Recruiters who want to be successful in foreign markets have been warned that they risk failure if they fail to prepare.

Edward Oakden, managing director sectors group, UK Trade and Investment, told the Recruitment & Employment Confederation convention in London yesterday that the adage ‘Fail to prepare, prepare to fail’ applied equally to ambitious recruiters as to other areas of life.

“It really does pay to research the market,” said Oakden.

“It takes investment and it takes cash, but as long as you are clear about what your aims are, it really does make a difference.”

Oakden went on to make a number of recommendations:

• research the market online
• go out and see the country concerned

Oakden emphasised that the particular conditions varied according to the market concerned.

For example, he said that a big issue in the Gulf was who do you partner with. “How do you find someone who isn’t  just going to be  a passive partner?”

Oakden said that while Europe and the US will remain crucial markets, “in terms of sheer scale and potential” countries such as China, Taiwan, Singapore, Mexico, and Brazil were highly attractive for UK staffing companies.

UK Trade & Investment could put staffing companies in touch with embassies abroad, and provide them with information about particular markets, said Oakden. 

Speaking to Recruiter later, Gareth Reynolds, chief commercial officer at international contractor advice firm Crescenzi Consulting, highlighted  the importance of preparation, and carrying out due diligence.

This included having the right business model, and company structure, and ensuring that all contracts are appropriate.  Reynolds said the penalties for getting this wrong were severe, particularly in Europe, where recruiters risked fines, and being barred from certain markets.