Recruitment, as in most other businesses, is all about relationships. The success of a recruiter depends very much on the strength of the relationships with both candidates and clients. If you have a strong relationship with a client, it more likely that the client will call you first when a vacancy arises as they need someone they can trust to fill that position.
Besides relationships, there are other areas in which recruiters would need to excel. They would also need to have an insight of their clients’ industries. They don’t need to know the industries inside out but must have an awareness of what is happening in the wider market. Recruiters should participate in sector meetings and relevant workshops to know what is happening within each specific job sector.
Understanding Corporate Culture
Recruiters would need to understand their clients’ corporate culture. Every workplace is unique, and clients are usually very proud of their unique culture. Recruiters should learn how they like to operate: are they a dynamic, fast-moving organisation that thrives on change, or do they take a more considered approach and follow established processes year-on-year? Understanding how an organisation works will help recruiters match the right candidate – in terms of personality – with the right workplace. Staff turnover is a huge concern nowadays and if recruiters can find perfect ‘matches’, candidates are likely to stay longer with the company, thus enhancing the recruiter’s track record with clients.
If recruiters want to build strong relationships with customers they need to be interested in them. They need to take the time to call clients, even when they are not recruiting, to let them know that the are there in case they need assistance. As a recruiter, you should call them to let them know what is happening in their market. Keep them updated and they will do the same for you.
Nowadays everyone is busy but it helps to stay in touch with clients on a regular basis as this would show that recruiters are interested in providing them with a service. Obviously recruiters would need to be courteous and professional and not constantly disrupt busy clients. A call may be an opportunity to learn more about their business culture, even if they do not have an open vacancy at the time of the call.
Someone stated recently that most businesses have changed in the past 10 years more than they had in the past 40 years. Thus one needs to keep abreast on the ever-changing trends of the various sectors. Recruitment is a fast-paced industry because the world of work is constantly changing. Nowadays employers offering flexible work options which they did not five years ago. Recruiters who keep themselves informed about changes in the workplace would come across as professional to their clients and taking an interest in their collaboration.
Clients are professionals and expect to deal with other fellow professionals, thus recruiters must show their professionalism at all times. Recruiters should know the legal requirements of recruitment and employment to be able to advise clients and candidates on issues such as entitlement of sick and vacation leave as well as the notice period. Politeness, listening and providing excellent customer service also go a long way in demonstrating your professionalism.
Social Media – a Necessary Tool
Social media has nowadays become a necessary tool for any business, and in recruitment this is also very useful to help build networks. However there is a real danger of recruiters losing that. The best way towards building relationships is to engage with and listen to potential candidates and what they have to say about their careers aspirations.
Relationships can only grow if they are built on solid ground. If you have extended a good service to candidates and came across as professional as well as honest and credible, they are more likely to refer colleagues or friends if they are looking for new opportunities. Likewise if you delivered good talent to a client who eventually changes jobs, the client is more than likely to contact you again when it comes to hiring personnel. The client may also refer you to other colleagues or friends who might need assistance for some positions that they had been struggling for some time. Building relationships is not always easy as it requires a high degree of emotional intelligence, and not everyone can handle this well.
Recruiters are like business partners to their clients, thus they should know when and how they can add value in areas other than their core business. Cross selling other services your company offers and assisting them with enquiries about payroll, employment law and setting up of companies could make you stand out from other recruiters. Sometimes it may even be putting them in touch with another business you know of who could help them solve particular problems they are facing.
John Dimech heads VacancyCentre as General Manager. John is responsible mainly for the general management in respect of the recruitment business and managing a team of recruiters and supporting of staff, as well as assisting candidates in their next career move and delivering the best talent to clients.