Many recruitment leaders I work with want their recruitment CRM to generate fees, but often recruiters are all too happy to jump back into spreadsheets, LinkedIn, notebooks and “going by memory” rather than use their CRM system properly. This blog is a quick 3minute read to create some perspective and give you some ideas for a “CRMFirst” strategy.
The above results in a nightmare for recruitment leaders who are looking to grow their business, become “GDPR-proof” and become more profitable.
It also results in a problem I call “Hairdresser Syndrome” – a term I’ve used for many years to describe a recruitment business that needs to get a grip on its processes and data to see real growth andROI.
Do You Have a Recruitment Firm, or an Office Full of Desks For Rent?
I have been with my hairdresser for 8 years. He knows my taste in magazines, some of my secrets and all of my roots. A few years ago he was based in a large salon in the city, where he rented a chair.
The rest of the salon staff barely knew I was there, and I didn’t really notice them either – zero interaction. Perhaps if I was lucky my hair would be washed by one of the juniors. I’d pay the girl at the till on the way out, but my hairdresser was my only real contact at the salon.
One day he very quietly commented that he was opening his own salon, and would I like to move with him? I bit his hand off – why wouldn’t I? I had no relationship with the salon. They kept no details on me, perhaps they didn’t even know I existed. Would they miss my business?
For me, he was the salon.
Are Your Recruiters Hairdressers?
Can you see any similarities between your recruitment business and my hair salon?
They have exclusive relationships with the clients. Are you simply the “girl” taking my money at the till?
Do they use stuff in your business, such as hair washers, tea makers, reception (IT, HR, Finance, Admin) that their fees contribute to, but that I am totally oblivious to?
Are your consultants simply logging data at the point of sale to get the cash in but the juicy stuff which is about me, what I like, how I buy is in his/her head?
If they left and took “clients” with them, would you know? And don’t forget you’ll only know what data they’ve taken and who’s migrated with them if they told you about these relationships in the first place.
Even if you had the data on the client, would it be enough for you to continue the relationship going forward?
Are your clients engaging with your business or the consultant? Are their loyalties to the brand or their perceived face of the brand, the consultant (the hairdresser)?
I’m still seeing “30-second recruiters” who enter a candidate in the CRM just to place them and board the invoice. Recruitment consultants are tempted to brush off GDPR as a flash in the pan, carry on as usual and keep billing how they’ve always billed. That may work for them in the short term, but they’re missing out on opportunities to be more effective and profitable whilst putting the business at risk.
CRMFirst and GDPR: Hairdresser Prevention for Recruitment Leaders
2018 was the year of GDPR, and 2019 needs to be about CRMFirst (getting your candidates, clients and consultants addicted to your systems. It needs to be about data hygiene, recruiters building effective, retained relationships and recruitment firms focusing on growth, not just legislation.
A CRMFirst (BullhornFirst / AdaptFirst) culture can create a valuable pool of great data that will put you ahead of your competition and create a hidden asset that your clients (and prospective clients!) want access to.
Yourrecruitment CRMshould be a USP – a unique selling point. Your recruitment software can be an addiction for your recruiters, your clients, candidates, and investors. All of which does the one job you bought it for – to make you more money.
Swap the Salon Culture for CRMFirst Culture…
Instilling a culture of data quality is challenging, but highly rewarding. Define the strategy, instil this into your culture and reduce the risk of bad data impacting the recruitment business.
Get your recruitment consultants engaged with your system and train them on best practice so they understand why great recruitment process is profitable for them, as well as your business. Stop them from simply renting a desk.
Once they can see and feel the benefits of following your processes (improving performance, profit, and ROI for themselves as well as the business) then your CRM can become a business growth tool, rather than an expensive data dump and potential GDPR risk.
So, are you guilty of simply renting a chair to your consultants to allow them to grow a lovely portable client base, or do you do more to grow/protect your brand, relationships, and market share?
HIIT Us, Recruiters!
Our high intensity interval training (Recruitment HIIT) helps recruiters source, convert quicker and develop healthy pipelines. Recruitment HIIT is an exciting recruitment training platform for recruiters to speedily learn skills to be more successful withAdapt,Bullhorn,LinkedIn,Job Adverts,Inbound Sales,DigitalandEmail Marketing. Try Recruitment HIIT for free, or arrange a call with me - press one of the magic buttons below.
Bullhorn Sourcing Tip for the Best Located Candidates
Recruiters! It’s frustrating spending 13 hours a week sourcing! (UK Average!) Plus, then thinking you’ve found the perfect candidate, only to realise that they live on the wrong side of the Thames or they’d need to take a literal ferry across the Mersey to make it to work every day.This Bullhorn sourcing tip is for recruiters who need an alternative to the radius search, and a speedier approach for the 73% of you who tell me that you're suffering a candidate shortage!Recruiters! Reduce Your Sourcing Time With this Bullhorn TipWe run the best Bullhorn Training, and create monthly Bullhorn tips to improve your speed and ROI. And we're almost about to launch our Bullhorn HIIT OnDemand training.The recruiters I train on Bullhorn love how this tip will help you get more localised results for those hard to fill jobs and ultimately help you to source and place quicker! Do you recruit for jobs in areas that render radius searching useless? Are your candidates declining roles due to distance or commute times? Do you need more time? This Bullhorn sourcing hack will show you how to: Generate a more localised candidate search Quickly rule out irrelevant candidates. Improve your sourcing time (and give you more time on the phone)!Watch this 1-Minute Bullhorn Sourcing TipOur recruitment community loves our Adapt, Bullhorn, Inbound Sales, LinkedIn, Job Adverts and recruitment training hacks. Click the links to get more, and sign up to our Recruiter Hacks Newsletter to receive them as they are published.Talking of Recruiters Saving Time...Could you save your recruiters an hour a day, and make an extra £18,750 a year (or £187,500 if there are 10 of you?)Our high intensity interval training - Recruitment HIIT- helps recruiters source, convert quicker and develop healthy pipelines with Adapt, Bullhorn, LinkedIn, Job Adverts, Inbound Sales, Digitaland Email Marketing. We aim to save every recruiter at least 1 hour per day - more billing time, more fees!TRY RECRUITMENT HIIT FOR FREEREAD ABOUT OUR BULLHORN TRAININGBOOK A CALL TO DISCUSS BULLHORN TRAINING
The Adapt Playbook