Usually, I jump to the defence of the berated and down-trodden recruitment consultant… Usually, I sympathise with the plight of the overworked and underpaid exponents of our craft… Usually, I acknowledge that what we do on a day-to-day basis is bloody hard, and stressful… Usually… but not today…
Today, I am sick to death of the Recruitment Consultant with a questionable billings history, more roles than a French bakery (I know, it should be rolls, or petit pain – but then it just wouldn’t be funny – would it?) and a list of excuses for a failed recruitment career that would give a politician a run for their money…
And then… I’m even more sick of the same recruitment consultants coming to see me – and expecting me to find them a cushy job with no sales responsibility and no KPI’s!
I have one piece of advice for those Recruitment Consultants… Get the hell out of the industry!
OK… rant over, time for some context…
You do know that the Recruitment industry in Australia is going through a flat patch and the moment right? You understand that the earnings warnings and profit downgrades we read about every other day mean that businesses are looking to cut costs and increase productivity wherever possible?? You are aware that the owners of these businesses have a break-even point that dictates whether, or not they remain solvent???
Simple fact is – if you are not contributing to top line revenue, in excess of your cost to the business you are living on borrowed time… and… if you are not completing the levels of activity required to hit that point you quite simply don’t deserve to keep your job… (I know I said rant over… I lied…)
I met with a client of mine last week. This client has a reputation for bringing in experienced recruitment consultants with existing networks and basically letting them run their own show… They have been very successful with this model, but market conditions have changed – and they have changed with them.
‘Craig,’ My Client told me, ‘we are still very much in growth mode. We want to see the best Consultants in the market… but we have minimum activity expectations, KPI’s if you like. It is this level of activity that will see us through this flat period and come out the other side stronger… You need to make sure your candidates are aware of these expectations. If they won’t do the work, the marketing, the visits – then we don’t want them…’
It’s a common theme I’m afraid. In this market ordinary recruitment consultants are being found out. It will get better again… and soon… but right now It’s time to suck it up, work the numbers and get back to basics.
You made good… no… you made great money during the easy times… are you committed enough to have the same success during testing times?
And, if you think you can do it without sales activity and some structured KPI’s you are probably kidding yourself…
I don’t expect too much love from this post, and it scares me because hell hath no fury like a Recruitment Consultant scorned… but there are other careers… careers not reliant on increased, structured sales activity during the tougher times… easier careers… Question is… do you want the easy option?
(P.S. Rant is officially over…)