I love hearing from a range of people about the sector I am passionate about. Each of these events has been very valuable in confirming some of my own opinions and enhancing my thinking about the future of recruitment.
It's certainly further clarified my views about the differences between recruiters and recruitment businesses that will thrive in the current decade and those that are unlikely to survive.
If you're a recruitment consultant, you are slowly failing if ...
1. Your first action to source candidates is to post an online job ad
2. The sum of your research into a client or prospect is spending 5 minutes on their website
3. You keep meaning to ‘get into social media' (professionally) but you haven't done anything about it yet
4. You have less than 200 1st level connections on LinkedIn
5. You email short lists to clients and you don't hear back for days ... weeks ... or ever
6. You think receiving a job description by email is a reasonable substitute for taking an assignment brief face-to-face with the client
7. Your first response to needing more candidates for a job is to ‘refresh the ad'
8. Your frequent response to something not going as planned is to say ‘I assumed ...'
9. When you hear ‘you can be a back up' (to a PSA panel or to a preferred agency) you believe it
10. You are asking candidates ‘what are your greatest strengths?'
11. You view taking references on a candidate as an administrative task
If you're a recruitment agency owner or manager, you are slowly going out of business if ...
12. You know 20% of your consultants' time is wasted on low pay-off clients and candidates but you haven't worked out what to do about it yet
13. Your dollar spend on job boards is going up, not down
14. You only schedule training for rookies or under-performers
15. You don't keep statistics on the source of your highest quality candidates, and placements. Or if you do, you don't review them regularly
16. You give your perennial under-achieving consultant ‘one more quarter' to make it ... for the third time
17. You think all clients and prospects have the same low regard for Hays as you do
18. You still believe that ‘number of candidates interviewed' is a meaningful KPI
19. You think advertising ‘no KPIs' in your ad for a recruitment consultant is a positive thing
20. You insist on hiring ‘experienced recruiters'
21. You spend more time on filling jobs than anything else
22. Your concern for the future of your business is directly correlated with how this month's billings are tracking
The twenty first century is now more than a decade old yet many recruiters are operating with business models and recruitment techniques almost unchanged from 25 years ago.
It's not too late to make the switch.
But it soon will be.