Recruitment World - Don't just sell your service, sell your craft!
The worst promoters of the recruitment industry are recruiters themselves. A strong statement but the conclusion from the many conversations I had at three recent industry events.
For many years good recruitment practise has been championed successfully in my opinion. Regulation and legislation has also added to an industry that currently in the UK has a turnover of £32 billion, let alone globally. But its not the bad apples, those that wish to act as rogues or actions of the few that I wish to concentrate on. But how we go about promoting, selling and sharing our craft. Yes I believe strongly that good recruiters are craftsman.
Any profession can be simplified when describing what it does, however the recruitment industry does something that everyone else believes they can do as well as a result of not disclosing all its complexities and how it does it. The idea that all recruiters do is just send over a couple of CV’s is laughable if you have done it for any period of time but I do think it’s what some of our clients believe we do. Whether you are recruiting in niche sectors or have the systems and processes in place to offer high volume temping, contracting or outsourcing solutions, if you need to do it successfully , accurately and more than once then you have to get good at it. It’s those processes, technologies, networks and skilled personnel in numerous different guises that allow us to deliver an industry bigger than most that is essential to building successful economies.
So why is it that to sell our service, or to show our differences we concentrate on what our competitors don’t do and the quality of their service or personnel and not details of what we can do and how we do it. What I would call the ‘half empty’ recruitment sales pitch. Clients do notice and consequently judge our industry on our willingness to promote its professionalism. A key industry figure recently used the example of how you would never see major supermarket chains openly criticising each other but would concentrate on what they do, how they do it and what contributions that will make to their customers. They certainly wouldn’t talk down their own industry. You could look at professions that do openly criticise their competitors also as an example, but I was always told to steer clear of politics!
It is therefore time I believe to actively inspire a change in the way we promote ourselves and what we do as an industry. To share the complexities of what our changing industry delivers to society in helping those who seek work and those who seek highly valued skills. To understand that what we do is not insignificant and that delivering exceptionally good recruitment solutions is most definitely a craft that we should be shouting about.
Daniel Griggs is founder of Delta Genesis Consulting sharing recruitment knowledge by offering the recruitment world and users of recruitment services access to managerial, training and executive support on an advisory, interim or non-executive basis. He has over twenty-seven years professional business-to-business experience having been in the Recruitment world since his first role in 1989. He has worked for small, medium and global staffing businesses developing an in-depth knowledge of the industry. Holding roles that have seen him progress from consultant to board level whilst recruiting, training, managing, directing and developing businesses both domestically and internationally in several sectors. You can also follow him on twitter @DeltaGenesisCon