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.
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!