Recruiters must do more to earn their fee, says BT’s head of recruitment, Martin Thomas.

Thomas told Recruiter: “Agencies that do more to screen and assess out the average candidates add the most value – giving us fewer but better candidates. This means understanding niche areas of the market and building up a pipeline of candidates for when we need them, not using the ‘vanilla’ recruitment channels – we can access them ourselves in-house. Go for the harder candidate to really earn your fee.”

For more from Martin Thomas, see Recruiter’s IT and telecom’s Sector analysis, 31 March.