Recruitment CRM should be the FIRST system used to drive sales, source candidates, convert leads... but often, it's a dumb system, a data dump, "just another bit of recruitment kit" preventing phone and face time. Our clients agree with our mantra "CRMFirst" and want to ensure that their recruitment software is implemented to deliver the 4Cs - candidates, client, colleagues, and cash.
Recruitment CRM - AKA the Sales-Prevention Software
Maybe you’ve had your Recruitment CRM for longer than you’ve had most of your employees and you’re hearing lots of the same moans and groans:
it’s not working
it’s always crashing
I can’t find any candidates in it
my 1980’s Atari felt more up to date
there is no management info because no one’s using it!
The decision has been made to replace your recruitment CRM. You’ve spent 6 months sourcing a new one, another 6 months implementing it and would you believe it, 6 months later and you’re still hearing the same old moans and groans.
How can you give BAU (business as usual) the best chance of success?
Business as Usual Starts Before BAU
It may sound obvious, but many Recruitment CRM projects struggle at the embedding phase due to inadequate post go live planning. It’s not surprising. There is a HUGE amount to do during implementation and the project team are normally spread thin focusing on getting the new system in a fit state for go live.
There are many strategies to planning and managing BAU (business as usual). My favourite is having a BAU project team involved mid-way through implementation. Their responsibility is to plan, support and manage the embedding of the CRM into business over the next 12 months. Their job is to make sure that your investment returns! (ROI)
“That’s a big investment“, I hear you say. However, what is the cost of a disgruntled workforce being negative or the disruption of losing many people or the lost opportunities of your current and future clients? And with 2/3 of job leavers quitting due to lack of training, and the average 10 person recruiters wasting £100,000 per year on replacing leavers, something has to change.
Investing in the BAU is almost more important that the implementation process itself; underestimate the BAU support requirements at your peril.
Management are THE Key to Success CRM Change
Management don’t need to know how to use the CRM, right? WRONG!
Management / Directors / Team Leaders all need to know exactly how everyone should be using the system so they can support and train their teams at go live and beyond.
All too often, “Super Users” are trained to deliver this message but they tend to be sales administrators, busy consultants or new recruits. They don’t have the status within the business to try to invoke change or persuade the biggest billers why they should change their habits and behaviours!
The adage of “Coming from the Top” really is true when you’re managing CRM Implementation Projects. These are not technology projects, they are Change Management Projects and the only people who can change the business are the leaders and managers of that business.
It’s All About Communicating Expectations
When a recruiter hears the following “We are going to change the CRM”, what they really hear is “Yippee, a new CRM. It’s just like upgrading my car; it will be shiny and faster and way better than what I had, oh and I know how to drive so it will be easy to adapt!”
This can lead to my personal favourite user statement “The previous system was so much better/easier!”. No, the previous system which was built on highly suspect 1980’s technology that continuously failed and you always complained about, was more FAMILIAR. As a project team, you have to prepare users for change and this starts not at Go Live, but much earlier during the implementation phase.
Key Rules when Implementing a New Recruitment CRM
Ensure you tell everyone that CHANGE is coming and everyone needs to get on-board!
The system will not be perfect from day 1, everyone needs to prepare to communicate issues and be ready for CHANGE!
There will be BUGS (potentially a lot and for a lot longer that you’d like!) Live with them whilst the project team sorts them out!
Get SLAs (service level agreements) in place – ensure you respond to EVERY issue and communicate an update or fix to the business (if it warrants it) or the individual on a pre-agreed timeframe.
We work with Recruitment and IT leaders to deliver an ROI and sales-led recruitment technology strategy. Our mantra is “CRMFirst”!
Adapt Training Tips for Busy Recruiters
Recruiters! Your day is so full, you often can’t see the wood for the trees (or the candidates for the applications). You have Adapt and you need it to give you time and make you money! Recruitment Leaders! You need your recruiters to convert more candidates and clients, and have a healthy pipeline. Adapt needs to deliver ROI.Recruitment Trainers! You are tasked with being Adapt Training experts and need to be sure you have all of the hacks and tips to improve a recruiter’s day.We have a monthly newsletter full of Adapt Tips to help all 3 of you generate real ROI from Adapt.(Bullhorn may have bought Adapt, but you still need to get value from your Adapt CRM.)Recruiter Interrupted!In recruitment, time is money… but you really lack proper time to really manage your candidates and clients.On average:You check your emails 36 times an hour!You are interrupted 56 times a dayYou attend 62 meetings a monthLet alone random candidates applying for jobs they can’t do, and clients drilling down your fees and working with all of your competitors!You need to get physical and HIIT something! (We use HIIT – high intensity interval training to help Recruiters with what we call “AdaptFirst”.)Every month, we publish the HIIT the recruiters we train love the most, and you can receive them via email.Never miss an Adapt Hack again – sign up to receive your Adapt Training newsletter today.SUBSCRIBE TO THE NEWSLETTERAnd if, recruiters, you want to blitz your business development even further, why not check out the latest in our Adapt Smackdown series?Read more about how train recruiters source and convert quicker and develop healthy pipelines with our Recruitment Training.HIIT Me, Recruiters!And we’re about to launch Recruitment HIIT – an exciting recruitment training platform for recruiters to speedily learn skills to be more successful with Adapt, Bullhorn, LinkedIn, Job Adverts, Inbound Sales, Digital and Email Marketing. Arrange a call with me here.READ ABOUT OUR ADAPT TRAININGBOOK A CALL TO DISCUSS ADAPT TRAINING
Recruiters! What Do You Need to Do to be More Effective in 2020?
With 2020 looming and a few things likely to happen between now and 31st of December recruitment leaders, their recruiters and recruitment marketers have got some time to think about their 2020 strategy and how it needs to help them generate more of the 4Cs - candidates, clients, colleagues… and cash!Recruiters and Marketers! What is Your Strategy for 2020?The Annual Bullhorn Trends Survey has evolved into “The Grid” - a really useful resource pack specifically aimed at the recruitment industry.Bullhorn have done a fantastic job bringing together some key information about global (and local!) recruitment within the UK and beyond!It will help you gain perspective on your year in recruitment to date, and give you ideas on how you need to work next year to be more effective.Could it be that your recruiters need to be more effective and have some seriously good recruitment training?Do you need your recruitment tech to actually deliver cash, rather than be a drain on your profit?How can marketing evolve from “the colouring in department” into “recession-proof” function delivering leads into recruitment firm that’s drowning in data?Shout Out to Bullhorn and 2020We have a passion for helping recruiters (and their marketers) be more successful, so when we come across content which “nails it” we have to give it a shout out.This Bullhorn Trends Grid goes way beyond many of the usual white papers you’ll see in our recruitment sector. It’s massively engaging and rich in thoughts, ideas and research.Take a couple of minutes (coffee / wine) and scroll through, research / digest and plan your 2020 recruiting, sales and marketing strategy.Watch the Video to See Our TakeawaysIt’s so important for your business to train your recruiters to really monetise your Bullhorn CRM, this short video hack will help you achieve what we call “BullhornFirst.”READ ABOUT OUR BULLHORN TRAININGBOOK A CALL TO DISCUSS BULLHORN TRAININGOur recruitment community loves our Bullhorn, Inbound Sales, LinkedIn and 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.
What Recruitment Leaders Need to STOP Doing!