Why That Client Doesn’t Want To Work With You Any More

If you’re an experienced recruiter, you know how competitive the industry is and understand that you’re never going to be able to retain 100% of your clients. However, if you’ve started to notice more clients choosing to go elsewhere, it’s time to take action and ensure you put a stop to it. Here are three tactics to ensure you retain them:

1. Sourcing

In many sectors there is a skills shortage, therefore the ability to source capable candidates in this economic environment can be the difference between success and failure. Are you too reliant on your current candidate list and your usual job boards?

Being a successful recruiter is about keeping up with current trends and always asking ‘Can I be doing this better?’, so it’s time to start opening up to the possibilities of sourcing candidates elsewhere. If you’re not already using social media as part of your recruitment strategy then you should be as it is an effective channel that can be exploited. Other strategies include networking at relevant industry events and writing articles on recruitment for specialist industry publications. These are both ways of connecting with well-qualified ‘passive candidates’ who may not actively be looking for a job but would consider a move if the right role is presented to them.

2. Client care and communication

With the continuing focus on getting new clients, it’s possible to lose sight of what is happening with your long standing clients. There’s an old phrase ‘a bird in the hand is worth two in the bush’ and this sentiment still ring’s true today. Your current clients are of more value to you right now than a potential client, no matter how lucrative their business could be; consequently plan your day accordingly.

Still spend lots of time prospecting for new business but set aside part of everyday to call some of your current clients for a chat, or even better, schedule a visit. Not only will they appreciate the attention you’re giving them, you’ll occasionally uncover a new vacancy or lead which will help you grow the account.

3. What are your competition doing?

Keeping an eye on the competition isn’t just useful, it’s essential. In any one week, your client could receive over thirty phone calls from rival agencies trying to get their business. Each one of those phone calls will be promising them exceptional candidates and the highest standards of service.

If you’re keeping in touch with your client and providing them with this superior level of service then they won’t risk using a new consultant.

However, if you’ve let standards slip, they may take the chance and dispense with you for a rival. Keeping on top of what your rivals are doing by monitoring their social media channels and website will enable you to see if they are offering any extra value added services and you can amend your offerings to ensure you are offering the same, or even better, more.

Take care of your current clients and you’ll ring fence them and ensure your competition aren’t in the position to take them away from you. You’ll then have a firm foundation from which to secure new clients and grow your desk.

Until next time,

Cheryl