There are many, many ways that recruiters can improve their billings during the rest of this year and into the next year. These ways include evaluating their desk, their clients, and the technology that they’re using. The ultimate goal, of course is to make more placements. However, what about value?
According to recruiting industry trainer Jon Bartos of The Global Performance Group, recruiters should provide value to their clients if they truly want to reach new heights in profits. And what is the number-one way that recruiters can provide that value?
“Heading into the future, it’s still all about high-quality talent,” said Bartos, “and recruiters have to bring that high-quality talent to the marketplace. That’s the difference maker.”
According to Bartos, the first step in delivering high-quality talent is working on high-quality job orders. What exactly constitutes a high-quality job order?
“You should only work a job order if you’re 100% sure that if you send the company a high-quality A-player, they’ll hire that person and you’ll make the placement,” said Bartos. “If you’re sure of that, then you should be working that job order.”
Bartos also indicated that one way for a recruiter to continue providing value is to form and then continue to foster a close relationship with clients.
“You have to keep giving them reasons to use you over the other recruiters who keep calling them,” said Bartos. He also outlined a three-step action plan for making that happen:
- Communicate with your clients
- Share information with them
- Develop a close, value-add relationship with them
“It’s through that relationship that both of you will win in the long run,” said Bartos.
How do you add value to the relationships that you have with your client companies? What makes them choose you over other recruiters?
Click here for a recruiting script that showcases the value that you can provide for a client.
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Jon Bartos is a premier writer, speaker, and consultant on all aspects of personal performance, human capital, and the analytics behind them. In 2010, Bartos founded Revenue Performance Management, LLC. The RPM Dashboard System is a business intelligence tool used worldwide for metrics management for individual and team performance improvement. In 2012, Bartos achieved national certification in Hypnotherapy, furthering his interest in learning the dynamics behind what motivates others to achieve higher levels of success. Click here to visit Bartos’s website.
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