Recruiters, I assume you’re keen to be smarter and bill more this year. You could be 29% more profitable when you use a CRM. Plus 34% more productive!
But just as you’re focusing on Brexit getting “done”, and impeachments, 2 things happen to cause a major disruption in The Force!
Bullhorn Buys Adapt… What Happens Now?
Actually, not much changes – read Bullhorn’s FAQs on their website:
We are committed to supporting Bond customers and ensuring that they are successful moving forward. While we have no plans to accelerate development of new features as part of Bond, we will maintain support for the existing product for the indefinite future.
So, Adapt isn’t being “sunsetted” (retired), and Bullhorn will continue to have developers maintaining the product. But, really, what many of our Adapt clients tell me is what they have today works for them. The issue they have is their recruiters’ usage of Adapt, rather than the Adapt CRM itself – and that’s what needs fixing in 2020!
I’ve checked in with my team of Adapt trainers (the best Adapt trainers in the business!) and listed below are our 5 reasons to get your Recruiters trained to use Adapt better. Training your recruiters to use Adapt to source, attract, convert, and place candidates and clients is a key goal. You never know, this may also help you retain your recruiters too?
Note: if you’re migrating to Bullhorn, keep watching – the tips below are just as useful. We train recruiters to use Bullhorn too!
1. Are You Suffering from the 72% Placement Issue?
72% of the placements made last year were with candidates you already had (before you spent at least 13 hours sourcing them from LinkedIn and job boards.)
So – training your recruiters to clean up (some of their) data and working it is the crux of all of the things you need to do this year.
In fact, Bullhorn’s research on what you want to improve tells me that 55% of you see speedier sourcing as your key goal.
2. Recruiters are Distracted 36 x An Hour… No Time for Calls!
Recruiters are checking their emails 36 x an hour, and mobiles phone 45 x a day…
What a waste of time! Time is needed make calls and interview candidates / convert clients.
Again – how have your teams been trained to use Adapt to run their desk?
Every client we work with wants their recruiters to make more viable calls… How are you using Adapt to generate warm call lists and turn those candidates and clients into invoices?
80% of you want to be more organised, using technology! Adapt’s Planner is a fabulous tool to create order out of potential chaos.
3. Your Attrition Is Affected by Change
The recruitment industry suffers a whopping 43% attrition rate – and this is often down to a lack of training on core systems. For example, the CIPD note that 2/3 of leavers claim a lack of training is their main reason for quitting. Ask yourself:
What training are you delivering this year to KEEP your staff?
How are you planning on making them more productive and effective recruiters?
It is likely that you have the three things you need…
BUT the purpose and process are missing.
Did you know that continuous training can increase sales by 50%? More training = more sales!
4. How Much Money Are You Spending NOT Using Adapt? Perhaps £140,000?
We recently “traffic lighted” a client’s recruitment workflow.
What were they doing well (green)?
What needed a little retraining (amber)?
What parts of the recruitment workflow were they not delivering through Adapt, or not delivering at all (red)?
The outcome? We found that a team of 40 recruiters were “drowning” in data and systems and were spending in excess of £140,000 using systems other than Adapt.
Plus, dirty data, unhappy recruiters, useless MI, and no doubt lots of missed sales opportunities.
(Hence no budget for training!)
Processes and ROI skewed by “too many systems not enough process”. (It doesn’t cost £140k to train your teams to use Adapt!)
5. 60% of Candidates Have a Poor Experience… But What About Recruiters?
There is so much online about the poor candidate experience, and APSCo tells us that most of you want to fix this issue - but what about the recruiter experience? 2/3 of recruiters who quit last year stated "you didn't train me" - what a terrible waste of time and resource, when it takes approx 6-12 months to get a recruiter to decent billing levels. (It costs approx £10,000 to replace a recruiter!)
What’s your plan this year to improve your teams’ experience of recruitment and sales? Surely their happiness directly affects that of your candidates (and clients)? And you'll save £100,000s!
Adapt CRM: “It’s What You Do With It That Counts!”
We’ve spent the last 20 years working with Bond / Erecruit / Bullhorn – we’re pretty good at Adapt and Bullhorn adoption and recruitment training. In fact, we’re one of the few teams who know the difference between the two.
Recruitment is a tough market, made up of busy recruiters and sales people. If you’ve not got the time, mindset, or budget to move from Adapt this year think:
“It’s what you do with it that counts!”
Give us a call – we’d love to help you use Adapt (or Bullhorn) to improve your sourcing, pipeline, candidate experience, client retention, recruiter attrition… flip, we may even cure the common cold! (Maybe!)
Looking for more Adapt Hacks? Find out how you can Place More Candidates and Place Quicker Using Adapt!
Forget Candidate Experience! What About Recruiter Experience?
