Why most Recruiters will fall short of their 2023 goals ??
Terry Edwards
I Help Recruitment and Search Firm Owners make more placements, for the right fee, with less work and fewer headaches
Watched the film "Inside Man" over the holidays. It got me thinking about how many of the Recruitment and Search Business Owners I speak to operate within their Business when it comes to setting and hitting their revenue goals for the year ahead…
Not to ruin the plot for you... But the film is basically about a criminal mastermind who plans the perfect bank robbery…
Anyway... What stood out to me most about the film was how meticulously the criminal mastermind had planned out every eventuality, meaning he was always one step ahead of the police…
He knew what he wanted to take. He knew he didn't want to kill or harm any hostages but also knew he would have to create the impression he was prepared to keep them in check and stop the police from entering the building…?
He knew exactly why most bank robberies went wrong and so made sure he did things differently. He not only had the goal of robbing a bank, he also had the perfect plan to make it happen…
This is one of the main things missing in Recruitment and Search Business... And if you're like most I speak to, it may be missing for you too…
The Recruitment and Search Business Owners have no problem setting goals. It's just I've found in most cases these goals aren't backed up by any real plan and so are based on nothing but luck and hope…
For example, they'll know they'll want more clients in 2023 compared to the previous year but have no real plan or strategy on how to attract them. They'll know they want to win higher fees but have nothing in place to help them get there. They know how their year will go if market conditions and everything else work out perfectly but have nothing to fall back on…
What happens when their biggest client pulls the plug and decides to go in another direction? What happens when their top performer leaves? What happens when things inevitably go wrong and you face challenges?
Having the right plan that factors in even the worst-case scenario is the difference between having a goal that's nothing but a wish you'll fall short of and having a goal that hits and blows right past…
?? What committed hiring managers do ??
One of the things I get the Recruitment and Search Business Owners I help to do is get specific about who it is they want to target and then niche down so they can position themselves as a specialist for particular roles rather than just another generalist Recruiter…
And I'm often asked why. Well... Let's imagine you suffer a serious ankle injury and require emergency surgery before you can walk again. You get the choice of two surgeons; one is just a generalist, and the other is a specialist in ankle injuries…
Who do you choose? ??
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The sensible answer is the specialist. But now let's say you find out that the specialist is 20% more expensive than the generalist. Now who do you choose?
Your answer would depend on how committed you are to getting the best possible outcome…
The same applies to your Recruitment or Search Business. Any hiring manager who is committed to finding the best possible candidate for the role will always opt for the specialist... It's the only thing that makes sense. And they'll happily pay more because they NEED the outcome… ????
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