recruitmentleaders

Recruiters, did you know there are two kinds of BD: strategic and tactical.

You need both, they’re very different and most recruiters only do tactical.

This show is on this subject but let me quickly explain the difference between the two.

TACTICAL BD Is either, “giz a job” or “I’ve got this great candidate…” by message or phone. In other words vacancy scraping or candidate speccing.

You need this because when done properly it can make money in the short term.

But there are 5 drawbacks with tactical BD: -

❶ It rarely wins high value clients who value their agencies.

❷ It’s a treadmill you have to stay on – hunt vacancy, fill vacancy, repeat.

❸ It only works well when demand outstrips supply.

❹ Few people are really good at it. Most recruiters hate and avoid it.

❺ If you make contact when there are no vacancies you get nothing.

STRATEGIC BD Focuses on building relationships with buyers who prefer your flavour of recruitment.

It works with high value clients regardless of the state of the market and whether there are live vacancies or not.

Also, when organised properly, one strategic BDer can feed a medium sized company.

Process and tools make it relatively easy to do.

On the downside it’s a lot longer conversion process so the results take longer to show.

Why bother then?

BECAUSE YOU WIN MORE HIGH-VALUE CLIENTS WHO FEED YOUR ORGANISATION WITH VACANCIES INSTEAD OF HAVING TO CHASE THEM ALL THE TIME! 

Whether you’re a solo recruiter with ambition or have hit that 3 or 4 employee mark and got stuck, you may be wondering how you can scale up.

Scaling a recruitment business is soooooo much more than just adding staff and turnover. If that’s all you do, there’s a very good chance your company will lose its shape as it grows.

That means one or more of the following: -

❌ staff motivation and happiness levels drop

❌ client satisfaction falls and competition share grows

❌ profit doesn’t grow at the same pace as turnover

❌ a feeling that you’re not entirely in control

The effect of these symptoms can be higher staff turnover; slower growth, more work, more stress but less rewards. You can even lose clients!

The bottom line is you can’t create a butterfly by making a caterpillar fatter. It needs to transform and so does your business.

In this #MARShow we explain the 5 key things you need to change to make your business properly scalable.

Listen to this show if you want to break the link between how much you work and how much you earn. 

Picture this. You’re discussing terms with a new prospect. They want as much as possible for as little as possible. You want retained and a good fee.

Even though you’re damned good at what you do, that often isn’t enough to win the deal on your terms. Bummer!

Well, our guest on the Mike Ames Recruitment Show has a blemish-free record of getting what she wants, using one simple tactic.

Michelle Theuma is a solopreneur recruiter who is good at what she does, and only wants to be paid her worth.

Win-win and no more.

She isn’t the least bit arrogant, doesn’t hold her clients hostage and never throws her toys out of the pram, but she does present what she can do in a very persuasive way.

And she’s on the show to tell us all how she does it.

There’s more to this than threatening to hold your breath until you pass out, if the client doesn’t give you want you want (BTW, that’s a metaphor).

Years of trial and error have given Michelle an approach that works – now it’s your turn to give it a go. 

No one is 'fine'. Not in this current situation and we know that. So we reached out to someone who specialises in managing such situations. 

Emma Dredge is a Mindfulness and mindset coach who works frequently with recrutiers.  She speaks candidly about the signs of stress and how leaders can help their team manage them.