Comments on: Why clients give out orders in competition… and why it’s wrong for everybody! http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/ By Greg Savage Thu, 17 May 2012 05:46:34 +0000 hourly 1 http://wordpress.org/?v=3.0.3 By: 15 sure signs your ‘client’ does not take you seriously « RAVI CCS http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-8352 15 sure signs your ‘client’ does not take you seriously « RAVI CCS Wed, 09 Nov 2011 06:36:27 +0000 http://gregsavage.com.au/?p=536#comment-8352 [...] give you jobs in competition. And you are not even [...] [...] give you jobs in competition. And you are not even [...]

]]> By: 15 sure signs your ‘client’ does not take you seriously – The Savage Truth http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-8304 15 sure signs your ‘client’ does not take you seriously – The Savage Truth Mon, 07 Nov 2011 22:42:02 +0000 http://gregsavage.com.au/?p=536#comment-8304 [...] give you jobs in competition. And you are not even [...] [...] give you jobs in competition. And you are not even [...]

]]> By: Jan http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-8096 Jan Tue, 01 Nov 2011 11:01:33 +0000 http://gregsavage.com.au/?p=536#comment-8096 Greg, I support your article to the heart, and having read all your articles in this subject, I take your approach all the time now to speak to clients the disadvantages of listing with more than 1 agency. Thank you, thank you, thank you. Greg, I support your article to the heart, and having read all your articles in this subject, I take your approach all the time now to speak to clients the disadvantages of listing with more than 1 agency. Thank you, thank you, thank you.

]]> By: Peter Bulman http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-1083 Peter Bulman Wed, 25 Aug 2010 06:06:14 +0000 http://gregsavage.com.au/?p=536#comment-1083 Greg. I must support all the comments posted by your other respondents. Contingent recruitment is no more than a lottery that leads to embarrassment and frustration for all parties. As a contingent recruiter, I have been in the position of submitting a candidate with their full approval and with their assurance that they haven't been informed of the posiiton. Later I have been advised by the client that they already have the candidate's CV, much to the candidate's, the client's and my chagrin. What do you do, apart from quietly fume to yourself - and promise never to take on a contingency assignment again...sigh! Next ...... Greg. I must support all the comments posted by your other respondents. Contingent recruitment is no more than a lottery that leads to embarrassment and frustration for all parties. As a contingent recruiter, I have been in the position of submitting a candidate with their full approval and with their assurance that they haven’t been informed of the posiiton. Later I have been advised by the client that they already have the candidate’s CV, much to the candidate’s, the client’s and my chagrin. What do you do, apart from quietly fume to yourself – and promise never to take on a contingency assignment again…sigh! Next ……

]]> By: Mark Chote http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-1036 Mark Chote Thu, 19 Aug 2010 20:41:24 +0000 http://gregsavage.com.au/?p=536#comment-1036 Having spent 23 years in NZ and Australia leading teams recruiting to the ICT sector I am guilty of accepting this for way too long! However, I'm not to old to change and we are changing! We are working with a passion to educate our clients that 'multi-list contigent recruitment simply has too many flaws to serve anyone well. It starts with us having well reasoned discussions with our clients but we have to back ourselves first and foremost! My teams have my full support to walk away. They are good at what they do, they are the experts and they deserve reward for their efforts. This discussion deserves to be upfront and central in our industry! Stay on it Greg! Having spent 23 years in NZ and Australia leading teams recruiting to the ICT sector I am guilty of accepting this for way too long! However, I’m not to old to change and we are changing!
We are working with a passion to educate our clients that ‘multi-list contigent recruitment simply has too many flaws to serve anyone well. It starts with us having well reasoned discussions with our clients but we have to back ourselves first and foremost! My teams have my full support to walk away. They are good at what they do, they are the experts and they deserve reward for their efforts.

This discussion deserves to be upfront and central in our industry!

Stay on it Greg!