Recruitment leaders - before Covid, was this you and your business?Too much data, not enough information…Too many applications, not enough candidates…Too many leads, not enough invoices…Too many systems, not enough process…Whether you have a team who have been, or are still on, furlough… Whether they are all back to work, in the office, or working from home…How can you get your recruitment team, and recruitment business, back on track?And do you even want to go back to what you had before?You likely want to:Increase productivityCreate more accountabilityImprove the recruiter experienceAnd you want to create a flexible and sustainable recruitment business to prepare you for the disruption that lies ahead. Your technology and team have never been more important. How can you use it and them to improve your recruiter experience, and thus your recruitment business?Watch My Speedy 20min RecExpo Seminar on Recruitment TrainingTalking of Recruiters Being Happier...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, Herefish, Idibu, LinkedIn, Job Adverts, Inbound Sales, Digital, Email Marketing, and your own training! We aim to save every recruiter at least 1 hour per day - more billing time, more fees (more sleep and smiles).TRY RECRUITMENT HIIT 7 DAYS FOR FREEREAD ABOUT OUR RECRUITMENT TRAININGBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
4 Things to Help Recruiters Bill More Sales During and After Covid
Recruitment Leaders, before Covid, was your tech delivering profit? Or, did you have the feeling that you were over investing in tech? Did you suffer:Too much data, not enough information?Too many applicants, not enough candidates?Too many jobs, not enough placements?Too many systems, not enough process?I recently spoke at Rec2020 and the topic was: Recruitment Technology – The Future and Making it Work for You – and the take away was:you need to seriously accelerate effective tech adoption in your business – now is the time!But with the current climate, frustrations, and "new normal" changing every day, how do you do this? We answered these four questions...1. Recruitment Tech! All The Gear, No Idea?Perhaps, due to:Massively distracting market conditionsStaff returning from furlough, and possible not firing on all cylinders (fair enough!)Recruiters drowning in candidates applying for jobs that they can’t doRecTec supplier invoices needing paying…you now feel that you were “over investing” in recruitment tech. What did it actually do to help you through this period, and what will it do in the coming months?For example, my team reviewed a 25-person recruitment business with a tech stack costing £200k+. (This excluded their Bullhorn CRM, which ironically, they were not using effectively.) The business wanted to be more effective at attracting, sourcing, engaging, converting, retaining. But they had great tech, data, and passionate recruiters…2. The Problem Between the Chair and the Keyboard? (Recruiters?)Did you have PIBKAC before Covid, and do you want it now and in the future?Ask yourself:How was your business performing before Covid? Did you:Have a team of highly trained, super-engaged recruiters, delivering super-happy candidates to clients who couldn’t cope without you?Have a fully monetised set of systems, data, and processesAnd a marketing department generating awesome leads that your sales team could convert?Or were your 3Cs (candidates, clients, colleagues) not being as effective as you’d like, and you seemed to be buying more and more tech just to stay the same?Perhaps you also suffered from a high attrition rate (average before Covid = 43%). Note that 2/3 of people who quit their jobs in 2019 stated “lack of training” as their reason for leaving. Perhaps you’d used up your business growth budget on salaries (who) and tech (what) and neglected the training (how)? Perhaps you thought "automation" would fix everything?3. Is Recruitment Automation the Goal?Recruitment automation has become a real turn on for some in the industry (including myself!) Systems like Herefish are really kicking butt and doing things to the recruitment process that fixes a lot of the issues outlined above. It’s a great time saver and processes speeder-upper!But - in our march to “automate” we’ve forgotten a step...Systems can only automate processes, if the processes (or at least the sentiment) exist.Humans are still pretty viable (understatement) in the recruitment agency world. The key is to understand where and how they deliver their marketing, sales and recruitment, so you can delegate some of it to a system, then leave the recruiter to do the bit only they can do.But in an industry that is drowning in data and systems, it suffers a lack of process. And there is a distinct lack of systems and process training for recruiters which compounds the problem.Look at your processes:Can they be automated? What’s possible (and plausible)?What isn't being done consistently, forgotten, or what would you like to do that will improve candidate/client experience and free up consultant time for more valuable activities?What needs automating so that your staff can work from home, and you can lead / manage them more effectively?How can you create time for recruiters to develop stronger relationships with clients and candidates (hence stronger pipelines)?4. How Do You Generate the Buy-In for Using Recruitment Technology Effectively?You need buy-in for this for effective rectec adoption. So, gain an understanding of two things (thanks Andy):How will recruitment tech drive an increase in performanceHow will it solve a business-critical issue (eg. Covid) which will enable point 1Often recruiters need more time to manage the sales process. (They likely have enough data and systems). Ask yourself:If I could save each of my recruiters 1 hour a day (hence 30 days a year) how much more could they bill?What could they do with that hour?Through the Bullhorn, Adapt, and other recruitment training my team delivers, we aim to give recruiters back 1 hour a day. Case study:A recruiter who has a £100,000k target.They’re full time and take 20 days hols a year.My team trains them to use their tech more effectively and saves them 1 hour a day.This generates 30 days extra time per year.This equates to a potential pipeline of an extra £12,500You have 10 staff? This means £125,000. What’s the commission for you and your team on that figure?And how much does it cost to train recruiters to generate that level of fee? (not as much!)That’s a simple way of measuring performance improvements and generating buy-in from all levels of the business.Recruitment Leaders, You Need… 1, 2, 3You need to seriously accelerate effective tech adoption in your business – now is the time!Look at your tech stack– is it delivering value to you, or just the people you bought it from?Look at your processes - are they clear enough for remote workers to adopt, managers to manage, and where possible, to automate?Admit that your staff are extremely unlikely to ask for help in the current market. It is too risky to admit a lack of skill? Be the leader and get them trained.If the rest of 2020 is about linking your systems, data, processes and people, imagine what 2021 could be like!Watch the Rec2020 Webinar HereHIIT Us, Recruiters!Could you save 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, Digital and Email Marketing. We aim to save every recruiter at least 1 hour per day - more billing time, more fees!TRY RECRUITMENT HIITREAD ABOUT OUR RECRUITMENT TRAININGBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
The Adapt Playbook