Throughout my 18 years in recruitment I have listened to people blaming the slow down of the
summer season, on their clients inability to make decisions. In reality, clients will always take their own time making decisions.
It’s just that in the summer (when there is less business around for most consultants), it becomes much more apparent
just how long that time can be.
The summer season simply highlights a problem that has plagued the recruitment process for
years and has become even worse, since the arrival of e-mail eroded the personal rapport that is so important to providing
good service.
One of my friends, who runs his own financial recruitment agency, has a favourite saying for
these situations; “Time kills deals”. In other words, the longer the recruitment process takes, the more chance
there is that something will go wrong.
We know that it is in everyone’s interest (clients, candidates & recruiters) to
facilitate a speedy conclusion to any hiring process, but how consistent are your consultants in managing the recruitment
process and staying in control?
Take a look at my list of 5 things that will give you more control of the recruitment process
and help you to help your customers:
1. Secure interviews face to face or over the telephone
before you send a CV. Once you send a CV you have no influence
how the client will judge that candidate or interpret the CV. Did you know that a survey last year showed that 83% of employers
judged a CV on the grammar, layout, spelling, typeface and hobbies and interests, before even looking at the experience and
track record?
2.
Take a complete brief before working a vacancy. Understand your client’s motivations. If you don’t know why your client isn’t making
a decision, it’s probably because you didn’t ask the right questions at the right time. Use their motivations
and objectives to move the process along.
3.
Take the time to build trust and rapport with clients. Everyone talks about people buying people in recruitment, but unfortunately building friendships doesn’t
necessarily close deals. Use trust and rapport to gain commitment from your clients.
4.
Manage your client’s diary.
One of my delegates recently used my techniques to secure an £8,000 fee in 5 days including candidate submission, 2 interviews
and a written offer.
5. Create a sense of urgency. There are two main reasons why clients take so long to make decisions:
Fear of making the wrong decision or a pre-occupation with the day to day problems in their business (often caused by the
vacancy!). Showing the client the cost of not hiring will help them to see the
value in making a decision. 
