Blog Content
As a recruitment leader, you're likely to be looking to improve your recruiters' performance.
What does a mere 1% a day improvement look like, and how can you drive these marginal gains?
Do More With Less
Now, more than ever, you need more from less:
Less recruiters - it's a challenge to hire.
Less systems - "all the gear, no idea", doesn't make for a great recruitment process or a profitable recruitment business.
Less data - sourcing everything, everywhere, all at once, isn't cost or time effective.
How can you drive recruiter performance through training?
Improving Recruiter Performance
Kaizen (aka "good change") is a Japanese concept around continuous improvement.
1% improvement a day equates to a whopping 40% improvement over a year. Nice!
What does 1% a day improvement to each and every recruiter in your business look (and feel) like?
And how can you ensure that recruitment training (and retraining) drives improvement and marginal gains?
The "Wrong" Recruitment Training
Is the recruitment training in your business driving the 1% marginal gain?
Are your recruiters copying copied behaviours which make best practice hard?
Training happens everywhere, all of the time, whether you like it or not.
We absorb what happens around us.
We mirror behaviours.
We are influenced by others.
Hope is never a great strategy.
You need to be sure that the “right” messages and behaviours are the ones which are trained. Recruiter training on best practice needs to be speedy, easy to access, and time-effective.
A 5-minute HIIT focused on job qualification tips, then getting back on the phone, can really move the dial.
Demand the 1% Gains from Your Recruiters
Accountable recruiters, continuously improving, using simple, speedy recruitment tools to improve, creates stronger pipelines, happier workforces, and sustainable businesses.
Improvement happens when recruiters are accountable for their performance.
Continuous training is key to maximising ROI from your people, data, and systems. Sales can increase by an impressive 50% when you continuously train!
Recruitment tools are needed. In our new hybrid world, recruiters need quick and easy on-demand training tools.
Ensure your new recruiters are onboarded speedily and continuously improve.
Ensure experienced recruiters hunger for continuous improvement, and demonstrate great standards.
Create a culture of accountability and continuous improvement. Give access to quick, easy, self-serve training. Otherwise, improvement will be a tough gig for you personally, and you won't be thanked for it.
Recruitment Training Driving Performance - WIIFM?
The WIIFM –“what's in it for me?" gives purpose and goals and encourages your recruiters to engage in training, and be accountable for improving their performance.
You’re a Recruitment Leader - What's your WIIFM?
Improved recruiter morale. Hence, improved performance and retention. (Less stress for you.)
Cleaner candidate and client data. Hence, less time wastage, reduced costs and time spent on external systems. (More profit through using monetised data.)
Creating your "way". Hence existing recruiters are role models for new starters. Speedier onboarding and time to bill. (Less reliance on you.)
Selling your recruitment business. Hence having a stronger process and generating ROI from your people, data, and systems is critical.
Your Recruiters - What's their WIIFM?
Better work-life balance? Hence, less time-consuming admin. Cleaner data driving speedier sourcing. Easier to win sales.
Paying off their mortgage, or getting on to the property ladder? Hence, they need more commission, or at least easier commission deliverables.
Promotion? Hence, better resourcing, sales performance, and leadership skills.
How Can Recruitment Leaders Drive Performance and Make Improvement Easy?
Make continuous improvement the goal. Make it your culture.
New recruiters need to know it's ok to not know everything at the end of their induction. Things they learned on day one are likely forgotten - continuous recruitment training is expected.
Experienced recruiters need to set the best possible example, and demonstrate best practice. Retraining is a driver towards best practice and 1% incremental gains.
Give your recruiters the tools to make training easy, on-demand, and quick! 10minutes a day may be all they need!
What can you do today to help your recruiters focus on improving their performance so that they can achieve their goals?
What tools can you give your recruiters to help them improve? And how easy are those tools to use, whenever, wherever they are?
Remember on-demand, quick and easy recruitment training is key to continuous improvement.
...Talking of Improving Recruiter Performance...
