The word “value” is something which is unfortunately not often associated with recruitment. “Need”, yes, “Cost” definitely, but not “Value”. My team and I want to address how the recruitment industry is valued, and indeed how recruiters value themselves and their time. I guess if you’re reading this, you’re wanting to grow or sustain your recruitment business too!
I’ve been researching recruitment training (a massive passion of mine) and have some ideas and questions for recruitment leaders.
What Is the Value of Your Recruitment Business?
Being that the UK Recruitment industry is worth over £30Billion (a pretty valuable number!) – value to the economy is demonstrable! But my question is, how do you as a recruitment leader demonstrate the value of your staff and your business? And what recruitment training are you investing in to improve the value of your business? Are you assuming that your staff value working for you, that your clients value your offering? That your candidates value being on your database?
I’m delighted to be part of the Alex Moyle’s Recruitment Gym A-Z of Recruitment campaign. He’s a passionate recruitment advocate and he asked me which letter I’d like to record a 60 second video for. I grabbed “V” for Value! You can see the video at the bottom of this blog… but think about:
My clients, Recruitment leaders, are fixated on the value of their businesses, and so they should be.
Their marketeers are often fixated on the value that they add to the sales process.
Recruitment consultants and resources are fixated on the value of their desks, and what kind of fees are they bringing in.
But maybe we should be focusing on the value of the more tangible items in our business, our most important assets, our staff.
But damn, what a cliche! “The most important asset is your people” – fluffy HR rubbish? Or is there a nasty trend brewing? One which will have a massive negative impact on the recruitment industry – is it that…?
Why Did 2/3 of Job Leavers Quit Last Year? (Not Enough Training!
Numerous sources quote this stat, including the Independent article titled: Workers are quitting their jobs due to lack of training.
The article makes me want to ask recruitment leaders:
What training do you actually give your teams? Be it sales / recruitment / systems / marketing etc…?
Are you aware of how this recruitment training (or the lack of) impacts on your teams? What value does it deliver? Is your data and process devalued by a lack of training?
The training that you buy for you teams – how do you make your staff accountable for learning and delivering, or just attending?
Every recruitment leader I work with either wants more from their teams, or needs to recruit more staff. What is your plan this year for using training to fix staff retention and staff output? Every meeting I have with recruitment leaders has this as a “stress” topic.
Why Does Recruitment Training Not Work?
Have you fallen into the trap of buying training at the beginning of a change process, not making someone accountable for monitoring the effectiveness of the recruitment training your bought, and then saying “well, that didn’t work” 6 months later when things haven’t really changed and:
systems are not being used
recruiters are not placing
fees are getting lower
data is still dirty
job board budgets are still crazy
staff are not energised
hours of time on LinkedIn is not offering the phone calls you want to hear and see
and recruiters still not really engaged with your “way” and not delivering your processes?
How Many of your Recruiters Want More Training?
People Management talk about 9/10 people wanting more training, in their article about a lack of training prompts two-thirds of workers to quit.
But what training does a recruiter actually need? And how should it impact upon their desk / day / pipeline, and your business? And is what they are being trained to do, offering value to your next most important asset, your data?
Are Your Staff Really Your Most Important Asset?
It’s a touchy subject to talk about – the fact that data and trained people may be equal… But let’s admit that they at least rely on each other, and when you add process and systems, boom! You have a sustainable pipeline! When you mess about with that trio – people / process / data – everyone suffers.
Are your recruiters being trained to nurture your critical data asset?
Is the training that you spend your profit on driving your 3Cs – candidate, client and colleagues – onto your recruitment CRMs? Or do you have have a datadump, not a database?
Ask yourself: Is my recruitment CRM “first” in the pecking order for everything that you want to do, be it sourcing and placing, not just invoicing?
Are You One of the Recruiters “Blowing” £100,000 Per Year by Not Training?
Recruitment Leaders – have a think about all of these questions. We estimate that the average 50 person recruiter is wasting at least £100,000 per year NOT training their staff – by losing them, rehiring, paying them, retraining them, and waiting for the “time to bill”. and that’s not accounting for lost fees due to the disruption… Only you know that figure.
Watch this short 1-minute video I created for Alex. Some food for thought about the value of recruitment.
Our recruitment community loves our Adapt, 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.
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 with Adapt, Bullhorn, LinkedIn, Job Adverts, Inbound Sales, Digital and Email Marketing. Try Recruitment HIIT for free, or arrange a call with me - press one of the magic buttons below.
