Beware! Profit Killers are everywhere
This article originally appeared in my eNewsletter InSight (Issue 18, 6 February 2008)
Subscription is free. Click here to to subscribe and receive a free copy of my eBook Succeed Quickly or Fail Slowly: A High Performance Framework for Recruiters
1. No job description
"Just send me the resumes and I will interview a few people. I'll know the right person when I meet them."
2. Multi-listing the job
"We want to make sure we cover the market."
3. Won't sign your terms of business at the start of the assignment
"Let's just see if you've got anyone of interest before we sign anything."
4. Want bargain basement fees
"18%! You've got to be kidding!! We've got lots of jobs coming up and this is your chance to be our preferred recruiter if you're flexible on your fees."
5. Won't pay market salary
"They've got to prove themselves first before we pay them that sort of money."
6. No interview feedback of any value
"No, nothing wrong with them I just have this feeling they won't fit in."
7. Endless interviewing
"Yeah, they're not bad. We'll keep them in mind but can you flick over a few more resumes for us to have a look at?"
8. Don't know how to interview
"If you were an animal what animal would you be?"
9. Inflexible on interview times
"Nah, if they're serious about working for us, they will need to come in for an interview between 9 and 5. I'm not coming in early or staying back late just to interview."
10. No returned calls on an ‘urgent' job
"Sorry, I was away for a few days, now can we set up a few interviews in a couple of weeks time?"
11. Position not yet approved from above
"I've just submitted a proposal to our Boston head office for the offer to your candidate - we should hear back late next week."
12. Low-ball candidates at offer
"Just offer them that amount and see what they say. We can always increase it later if necessary.
13. Focus on experience and qualifications, not competencies and motivation
"Yeah, I'm sure they would be great, but I really want 10 years experience and a degree, to be sure."
14. Insist on non-competency criteria
"They must be a female, have at least 5 years Australian experience, not be married or wanting children, live 5 mins from our office, be reasonably ambitious - but not too much, look good in front of clients (know what I mean, nudge, nudge, wink, wink) and preferably under 35 years old."
encountered all of the above (and plenty of others) in my years as a recruiter
and yet many recruiters never learn - they still keep working on the same crappy
jobs, chasing the same nickel-and-dime clients and they keep getting (surprise,
surprise) the same old underwhelming results."
Guess what doesn't get done when you are wasting time on profit killing clients and jobs ... prospecting for decent clients! Clients with decent jobs who are serious about hiring someone quickly, who respect your role as a recruiter, sign your terms and pay you a fair fee or margin for delivering an excellent candidate to them.
Delete your profit draining jobs and sack your profit killing clients - today!
I promise you will feel great when you come into work tomorrow, especially when your freshly-sacked client registers their profit-killing job with your major competitor.