]]> By: Tim Latham http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-231 Tim Latham Tue, 24 Nov 2009 09:54:28 +0000 http://gregsavage.com.au/?p=536#comment-231 I agree wholeheartedly that the inexorable rise of contingent multi-provider recruitment has led to a lowering of standards - so on that point we agree wholeheartedly. However, whilst your contention that better honed persuasive skills from recruiters is the answer is attractive I'm afraid that my experience is that isn't possible. I come from a retained recruitment background with one of the major management (yes management, not recruitment) consultancies but I know that if I were to adopt your suggested cure, no matter how persuasive I was, sadly I wouldn't have a recruitment business of any scale. Why not? Because huge swathes of UK commerce & industry have decided at Head of Recruitment / Recruitment Director level (or higher) that the contingent / multi - provider recruitment model is what they are going to do and they won't entertain anything else. We can "know" that it is producing sub-optimal results but if the customer / client has decided they want that model then that is what the providers have to provide. Large numbers of very well known employers have elected to adopt this model and we must assume that their Recruitment Directors have thought it through. So I think that the solution for the recruitment sector lies in figuring out how to deliver excellence within the contingent / multi-provider "rules of the game" - that is a tough one to crack, but we for one are giving it all we've got. I agree wholeheartedly that the inexorable rise of contingent multi-provider recruitment has led to a lowering of standards – so on that point we agree wholeheartedly.

However, whilst your contention that better honed persuasive skills from recruiters is the answer is attractive I’m afraid that my experience is that isn’t possible. I come from a retained recruitment background with one of the major management (yes management, not recruitment) consultancies but I know that if I were to adopt your suggested cure, no matter how persuasive I was, sadly I wouldn’t have a recruitment business of any scale. Why not? Because huge swathes of UK commerce & industry have decided at Head of Recruitment / Recruitment Director level (or higher) that the contingent / multi – provider recruitment model is what they are going to do and they won’t entertain anything else.

We can “know” that it is producing sub-optimal results but if the customer / client has decided they want that model then that is what the providers have to provide. Large numbers of very well known employers have elected to adopt this model and we must assume that their Recruitment Directors have thought it through.

So I think that the solution for the recruitment sector lies in figuring out how to deliver excellence within the contingent / multi-provider “rules of the game” – that is a tough one to crack, but we for one are giving it all we’ve got.

]]> By: Marni Hockenberg http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-208 Marni Hockenberg Fri, 06 Nov 2009 02:53:47 +0000 http://gregsavage.com.au/?p=536#comment-208 Thanks for speaking the truth! I worked at a contingent firm for five years and when I left to start my own recruiting firm the first thing I did was switch to a retained business model. Hiring managers don't realize that the fees are the same in most instances. They think that retained is more expensive. They also don't realize that the level of customer service and the guaranteed results with retained search will actually save them money in the long run because they're not going to waste time interviewing candidates who are not qualified and the position won't sit open for longer than necessary. I've talked to a lot of contingent recruiters who wish they could switch to a retained model because then they would get paid for their efforts (what a concept and a subject for another discussion). But they say that companies won't use retained recruiters because of unfounded fear and outdated corporate policy. So where does this leave us - with unhappy contingent recruiters and frustrated hiring managers. Sad. Here's my proposition to contingent recruiters who would like to get paid for their work and who have a desire to raise the bar for better customer service and solidify a long-term relationship with your clients - start asking for a retainer and explain to your hiring manager why it's in their best interests. We need more recruiters to be brave and ask for what you want in order to change this outdated (in my opinion) contingent model. I know that it's not easy but in the long run you will be happier with guaranteed income (via retainers) and your clients will be happier with guarenteed results. It has to start sometime and why not now? And don't forget the candidates who are frustrated with having their resumes shot all around town without their permission by contingent recruiters; or who interview on a job where they realize it's not a fit because the recruiter didn't have an indepth understanding of the job/client. Candidates are a vital part of our business equation and more and more of them don't want to work with contingent recruiters. It's time to address this dysfunctional business model. Thank you Greg! Thanks for speaking the truth! I worked at a contingent firm for five years and when I left to start my own recruiting firm the first thing I did was switch to a retained business model. Hiring managers don’t realize that the fees are the same in most instances. They think that retained is more expensive. They also don’t realize that the level of customer service and the guaranteed results with retained search will actually save them money in the long run because they’re not going to waste time interviewing candidates who are not qualified and the position won’t sit open for longer than necessary.