Recruitment HIIT trains recruiters and resourcers so you can speedily onboard new starters, and improve performance of experienced recruiters.
Job qualification, screening, sourcing, job advertising, and counteroffer immunity, are just some of the 10-minute topics our clients love.
TRY RECRUITMENT HIIT FREE
DOWNLOAD YOUR RECRUITMENT TRAINING PLAYBOOK
Extra Content
Blog Image
Extra Content 2
media centre
Read more-
Rose Megson
Blog
Recruiter Productivity Series: Optimise Bullhorn Part 1 ~ Engage, Nurture, Place, and Re-Place
Recruiters! I know that recruitment has never been so competitive— even your own clients are competing with you to place candidates!We're launching a new series of recruiter productivity webinars focussed on optimising your use of Bullhorn and driving speedier sourcing, recruitment, leads, sales, and commission! Part 1 is focussed on managing candidates.Let's show you some tips to engage with candidates effortlessly. Let's build stronger relationships using Bullhorn’s nurturing features: communicate, optimise, protect, PLACE! (And repeat!)REGISTER NOWBullhorn MythsIn today’s fast-paced recruitment world, having a powerful ATS/CRM is essential. It saves time, improves efficiency, and drives a profitable desk. But often, we hear:I use Bullhorn when I get a minute.Bullhorn is just a database, not a business growth tool.We have Bullhorn, but we’re not seeing a return on investment.The data is a mess, so I need to advertise and use LinkedIn too.These statements couldn't be more wrong…Bullhorn:💓 Can be your recruitment Buddy if you let it!😱 Reduces admin workload.💪 Keeps you organised.🕒Helps you source, sell, and place quickly!…and so much more when used effectively!Register Now for Our "Candidate Engagement" Bullhorn WebinarRecruitment leaders! Don’t invest in Bullhorn only to underutilise it and then wonder why you’re not getting results.Recruiters! Don’t create unnecessary "busyness" with messy data, inefficient workflows, and poor adoption, leading to a lack of return on effort (RoE).What You’ll Learn in Our Upcoming Bullhorn Optimisation Webinars:📌 23 April 2025: Engage with candidates effortlessly. Build stronger relationships using Bullhorn’s nurturing features: communicate, optimise, protect, PLACE! (And re-place!) Register Now📌 Date TBC: Leverage Bullhorn to source and track qualified candidates faster with less effort.📌 Date TBC: Maximise lead generation and improve conversion rates with smart Bullhorn strategies.📌 Date TBC: Optimise recruitment workflows for maximum efficiency and profitability.Whether you're new to Bullhorn or looking to refine your ATS/CRM strategy, this webinar series will provide you with actionable tips and real-world insights to immediately benefit your recruitment team.By the end of our 4 Bullhorn Optimisation sessions, you’ll have the tools and knowledge to:⏳ Save time (and sanity) and be more productive.🤝 Engage more candidates effectively.💸 Place candidates faster and increase your sales and commission.Don’t miss out! Register now to secure your spot in this free, must-attend event.We look forward to showing you how Bullhorn ATS/CRM can elevate your recruitment ROI (return on investment) and ROE (return on effort) and drive business growth!REGISTER NOWRecruitment and Bullhorn TrainingWe deliver the best live Bullhorn ROI webinar training, and you'll find other tips and tricks in Recruitment HIIT, our online recruitment training platform.Plus, through our Bullhorn Vision service we help generate serious ROI from your Bullhorn, data, and people.TRY HIIT FREE HERECONTACT US ABOUT BULLHORN ROI
-
Wayne Barclay
Blog
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 to 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
-
Downloads
Your Recruitment Training Playbook
-
Rose Megson
Webinar
Recruiter Productivity Series: Optimise Bullhorn Part 1 ~ Engage, Nurture, Place, and Re-Place
-
Wayne Barclay
Webinar
Automation RoI Webinar Series: Unlock Bullhorn Part 1 ~ Generate Leads and Revenue
-
Wayne Barclay
Webinar
Automation ROI Webinar Series: Data = Clean and Monetised! Part 2
