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Some hiring managers just don’t get it!

By on July 10, 2012 in Recruitment

Dear Hiring Manager, So, just to make sure I clearly understand you. You consistently call our entire industry  ‘cowboys’, who add no value and who cannot, or will not, build relationships. You often warm to your theme by telling us we don’t understand your business or your briefs, fail to match appropriately, never provide insights, [...]

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Discount! Did you say… discount?

By on April 3, 2012 in Client Skills, Fee Negotiation, Recruitment, Recruitment Skills

“So let me just clarify your position on this, Mr Client. You spend 30 minutes telling me all the recruiters you have used so far are hopeless, they provide zero value, they can’t find the talent you want, their service is pathetic, and they do not understand your business. Then, we spend hours going through [...]

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The one skill great recruiters nail every time

By on March 6, 2012 in Coaching recruiters, Recruitment, Recruitment Skills

There has never been a more critical time for recruiters to focus on prioritising their job orders. Clients are tentative and decisions are slow to come, so we simply cannot waste our time on briefs that were never real in the first place. Working with clients who are not ready, willing or committed to hire [...]

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10 massive blunders I have made in recruitment

By on December 14, 2010 in Management Skills, Recruitment

Running a great recruitment business is difficult. The competition, the compliance, the cash flow issues and most of all, the people complexity creates an ideal environment to screw up. Here are 10 of my biggest blunders, some of which I have made several times. I offer them up as a guide on what NOT to [...]

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Will clients pay 60% permanent placement fees? Well, yes actually.

By on November 30, 2010 in Client Skills, Fee Negotiation, Recruitment, Recruitment Trends, Selling value

Regular readers of my blog will know that I have predicted for some time that clients will expect more from recruiters as the market recovers. I have said that we can expect pressure on our fees, particularly as employers invest in other ways to access talent. But it’s also true that market forces will prevail. [...]

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Competing on price in recruitment is a slippery slope to oblivion

By on November 16, 2010 in Fee Negotiation, Recruitment

Last week I blogged on how competing on speed and volume alone was not the way to be successful as a recruiter over the long term. Today I turn the attention to price. The question of fees and margins in our industry is a sensitive and difficult one. The fact is that clients resent our [...]

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