View jobs by Recruiters Choice

What candidate shortage?

The recruitment industry is constantly changing and those changes are happening in a much shorter space of time than they did a decade ago. The recruit to recruit industry is no different. What was important to the recruitment consultants 10 years ago far differs from what they are seeking now.

So what has changed?

Traditionally recruiters had been required to be at their desk by 7.30am and the first one to leave after 6.00pm was thought to have been ‘non committal’. Their performance was based on the number of “cold calls” made, how many of the calls were converted to “client visits” and then to job descriptions. A separate team was subsequently monitored to asses the “fill rates”.

“Old school recruitment was a numbers game; you were assessed on your telemarketing skills and your ability to ‘break down the doors’. This often created burnout and high turn over within the recruitment agencies. This is turn resulted in minimal relationship being built with the agencies clients”.

These days recruitment agencies have recognized not only the value of relationship building with their clients but also the need to offer a ‘solution based selling”.

Agencies are more likely to research a potential client, meet with the real decision makers, find out ‘what is keeping them up at night” and offer solution based consulting services.

Recruiters are now actually “consulting”.

Even more importantly recruitment agencies are recognizing the value in retaining good staff.

After the Olympics the industry went into a down turn and the recruitment agencies were downsizing, closing or being bought out and tragically the industry lost a lot of good staff.

Now that the industry has shown excellent strength throughout 2004 and looks set to continue for 2005 recruitment agencies are strengthening their positions by looking at ways to reward and retain the best recruiters in the industry.

So what do the recruiters want?

Recruitment consultants are looking for work environments that offer ongoing training, upskilling opportunities and the opportunity for professional and personal development.

As professional they are seeking more flexible hours, input into the vision of the company, “hands off management “and realistic KPI’s that they have assisted in determining. The also want to be paid the money that they are worth as well as the commissions that they have earned.

They are seeking Managers who lead by example and genuinely appreciate the efforts that they have made. Agencies that offer internal rewards and incentives are enjoying motivated staff with a lower turnover.

Times have definitely changed in the industry so as a recruiter you need to ask yourself is your agency looking after you. If you used to work in the industry and want to know more about what is happening now? Or maybe you are just looking for someone to talk to call then call Fiona on 0402 456 471 for a confidential discussion.

Sydney:
Level 11, 60 York Street
Sydney
NSW 2000
Phone: 02 8243 5720
Fax: 02 8243 5720

Brisbane:
Level 23, 127 Creek Street
Brisbane
Qld 4000
Phone: 07 3221 1150
Fax: 07 3839 4649

e. fiona@recruiterschoice.com.au