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If retaining current clients is 6 to 7 times less costly than acquiring new ones, as a recruiter or resourcer, you need to focus on effective account management and BD driving your sales. In today’s candidate-short market, it’s becoming increasingly difficult to stand out from the crowd, especially considering 73% of recruiters are suffering from a candidate shortage.
Lisa spoke at Hinterview’s online event, Building Winning Client Partnerships to Secure Quality Candidates.
Building Winning Client Partnerships to Secure Quality Candidates
You need a simple yet effective recruitment process to attract, engage, retain and convert your candidates. How can you create a winning candidate strategy to drive a super effective recruitment process through nailing account management and comms with your clients?
Lisa joined Hinterview alongside a panel of recruitment leaders and experts to discuss:
Working with your client to embed effective marketing strategies that deliver serious ROI.
WIIFM – the benefits of having a recruitment workflow driven by close client partnerships – more candidates, a stronger pipeline.
How to work with your clients to streamline recruitment processes and secure quality candidates.
Watch Lisa's 1-Minute Pep Talk to Recruiters, With Hinterview
WATCH HINTERVIEW'S CLIENT PARTNERSHIPS WEBINAR HERE
Building a Winning Candidate Attraction Strategy
On average, recruiters take 13 hours a week sourcing candidates. That's way too much time – and leaves no time for screening, interviewing and, placing! Plus, the best candidates are off the market within 10 days!
In a previous webinar, Lisa joined Hinterview’s panel to discuss how you can create a simple yet effective recruitment strategy to attract your ideal candidates, so you can screen, interview and place them. (And perhaps, re-place them!)
WATCH HINTERVIEW'S CANDIDATE ATTRACTION WEBINAR HERE
Turbo Boost Your Recruitment Process
We have a new Hinterview HIIT on our recruitment training platform, Recruitment HIIT, to help you add serious turbo to your recruitment processes. Hintro and Hinterview and game-changing tools that can give you the push you need to use video to drive engagement and generate significant ROI. Our Hinterview and Hintro HIIT will help you attract, engage, convert, and retain your ideal candidates and clients, and it's great for colleagues too! Watch the webinar then head over to Recruitment HIIT and discover top tips to boost your recruitment workflow.
HIIT Us, Recruiters!
Our high intensity interval training - Recruitment HIIT- helps recruiters and resourcers source, convert quicker and develop healthy pipelines. We aim to save every recruiter and resourcer at least 1 hour per day (6 working weeks a year) - more billing time, more fees!
We’d love you to try Recruitment HIIT for free.
WATCH THE HINTERVIEW WEBINAR HERE
TRY RECRUITMENT HIIT
BOOK A CALL TO DISCUSS RECRUITMENT TRAINING
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Wayne Barclay
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Protect Your Pipeline with this Antidote to Backdoor Placements
Backdoor placements are often an "invisible" pipeline killer. Yet they are also a great opportunity to recover lost revenue. Silver linings! Are you missing out on smashing target by not actively managing backdoor placements? 20 Years Ago, in a Land Far Away...In Lisa and my younger days (20 years ago), we created a report to track theoretical backdoors, and had a team calling candidates at the employer they'd recently had an interview with. If they answered, they were put through to the recruiter to begin recouping the lost fee.Surely time has moved on and there are more effective and tech-driven ways of doing this? Plus, surely recruiters are better at sales admin and relationship management now, so back doors are less common? I'm not so sure... If anything more data and tech has actually created a less robust process in many firms.Let’s explore why tracking backdoor placements is critical and how to implement best practices and technology for spotting and reducing them.The Financial Impact of Backdoor PlacementsWhen a candidate you’ve introduced to a client is hired without your knowledge or agreement on fees, you lose the fee. This often happens when terms of business aren’t adhered to, or when a client chooses to go behind your back. Consider this: one recruiter we’ve worked with reported uncovering at least one lost fee per consultant annually. For a team of 30 recruiters, that’s a staggering £150,000 in potential net revenue. In one instance, a single backdoor placement resulted in a recovered fee of £32,000. These numbers are too significant to ignore.Additionally, recruiters often spend resources sourcing candidates from external platforms instead of leveraging their databases. Tracking and addressing backdoor placements encourages better use of internal resources while ensuring you recapture fees rightfully owed to your business.Building Trust and Strengthening Your Recruitment ProcessClients: Actively managing backdoor placements helps you optimise your client relationships. Clients who circumvent your terms of business do not value your partnership. Using Bullhorn to flag these incidents creates transparency and helps you spend time on clients who value you.Candidates: Additionally, having a proactive backdoor placement management process complements your silver medalist strategy. Silver medalists are candidates who reached advanced stages of the recruitment process but were not placed. By regularly engaging these high-potential candidates through your tracking systems, you keep them warm for future opportunities while minimising your