Unless you recruit left handed astronauts for NASA or PHP/.NET/any other IT related job roles YOU ARE NOT SPECIALIST! Recruiting one type of professional into one type of industry is not specialist!
Where do we draw the line on specialist recruiter? Can anybody label themselves as a specialist recruiter? Is there a qualification for specialist recruiter?
The only reason I ask, is I hear so many clients (existing and new) suggest that I might not be able to support them with a specific vacancy because it’s ‘specialist’..
“Well, Tom – we are looking for a Business Development Manager who has sold in to the Agricultural Industry, specifically sold a certain type of fertiliser called ‘X’, very specialist stuff, need to know what they are talking about, the ins and outs of the product, what is the purpose of the product, the formulation of the product, what are the USP’s.. You know Tom, everything they need to know to be able to confidentially approach clients new and existing to sell and upsell products.. And to let you know we have engaged with a ‘specialist agricultural agency’ but happy to work with you if you think you can help”…
Let’s take a step backwards- the questions that go through my mind when I hear this are:-
My point is, everything in the brief can be taught, except one thing, the attitude to sell and want to develop new business opportunities-
My questions to client ‘x’ where:-
4 weeks later…..
“Tom, thank you so much for your support on this vacancy, both the Sales Director and Managing Director love ‘X’ they think she has the right attitude, transferable skill set and the contacts to be able to really make a difference to this role, thank you again”!
I am no Agricultural specialist, I am not a specialist at all! I am a recruitment consultant, who knew my client, asked the right questions and got the best result for them.
Message to clients – please don’t be fooled by the word ‘specialist’ – this is a license to charge you more than a generalist recruiter, and the chances are they are doing less work too!
Please note this is a true story and not a whinge, and I hope I can pass on and educate new consultants to ask the right questions and build the best relationships with their clients… simply, if you don’t somebody else will!