Because the recruitment industry is best known for its generalist staffing companies, new recruiters tend not to be aware of niche specialists, said participants in Recruiter's 10 August forum in Manchester. The event was supported by recruitment-to-recruitment company JPA and Recruitment Software Solutions.

The five-member panel included senior representatives from Eden Brown, Badenoch and Clark, Judd Farris, Teleresources and Xceli.

"If you're coming into recruitment, people generally think of the high street but that ignores the benefits of working for a specialist," said Karen Mitchell, operations director for call centre recruiter Teleresources.

Some readjustment is necessary when changing from one recruitment environment to the other, the panelists agreed. But differences can work to the receiving organisation's advantage. A benefit of bringing in recruiters with high street experience is the level of organisation and structure they bring to jobs at niche specialists, said Lisa Learoyd, director at property recruiter Judd Farris.

"We've just taken on a woman from Reed [Employment] and she's done really well. It's taken her a couple of months to get used to the work ethic, and the fact we haven't got a [high street] window, but since then she's been fantastic," Learoyd said.

"You can earn higher commissions and really carve out your own niche." added Pete McConnell, national sales manager for Eden Brown. "People who come from the high street to working for a niche recruiter can double their salary. Why don't the rec-to-recs target these people — those who enjoy working in recruitment?"

"If you get somebody in from the high street looking for a job, you want somebody who has been working there for, say, two years and wants to take things to the next level, not somebody who has been on the high street for six to eight years," said Mitul Modi, Xceli's commercial director.

McConnell said, however, that he was "amazed" by many consultants who appeared to be happy with staying on the same salary level and not actively seeking improvement. "It always amazes me how many people are happy to stay in their comfort zone."