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Posted in Employers on Oct 22, 2014 by Richard Hayden
There are not many industries that work in the same way as the recruitment industry. What am I talking about? Exclusivity. Working with only one supplier is the norm for most industries but not in the recruitment world. It is quite usual for companies to approach several recruiters to search for candidates for one position.
I have now had my own recruitment company for over 5 years and early on, I went through a great learning curve. I realised that how I spent my time really impacted on the results I could deliver for my clients. Now, the majority of our client base is exclusive and those clients know that we are working with them as their partner and will do everything to deliver on their requirements.
If you want more exclusive clients, you need to understand and be able to explain the benefits to a potential client. It’s no good just asking for it, if you only see it from your point of view.
Exclusivity has to mean that it’s in the Client’s best interest…
Commitment
Clients get your full commitment to fill their vacancy. A company may think they get more effort from a recruiter when the role is in competition, but what really happens is a short burst of activity from the recruiter, and then the interest wanes as it’s realised the client is not committed. The recruiter will put their energy into clients who will work as partners.
Responsibility
The responsibility for success is shifted to the Recruiter. If the job is given to one recruiter, retained or exclusive, we own the problem. The client can focus on whatever it is they do for a living.
Quality
‘Exclusivity’ means the recruiter has time to do thorough work. The client is taking the focus off speed and back on quality. Why would you want your hiring decision based on who can get candidates to you first? Would you hire a brain surgeon because they could do the job fastest? A house painter? A hairdresser?
Knowledge
Working exclusively usually means there is time for the Recruiter to take detailed information and understand the job, the company, the culture, the values. The better the knowledge, the better the match.
Wide Market
Exclusivity allows the Recruiter to use all their resources in the talent search. Not just a quick database search, but a thorough, detailed talent search including networks, communities and social media.
In-Depth Screening
Exclusivity means more time to do thorough screening, thorough interviews, including full assessment of skills, experience and attitude, saving the clients time and frustration.
Time Saving
The client will save time by dealing with one competent recruiter. No multiple agency briefings and multiple contacts to deal with.
Confidentiality
The Clients’ confidentiality is preserved as the role is not being touted around town by five or six recruiters, each speaking to 9 or 10 candidates about the role.
Brand Image
Clients brand and image is improved by using one recruiter, because their job is not devalued in the eyes of talent, who will be suspicious if the job is represented by multiple recruiters.
No Duplications
Exclusivity means you will not have the issue of recruiters referring the same talent to the same client – which can be very sordid indeed.
If you are considering using a recruitment company, hopefully this will instil you with confidence that choosing one reputable recruiter to work with as a partner will help you to save time and enable you to secure the best talent.
If you work in recruitment or in an industry where you may be 1 of many suppliers, hopefully the points above will be relevant and help you to gain exclusivity with potential clients in the future.
