How to be a ‘REAL’ Consultant

Ever wondered how to clear a room at a networking event (apart from yelling ‘FIRE’)?  It’s easy; tell people you’re a consultant!  The title is almost as bad as parking inspector or politician. ‘Hang on, I’m a recruitment consultant’  or a 'talent acquisition consultant' I can hear some of you…

How much is your time worth?

If you’re not billing the amount you’d like, need or want to, ask yourself… “Am I working like someone who bills $X thousand a year… someone who makes roughly $Y every hour of the day?” Are you valuing your time at that level? (If not, who will?) Yearly billings of…

What are your job fill ratios?

A couple of years ago I remember reading one of *Greg Savage's Blogs called ''15 sure signs your 'client' does not take you seriously'' and coincidentally I was about to run a client management training course the week after.  I contacted Greg and asked if he would mind if I…

What are your critical numbers?

Increasing sales and market share is simple — ask your team to make more sales calls and they’ll come back with more placements, right?  Or maybe not. This myth needs debunking, it's a flawed strategy when you solely focus on quantity.  Effective recruitment firms have sales prospecting metrics that determine…

Is Cold Calling Dead in Recruitment?

Perhaps an odd question coming from a sales trainer?  But I’ve been asking myself that very same question for some time now…  As a result I embarked on my own journey of research to see if I can come to some conclusions, which will ultimately shape the way we train…

Recruiting in tough times

Firstly let’s acknowledge the market conditions that can affect our industry.  Recruitment has never really been an ‘easy’ market, there are rolling issues from one industry to the next, one skill set to the next or from one geographical area to another. Whether this be the economy,  strength of the…