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…

Cold calling is dead, thanks to LinkedIn

As with you perhaps, this title certainly grabbed my attention when I read it on Forbes a few weeks ago.  Largely to do with the fact that sales and LinkedIn are the tools of the trade for most recruiters and with a changing landscape ahead of us, how does this…

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…

Top 10 tips when approaching new clients

Referrals, organic growth and repeat business are the ideal scenario for running a recruitment desk but successful recruiters know that in reality there will always have to be time dedicated to new business acquisition.   I meet many, many recruiters that have a dislike for chasing new business and this can…

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…

Selling on value not cost

In today's highly competitive recruitment world, defending placements fees and contract/temp margins seems to be a hot topic for a lot of Recruiters that I meet. Clients are insistent on transparent rate calculations and some have the perception that the placement fee is practically pure profit.  On the other hand…