THE BRUTAL TRUTH #37

Welcome to edition 37 of the BRUTAL TRUTH. I spent some time thinking about what separates great recruiters from the average ones and why some who appear to have all the skills in the world fail while others succeed. If you see yourself in this, please comment.

How to Succeed in Recruitment: Outworking the Competition

Recruitment is one of those professions where success sometimes depends on something other than being the most skilled but rather on being the most persistent. Of course, industry knowledge and interpersonal skills are essential, but the real key to success lies in hard work, consistency, and an unrelenting drive to improve. Below, I explore from my past experiences why outworking the competition can be more valuable than raw talent and provide actionable tips for succeeding in the recruitment industry. I was never the most natural recruiter, but I was the hardest working.

The Myth of the "Super Recruiter"

It's easy to believe that top recruiters have some special talent or secret formula that sets them apart. While some recruiters may have an edge in certain skills, such as communication or negotiation, these are only sometimes the decisive success factors. Many of the most successful recruiters are those who have made a habit of showing up every day, putting in the hours, and grinding away.

In an industry driven by numbers, activity levels (calls, emails, meetings, CVs out, interviews, placements) are as important as technique. You don't have to be a "super recruiter" to make it in this field—you need to put in the work consistently and relentlessly.

Outworking Your Competitors: Why It Matters

Recruitment is a highly competitive field, with many agencies and in-house recruiters vying for the same talent pool and clients. This competition means that often, the recruiter who gets the placement isn't necessarily the best one on paper but rather the one who worked hardest and moved fastest.

• More Quality Activity Equals More Success: Recruitment is a numbers game, especially in the early stages of sourcing candidates. The more candidates you talk to, the better your chances of finding the perfect fit. Sending out one more email or making one more phone call can make the difference between closing a deal or losing out. Quantity counts, but working hard is also about working smart, so the quality of the work you engage with and then outworking everyone else is critical. Don't be the hardest-working fool in the room.
• Responsiveness is Key: The recruitment process moves quickly. The candidate you fail to follow up with today might be placed by someone else tomorrow. Outworking others means being responsive—answering emails, replying to messages, and providing feedback as soon as possible. Make the call; don't just tap the keys.
• Building Relationships Takes Time and Effort: Clients and candidates remember the recruiter who goes the extra mile. It's not just about finding a job or filling a role—it's about showing genuine care. That level of dedication isn't just noticed but rewarded, either with repeat business or candidate referrals.

Habits for Outworking Others

• Discipline and Routine: Success in recruitment, as in any industry, is built on solid habits. Create a daily schedule and stick to it. Set goals for the number of calls made, emails sent, and daily meetings. More than anything, stay consistent in your efforts. If it was not going to make me money, it was not in my routine.
• Always Be Learning: While you may not have to be the most skilled recruiter to succeed, you do have to stay current. Make it a point to continuously improve your understanding of the industry, job roles, and trends that affect your clients and candidates. This knowledge won't just help you perform better—it will allow you to outwork others by having better-informed conversations and making more intelligent decisions. Every failure and mistake forced me to review my processes and how I executed them. For every success, I treated myself like a failure to avoid complacency.
• Persistence Pays Off: In recruitment, rejection is common. You'll get candidates who say "no" and clients who go with another agency. This is where persistence comes into play. Don't be discouraged by setbacks; instead, view each one as a learning opportunity and a stepping stone to success. Follow up, check back, and build relationships even when things don't go your way initially. However, don't become the patron saint of lost causes; stop calling clients who do not buy from you or treat you like a suspect. Find ones that want to work with you and see you as a prospect.

Leverage Technology and Tools

One key way to outwork others without burning out is to use technology. With the right tools, you can automate repetitive tasks and free up more time for high-impact work.

• Applicant Tracking Systems (ATS): Automate candidate sourcing, tracking, and communication. The more efficiently you can manage your database, the more time you'll have to focus on candidate engagement.
• CRM Software: Organise and nurture your client relationships through consistent communication. Staying top of mind with your clients is crucial in recruitment, and having a system that reminds you to check in can help you outwork competitors who need to be more mindful. Code your candidates and keep in contact with them; if you can find them quickly and are in contact with them, they will pick up your calls.
• Analytics and Reporting: Use data to track your performance. How many placements are you making? How many candidate calls do you need to make before getting a placement? Using analytics will help you understand where to focus your efforts and will allow you to improve your efficiency. What you measure, you can improve.

Burnout is the Enemy—Find a Work-Life Balance

While the mantra "outwork the competition" is crucial, it's equally important to avoid burnout. Working hard doesn't mean working non-stop. Successful recruiters understand that maintaining a balance between work and personal life is vital to sustaining long-term productivity. Make sure you schedule time for rest, exercise, and activities that recharge you mentally. This will prevent burnout and allow you to stay on top of your game. I loved going to the gym, finding the heavy bag and getting rid of my frustrations; plus, it cleared my mind of clutter and helped me create clarity.

Hard Work Beats Talent When Talent Doesn't Work Hard

The recruitment industry rewards those who are willing to put in the extra effort. You don't have to be the most skilled or the most naturally gifted recruiter to succeed, but you do need to be the hardest worker in the room. You can outwork your competitors and achieve sustained success by staying disciplined, being persistent, leveraging technology, and avoiding burnout.

In recruitment, there will always be someone with more experience, better connections, or superior skills. But one thing you can control is your work ethic—and that's often the key to winning.

Never measure your performance against others; only compare yourself to yourself, and aim to beat yourself daily.