Recruiters need to adopt a more positive mindset, to shake off the culture of mediocrity.
That was the message last week from Bill Radin, the respected American recruiter.
Speaking in London, Radin, who has 21 years’ industry experience, said: “The average recruiter has low self-esteem. They work in an environment of rejection, resentment, and where people refuse to pay their fees.”
As a result their work can suffer, he said, adding: “Consultants send CVs to arrange interviews and don’t telephone (to follow up).
“They agree deals when they should stand up for themselves, or walk away because the fees are too low or the client wants a guarantee.”
Radin said consultants do not make enough use of their clients. “If you talk to them they will tell you who they want to fill the position, maybe even suggest a few candidates,” he said.
Radin also called on consultants to become more involved when selling candidates to potential employers.
He said: “Consultants should speak to the customer, therefore giving them the benefit of their knowledge, and not just rely on a CV to do it. They should highlight the benefits the candidate offers.”
Consultants need to distinguish themselves from the rest, he added. They should add content and depth to presentations to candidates.
“Don’t just sound like you are reading the job description,” he said.