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How to Make More Placements in 5 Minutes
One of the
most vital skills that you can learn as a recruiter is how to zero in
on those searches that give you the best chance of making a placement-
and to only focus on them. Is this a skill that takes time to master?
No, you can learn it the first time you hear about it. Is this
difficult to do? Not at all, it’s simply a matter of having a workable
rating system and acting on it. Is it time consuming? Of course not,
matter of fact it takes only about five minutes a day. But these five
minutes can exponentially increase your billings.
A simple classification system:
You’ve probably heard of the
idea of classifying your searches as A, B or C. The purpose of this
article is to outline a simple set of steps that will make this
classification system into more of a practical, day-to-day compass for
you.
"A" searches have all three of the following components:
- Cooperation: The client returns calls within 48 hours and is open about all details of the search.
- Urgency: They need to get the search filled ASAP.
- Marketability: The position is attractive to candidates.
The search assignment white board:
You need a system that makes
it easy to prioritize your searches. The search assignment white board
is simply a large dry erase board where you will write your current
searches. The key is that you will visually represent them as either A,
B or C.
Doing this will help you to
remember that an A today could become a C tomorrow and vice versa. This
board is a fluid, erasable, reminder for you and your team. Each
morning, you should start your day by making any changes to the board
based on new information.
The top left side of the board:
This is for your "A" level searches. Put a big "A" in the top left hand side of the board.
These searches get the best level of service from you which includes:
- Original research, sourcing and name generation
- A full database search
The top middle of the board:
This is for your "B" level
searches. Put a big "B" in the top middle section of the board. These
searches are missing one of the three components of an “A” level
search. These searches warrant a database search but you won’t do any
original research on them.
The top right side of the board:
This is for your "C" level
searches. Put a big "C" in the top right section of the board. These
searches are missing two or more of the three components of an “A”
level search. These searches warrant neither a database search nor any
original research.
Tell your clients about your board!
This is a key step that many
firms leave out. Now that you have your system for prioritizing your
searches, you need to tell your clients about it. They need to know
that you don’t treat all searches the same way. They need to know how
they can get the best level of service from you.
Leaving out this step is one
of the biggest reasons that many otherwise talented recruiters produce
mediocre results. You don’t need to literally describe your board if
you don’t want to, but communicate with your clients at the very front
end of the process what you need from them in order to give them your
best level of service.
The best five minutes of
your day are those in which you will decide which searches will get
your full attention. You now have the system for prioritizing. Why not
spend the next five minutes looking at your current searches and giving
them a letter grade? Then call your "B’s" and "C’s" and see if they
would like to move into your "A team".
- Gary Stauble
Gary Stauble is the
principal consultant for The Recruiting Lab, a coaching company that
assists Firm Owners and Solo Recruiters in generating more profit in
less time. Gary offers a FREE special report, "The Search Process
Checklist: a 17 step recruiting tool", on his website. Get your copy
now at www.therecruitinglab.com.
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