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 hire that’s outside our area of expertise and we jump right in. And then we find we don’t have the skills, knowledge, or connections to do a good job. We waste time, we get frustrated and we actually risk damaging our client relationship, when actually we were trying to go ‘above and beyond’.

And think of the opportunity-cost of working in areas we are unlikely to ever revisit. Interviewing candidates we are never going to place. Successful recruiters are specialists. They know a niche and they work that niche.

Specialisation is critical because it creates a perception that the recruiter is a recognised industry expert. That is absolutely key if you are serious about this business. This expert status appeals to both prospective clients and candidates. We all want to deal with an “expert” right?

Furthermore, it gives recruiters instant credibility with passive candidates, which will be increasingly crucial. Clients are already seriously questioning the value of our fees. We have to elevate ourselves to a trusted advisor relationship.

And for that to happen we must not dabble.

Don’t allow distractions.

Go deep.

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