Today’s post is courtesy of guest blogger Kimberley Chesney. Kimberley is the owner of Prime Management Group in Canada, with offices in London and Kitchener (Ontario) and Victoria (British Columbia). Kimberley is a long-time volunteer for NPA, currently serving as Chair of the NPA Board of Directors.
Working as independent recruiters can be difficult. We want to produce excellent results for our clients without the normal resources of large, international firms. We know, all too well, that our individual reputation depends on the results we can achieve for our clients. With the advent of social media, we are constantly challenged in differentiating ourselves from our competition.
How are we able to deliver excellent results and earn a respectable fee?
Understanding the complex needs of our clients is key to producing the outcomes that they are expecting from us. Taking the time to meet with our clients (either face-to-face or online) will be essential if we truly want to put ourselves in their shoes.
Working through the process of recruiting, rather than seeing it as a transaction, is very important. Aligning ourselves with other independent recruiters who value the personal nature of our role can be extremely helpful. It is essential to use every tool available in order to produce the results we are expected to deliver.
Often, we focus entirely on the “client” part of the placement and virtually ignore the needs of the candidates we are presenting. If we would only stop and remember that we are in the “people” business and that both parties have special needs of their own. Learning what your candidates are looking for as a package is much more than hearing about their salary expectations. Often there are many other factors which affect the candidate’s desire and ability to say “yes” to an offer and yet we don’t take the time to really learn what is important to them.
If we are fortunate to have other independent recruiters as partners who want to assist us, we can better navigate through this complex business relationship. If they have an existing relationship with the client or candidate, it increases the odds that you will be able to close the placement. They may have some information concerning the client or candidate which provides the basis on which you can close the placement. Imagine the power of knowledge gained in working in a cooperative placement process where your partner helps you with the entire recruitment journey! Imagine if they have access to excellent candidates who provide exactly what your client is looking for. You would be more than happy to share the fee and ensure you are serving your clients so they come back to you over and over again.
Being an independent recruiter can have its advantages, but networking with other recruiters who are like minded provides for excellent scope and results and keeps not only your clients happy, but your pocketbook too!
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