Sendouts Recruiting Software Blog

5 Business Development Tips For Recruiters

A few months ago Sendouts produced a whitepaper called "Time to Shine: 5 Tips for Business Development During the Economic Recovery".  Well, we received an incredible response from this paper mainly (in my opinion) because recruiting is and always will be a sales position.  Regardless of the economy, recruiters are always in a state of developing sustainable business.  

Below is a snapshot of the tips outlined in the whitepaper.  To download your copy you can, click here.

1. Differentiate Yourself - What is the clear statement that makes you unique.  In a crowded niche or market cementing existing relationships, prove your value and focus on intangibles that can set you apart.
2. Identify Your Target Market and Create a Plan for Reaching It - It sounds basic but many recruiters don't keep up with the market or markets that they are trying to reach.  When identifying a target market you should understand who your best clients are and keep in touch frequently.  Establishing a marketing rhythm can help you stay in front of mind.
3. Expand Your Existing Relationships - You've already done the hard work of winning a new client.  Now nurture your relationships and expand your offerings to maximize the potential business and build deeper relationships with the client.
4. Boost Your Online Marketing Presence - Getting online and making yourself known and more importantly found is detrimental to your success.  Mastering your presence online is imperative in todays on-demand climate.  Some things to consider are optimizing your website for SEO, provide value with thought leadership and leverage free social media channels like twitter, facebook and linkedin.
5. Take a Consultative Approach - Position yourself as a trusted adviser with clients and passive candidates by identifying client/candidate pains and discussing how you have solved a similar problem. This approach allows you to showcase your recruiting knowledge, industry expertise and problem-solving ability.

Again, for the full whitepaper and a deeper dive into the tips I've shared above, please click here.  

Attracting Talent

At our recent user’s conference – Sendouts Learn & Earn User Conference 2008 – I was able to get into some great in-depth conversation about what, if anything, concerns were on the minds of recruiting and staffing firms. One of the top concerns (aside the economy) is attracting talent to their firm and, ultimately, to their client. 

1-      I spend the first 10 minutes on the phone telling the prospective candidate who I am and what my company does before I am able to get to the open job. Then, I spend another 10 minutes explaining who my client is and what they do (when it’s not a brand name). Solution: Branding is important. I bet you Korn-Ferry rarely (if ever) has to explain who they are to a candidate.

2-      Pricing pressures. While companies want the best talent, they are not always willing to pay for it. This means that they get “B” players and not the “A” players, who can command a salary 20% higher than what my client is being offered. Solution: Play up the benefits and company culture.  Salary, though important, is not usually the first priority. Gen X is seeking career advancement and a good work-life balance. Gen Y is looking for company culture and an organization that meshes with their life style. 

3-      The best talent seems to come from my network of highly skilled, but passive candidates.  However, passive candidates are reluctant to open up their network. Solution: Be patient. You have to continue making a connection with your own network and reach out periodically (and not just when you need another candidate). “Reward” the person who refers a superb “A” player by sending a box of chocolates, a Starbucks gift certificate or taking them out to coffee. If the referral is placed, then take the referee out to a nice lunch or dinner. This will ensure that more candidates come your way.

Tweet, Tweet – RecruiterATS

We are now Tweeting at www.twitter.com/recruiterATS.  We’ll be tweeting the Sendouts User Conference live.  We’ll bring you news on recruitment management systems, sourcing and the latest recruiting trends in the industry. 

Sendouts User Conference 2008 - Learn, Earn And Play

The 2008 Sendouts User Conference, themed "Learn and Earn" kicks off September 9, 2008. After rave reviews last year, it was decided to give the attendees an additional day to attend more break out sessions. With the additional day comes an additional night -- and that means a night free for exploring the St. Louis hot spots.  adore St. Louis and live in the heart of the city where the action is. With that being said, let me provide some entertainment suggestions and advice.