Not 12 months ago I was beating them off with a stick. Even as a contingency rec-to-rec I was offered (but didn’t accept) retainers to favour clients with the best candidates. Come to think of it, not just the best candidates either.

It’s fair to say that many rec-to-rec firms have a little more time on their hands nowadays, and if some dodgy ones go to the wall then, frankly — good.

I’ve actually quite enjoyed some of the challenges of the downturn. The redress of the balance, from candidate to client-driven marketplace, has removed some of the unjustified arrogance of the unskilled job-hopper. It’s also focused many recruiters on how to compose their own CV. An unfathomable shortcoming, when you think about it. So how do you save money, fill the few vacancies that you do have and still keep the rec-to-rec there for when you do need them?

Rather than a blanket ban, I would encourage clients to consider ways in which a rec-torec can still provide valuable services. Particularly when it comes to unusual recruitment projects. Does it really make economic sense to ask senior management to do the recruiting, when really they should be driving the performance of the business?

It’s also tempting in these dark times to bully a supplier into agreeing ridiculously low fees. The long-term outcome of this is that there won’t be supplier when you really are desperate. Or if they have somehow survived, they will have stripped their services to the bone. We cut fees and then services at our extreme peril, because the one always follows the other.

I also know it’s easy to have scant regard for the rec-torec sector if you’re not recruiting, but do still talk to your rec-to-rec. Give them hallenges and expect a lot, but do return their calls and emails, especially when they take the trouble to try and provide you with a good, regular service.

History proves that all markets are cyclical; the recruitment market is no different. So rather than turn inward, ensure your rec-to-rec will be able to recognise your individual business when you need them. Because need them you will.

Duncan Elliott
Senior partner, Wave Recruitment
REC R2R sector group member

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