Kevin Green: Recruitment Leaders Against Recession and Coronavirus Podcast
As a recruitment leader you're likely having to make some drastic decisions for drastic times. For those of us who have been through a recession, we know that this is different. There's more to think about, more government help, more variables, more questions than answers - and there is no rule book for this. This is why I'm delighted that this Recruitment Leaders' Podcast has a guy called Kevin!Kevin Green ran the REC for 10 years, and has perspective on recession, how to run a profitable recruitment agency, and how to be a sane recruitment leader.He has evolved as HR Director at Royal Mail – to the Chief Exec of the REC – to now a Non-Executive / Strategy Director / Public Speaker for recruitment firms and “mere mortal” non-recruitment businesses with his What's Next Consultancy. He has also written a book called Competitive People Strategy.Coronavirus and Recruitment Leaders Staying SaneAs part of my Recruitment Leaders’ podcast, I grabbed some airtime with Kevin and discussed 4 things about the recession, how the Coronavirus is affecting recruitment, and recruitment leaders staying sane.I asked him:What are the differences for recruitment leaders, in the 2008 recession and this 2020 recession? And how will this affect us in 2021 and beyond?How will the agency recruitment market change as a result of this recession and the Coronavirus?Are there ANY positives about what is happening right now?What specifically do you need to do to manage your business through this time? And what should you do for yourself?This is indeed a massively painful time for recruiters and their leaders. Listen you this 30- minute recruitment leaders podcast – give yourself that time to think about where you are, what you want, and how you’ll get it. It's a fascinating listen, with some very useful takeaways and a pep talk for recruitment leaders who need an ear.Listen to Kevin Green on our Recruitment Leaders' PodcastListen and subscribe to the rest of Barclay Jones’ Recruitment Leader Podcast Series or find us on iTunes!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 with Adapt, Bullhorn, LinkedIn, Job Adverts, Inbound Sales, Digital and Email Marketing. Try Recruitment HIIT for free, or arrange a call with me - press one of the magic buttons below.TRY RECRUITMENT HIITREAD ABOUT OUR RECRUITMENT TRAININGBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
Improving the Value of Your Recruitment Business with Greg Savage Podcast
Recruitment leaders who want to get ROI from their recruitment tech, have marketing deliver viable candidates and leads, and make sure that their recruiters are super-productive, need to listen to this recruitment podcast…Oh! And if as a recruitment leader you are looking to hire more recruiters, this podcast has a couple of great ideas to help you with your own recruitment strategy. Straight Talking - No Messing - Advice for Recruitment LeadersDo you know the value of your business?A buyer will typically be looking at 60-70% of profits coming from temporary or contract recruiting. Do you know how many of your recruiters quit last year simply because they did not have the training to do their job?Do you know what your marketing function should be doing to generate the 4Cs? (Candidates, clients, colleagues, and cash?)In this episode of the Recruitment Leaders’ Podcast, I'm delighted (understatement!) to be talking to Greg Savage. He offers some "straight talking - no messing - advice for recruitment leaders who want to be more successful".I talked to Greg about:What are the main changes he feels have happened in the recruitment industry?What are most recruitment leaders doing differently at the moment?Where is the “danger”?What are investors who are looking to buy your business looking for?What does he think of permanent dominant-recruitment businesses?What could add the most value to your recruitment business? And devalue it?How can we attract the best recruiters?What 3 things are crucial for recruiters to be trained in?What are the three skills every recruitment leader is going to need in the next 3-5 years?This is seriously one of my favourite recruitment leader interviews and I think every recruitment leader (current or budding) will benefit from spending 30 minutes listening to this and planning their strategy.We talked about how there isn’t enough process around recruitment CRM systems. Listen to this episode of the Recruitment Leaders' podcast to hear more.And for recruitment marketers who want to demonstrate and deliver ROI from their marketing efforts, check out our blog post on connecting recruitment sales and marketing.Listen to this Recruitment Leaders' Podcast!Thanks, Greg, for being such great guest on my Recruitment Leaders’ Podcast.Listen and subscribe to the rest of Barclay Jones’ Recruitment Leader Podcast Series on SoundCloud or find us on iTunes!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 with Adapt, Bullhorn, LinkedIn, Job Adverts, Inbound Sales, Digital and Email Marketing. Try Recruitment HIIT for free, or arrange a call with me - press one of the magic buttons below.TRY RECRUITMENT HIITBOOK A CALL TO DISCUSS MARKETING TRAININGREAD ABOUT OUR MARKETING TRAINING
The Adapt Playbook