reliance on external sourcing.Best Practices for Managing Backdoor PlacementsTrack Every Interaction: Ensure your CRM system captures interview stages and outcomes, even for candidates rejected at early stages. Use detailed note types like “Rejected at Interview” or “Rejected at CV Send” to maintain a clear record.Standardise Your Terms: Attach your terms and conditions to every client communication. This ensures clients can’t dispute fees later and provides you with a reliable audit trail.Monitor Data Ownership: Many lost placements are tied to inactive users or former consultants. Assign ownership of these candidates to managers to maintain visibility and accountability.Automate ro Remove Human Error: Implement automation to consistently track candidate progress and flag potential backdoor placements. This minimises manual errors and improves data integrity.Automation - The Antidote to Backdoor PlacementsDuring a recent Bullhorn Automation User Group, I was asked about my top 3 ways to use automation. Backdoor placement management is one of those 3 ways. These 2 automations are a must of you are set on prevention and pipeline maximisation:Interview Confirmation automation: If you already use these automations, add a notification step, x months after the interview date. Choose a timeframe which suits your sector the best.Check Past Interviews (Backdoor): If you don't use Interview Confirmation automation, create a stand alone automation that tracks the interview date and does not have placement. Add a wait step x months later to send a notification to your recruiter to check-in with the candidate and check they don't have a new job. You could even do what Lisa and I set up in a previous life and call the employer and ask to speak to the candidate. If they answer... bingo!Process and Tech Is KeyUse tech to prevent them.Use tech to spot them.The bottom line is that backdoor placements aren’t just about recovering lost revenue; they’re an opportunity to refine your recruitment strategy, strengthen client and candidate relationships, and ensure your systems are robust enough to thrive in a competitive market. Take control, and turn these challenges into wins for your recruitment / staffing agency.And if you need help on your processes, your data, and your Bullhorn adoption / ROI - call us - we can help.Automation and Bullhorn1stWe are Automation Buddies and Bullhorn Experts set on helping ambitious recruitment businesses who want to increase speed and sales.Automation: We coach to inspire, and build your automations so you can recruit and sell!Bullhorn: We optimise, train, and improve RoI from your key recruitment system.READ ABOUT OUR AUTOMATION BUDDY SERVICERead about our Bullhorn 1st Service
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Lisa Jones
Blog
How Can You Revolutionise Your Recruitment Business with Data?
Recruitment leaders and their recruiters who want to explore how data can transform their desks, pipelines, and recruitment businesses need to listen to / watch this video about how data in recruitment.The innovative SourceFlow invited me to chat with my long-time Star Wars buddy, Matt Comber.Watch / listen for ideas on the impact data can have on recruitment processes and how staffing firms can leverage it for greater success. Here are the key takeaways from our discussion.Why Data is Crucial for Recruitment and Staffing FirmsData is the backbone of modern recruitment. By embracing data, recruitment and staffing firms can:Boost Efficiency: Automate time-consuming tasks to focus on strategic efforts.Strengthen Relationships: Enhance connections with both candidates and clients.Make Informed Decisions: Use data to guide smarter, more effective choices.Data - Driving RoE (RoI is So Yesterday!)We chatted about the concept of Return on Effort (ROE), a more meaningful metric than ROI, and...Getting started with data, by understanding your market, and your niche and tapping into industry's data to uncover new opportunities and trends.Leverage existing tools before diving into new data sources. Make the most of the tools already available to you, like Bullhorn, and use automation intelligently to create opportunities - more time and deals!Managing data effectively. Declutter your database and avoid hoarding disorganised data. Prioritise quality over quantity to ensure your data is useful and actionable, and keep data healthy with regular cleans and meaningful workflows driving hygiene and monetisation. Stay connected!Nurturing relationships by using meaningful data points, such as interests or milestones, and personalising interactions.Monetise your recruitment website. Treat it like a goldmine, not just a digital brochure.5 Key Takeaways to Use Data to Revolutionise Your Recruitment BusinessClean, organised data is far more valuable than a vast quantity of it.Focus on building relationships through personalised engagement.Use tech to enhance human interactions, not replace them.Develop scalable, long-term data strategies to support your growth.Use your recruitment website to gather actionable insights and drive engagement, not just clicks!Dive deeper! Watch the full episode of Matt (Jedi-Master!) and my conversation for actionable insights on leveraging data for a strong (and exciting) year!Automation and Bullhorn1stWe are Automation Buddies and Bullhorn Experts set on helping ambitious recruitment businesses who want to increase speed and sales.Automation: We coach to inspire, and build your automations so you can recruit and sell!Bullhorn: We optimise, train, and improve RoI from your key recruitment system.READ ABOUT OUR AUTOMATION BUDDY SERVICERead about our Bullhorn 1st Service
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