those tips has caused a lot of people to message me to find out more.
“Build a sizzle pack for meetings AND drops #ZENTips”
I have been asked by a few people about what a sizzle pack is. I have also been questioned about ‘drops’, what are they and do they work?
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:
I read a discussion on Linkedin recently in the Institute of Recruiters Group that was about clients who recruit candidates without informing the agency i.e. what amounts to ‘theft’ based upon introduction, terms and conditions etc. Clearly there was a lot of “pass it to your solicitor” and “leave contact to your legal counsel” and “see them in court, you will win”. There were some whom had had recent experience of this and others who had much opinion though no direct experience of being on the receiving end of such practice.
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.