I’ve talked to a lot of contingent recruiters who wish they could switch to a retained model because then they would get paid for their efforts (what a concept and a subject for another discussion). But they say that companies won’t use retained recruiters because of unfounded fear and outdated corporate policy. So where does this leave us – with unhappy contingent recruiters and frustrated hiring managers. Sad.

Here’s my proposition to contingent recruiters who would like to get paid for their work and who have a desire to raise the bar for better customer service and solidify a long-term relationship with your clients – start asking for a retainer and explain to your hiring manager why it’s in their best interests. We need more recruiters to be brave and ask for what you want in order to change this outdated (in my opinion) contingent model. I know that it’s not easy but in the long run you will be happier with guaranteed income (via retainers) and your clients will be happier with guarenteed results. It has to start sometime and why not now?

And don’t forget the candidates who are frustrated with having their resumes shot all around town without their permission by contingent recruiters; or who interview on a job where they realize it’s not a fit because the recruiter didn’t have an indepth understanding of the job/client. Candidates are a vital part of our business equation and more and more of them don’t want to work with contingent recruiters.

It’s time to address this dysfunctional business model. Thank you Greg!

]]> By: Nick Walrond http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-198 Nick Walrond Tue, 03 Nov 2009 17:48:36 +0000 http://gregsavage.com.au/?p=536#comment-198 Greg - I thoroughly and whole heartedly agree with your comments and sentiment. We have recently blogged on a similar topic, trying to link the next war for talent with a need for our customers to engage with us in a more partnering manner (see: http://blog.sandersonplc.com/). Unfortunately there appears to be a belief in too many end customers that all data is freely available, it won't be until their searches do not bring forth results that the wind of change begins to properly blow again in the recruitment market - at that point the true recruitemnt consultant will not only return but be highly valued once again! Greg – I thoroughly and whole heartedly agree with your comments and sentiment. We have recently blogged on a similar topic, trying to link the next war for talent with a need for our customers to engage with us in a more partnering manner (see: http://blog.sandersonplc.com/). Unfortunately there appears to be a belief in too many end customers that all data is freely available, it won’t be until their searches do not bring forth results that the wind of change begins to properly blow again in the recruitment market – at that point the true recruitemnt consultant will not only return but be highly valued once again!

]]> By: Lyndon Hawk http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-187 Lyndon Hawk Thu, 29 Oct 2009 22:18:01 +0000 http://gregsavage.com.au/?p=536#comment-187 Greg, A great article and I wish more recruiter's took this approach with their clients. If more recruiter's did this then the recruitment industry as a whole will improve and our clients will understand the value that they get from using professional, reputable consultants. Keep your articles flowing. Best Wishes Greg,

A great article and I wish more recruiter’s took this approach with their clients. If more recruiter’s did this then the recruitment industry as a whole will improve and our clients will understand the value that they get from using professional, reputable consultants.

Keep your articles flowing.

Best Wishes

]]> By: Rich White http://gregsavage.com.au/2009/10/29/why-clients-give-out-orders-in-competition%e2%80%a6-and-why-it%e2%80%99s-wrong-for-everybody/comment-page-1/#comment-186 Rich White Thu, 29 Oct 2009 22:14:28 +0000 http://gregsavage.com.au/?p=536#comment-186 Hear hear!! Hear hear!!

]]>