Recruiters need to develop better business skills

While many recruiters are given training in core competencies such as sales and recruitment, not enough are given training on how to be better business people. Thatís according to Fiona Lander, Managing Director of Lander Associates - international training and performance development specialists to the professional recruitment sector.

ìSimple business thinking at desk level can make a real and measurable difference to success, particularly nowî says Lander. ìLooking at your vacancies from a business perspective means making sure that the ones you are working on are viable business prospects - and that means consultants need to be asking themselves questions such as ëWhat are the benchmarks for a good vacancy right now?í and ëWhat do I need to do to ensure that this vacancy earns me revenue?í

ìSimilarly business development needs a planned business approach,î says Lander. ìDeciding who to build stronger customer ties with and who are likely to be potential time wasters is business critical. There is no point just going after any business, even now, as much valuable time can be lost. The key is to select what sort of client base is needed by benchmarking and measuring potential clients against a range of criteria – established by profiling your current top clients for example, and doing your homework in your sectorî

The message is clear - in a tough market, success is about working smarter. Good recruitment skills in isolation will not be enough to ensure success - and ultimately survival.