The need to innovate and strategize to last in a challenging market is now an everyday reality, especially as we face a time of rapid change for recruitment. Those that are fastest to innovate, disrupt, and adapt are succeeding, whereas those who are slow are having to cut their head counts, close offices, and re-skill.
At Intuitive Recruitment, the daily discussions we have with candidates in career transition help us to determine trends in the market. We have noticed a growing theme of frustration, often centered around managers, when asking our candidates why they are leaving their roles. They want upskilling, training, marketing, and branding. They want their managers to lead from the front and bill. Many managers, on the other hand, are sticking to the status quo – check P&L, check pipe line, check KPI’s, monthly reviews with team, push team for more, rinse, repeat.
There is very little room for non-billing managers, even in big organisations, and certainly very little demand in the market. More and more, we are noticing that Managing Directors are rolling up their sleeves and closing deals.
From an insider’s standpoint, it would be valuable to honestly ask yourself as a manager in a recruitment agency when the last time you really evaluated your team was, and offered new ideas about improving productivity. Here are our top tips:
- Client Acquisition – As the name suggests get out with your team and meet the clients, know who spends with you, and work towards increasing that spend. Make your achievements visible to your teams!
- Get creative – The market is evolving rapidly and you need to as well. Think about new technology, ways to engage talent, candidate experience, and the ways you acquire and train your staff.
- Unique Selling Points – You need to be clear on these. What is it that differentiates your business from the rest?
- Consistency – One of the biggest complaints from consultants is the fact that their manager is inconsistent either in their communication, their meetings and review schedules, or how they support and drive the business.
- Know your competitors – Map your competition. Figure out who are they, what are they doing, who their best people are, and what their strategy is.