Tag Archives | Relationship building

Good clients don’t only want resumes, they want insights!

Good clients don’t only want resumes, they want insights!

Great recruiters need to understand their industry, their company, the competition, and the business environment for the types of people they place. You need to be a mile deep and an inch wide! I find that recruiters are easily seduced. In fact, truthfully we can be a bit tarty. A client wants help with a […]

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The amazing day our client put the placement fee UP to 60%!

The amazing day our client put the placement fee UP to 60%!

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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Client wants a discount? Don’t talk dollars, talk value

Client wants a discount? Don’t talk dollars, talk value

It’s a fact of recruiting life that clients will push you to negotiate your fees. And with so many recruiters quick to drop fee percentages to secure briefs, that can be a hard discussion to deal with. The starting point for successful fee negotiations is, strangely enough, to get the conversation off the fee percentage, […]

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Recruiters please, shut up and listen!

Recruiters please, shut up and listen!

We are often told that recruitment is a sales job. And it is. But the truth of selling is badly misunderstood. Selling in old-style recruitment means volume of calls, pleading for client visits, and pushing people into jobs where maybe the fit is dubious, at best. But in fact the real selling in staffing is […]

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Recruiters, don't be sucked into competing on speed and price

Recruiters, don’t be sucked into competing on speed and price

Last week I blogged on why so many recruiters have a shallow understanding of what ‘competitive’ in our business actually means. And so how do we thrive in a competitive world? What is the way to differentiate in 2013 and beyond? Well it’s not cool to say it out loud, but as far as I […]

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Recruiters! It takes more than raw aggression and low prices!

Recruiters! It takes more than raw aggression and low prices!

There is one word you will always find in any analysis or even casual discussion about the recruitment industry. Competition Get two recruiters or more together, in any setting, and I bet that 90 % of the conversation will be about how competitive its all become and how to beat the competition. A few years […]

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