Driving down costs and taking a consultative approach to recruitment is key to surviving the recession, according to driving and logistics recruiters.

John Major, general manager at Activ8, told Recruiter that consultants need to be effective in sales as well as reducing debtor days: “Expect knock backs every day because you are going to get rejection. You are going to have to keep your costs down.

“Debtor days have come down because we have been proactive in that area. We cannot afford to support another business. We need to support this business. Our debtor days are reducing. We cannot afford to have outstanding debt.”

Andy Kaye, managing director at BiS, added that clear communication with clients was essential in recruiting senior level staff. “Be more consultative if you are dealing with people that are earning £125k a year, you wont find these people on the internet. You have to go through a consultative approach with them. You have to know exactly what their aspirations are why the want to move what is the future prospects for the individual and it is a slow and consultative process.”