Recruiters spend a lot of time and money on new business development and marketing to try and win new clients, but have you tried getting more work from your existing clients? Think about it… you already have a relationship with this client, and they know you can deliver. So, it might be time to teach them that through your membership in a recruitment network, you can help them with all of their staffing needs — whether it is outside your niche or your hiring contact’s department.
For example, maybe your client, an accounting firm, doesn’t need any more tax people right now… but you might be able to get work from a different division of the same company and help them fill roles outside of your typical niche. For example, they might need IT people or lawyers.
You can also try getting more work from your clients if they are an international company, or if they are expanding overseas. Yes, you might be their resource to fill all their roles at their NYC headquarters, but if they have an office in Spain, you can let them know that you have a trusted network partner right in that region that can help with unfilled requirements there.
An international network partner has the expertise and knowledge of that local market, and can help you make your clients happy.
Here is a great example of how to leverage your membership in a recruitment network to get international work:
An Australian NPAworldwide member had a Technical Manager role for a client based in Melbourne, which was given to them after their client had tried for 6 months to fill the role themselves.
“We were asked to assist because we are industry experts in their field,” he said. “We explained to the CEO that there are no Australians willing to relocate to Melbourne to fulfill this role (most live in Sydney). I informed him that he needed to go global. He said that he had thought of this but did not know how. NPA and our expertise were his answer.”
He posted the role onto NPA’s internal job board for members, and a number of recruiters responded with candidates. The best of them came from a firm based in Romania, and they placed the candidate, an Italian citizen living in Italy.
“A truly global effort!” the Australian member said.
NPAworldwide membership gives independent recruiters and small firms a way to compete in a global marketplace, be more effective and efficient to clients, and enhance revenue-generating opportunities.