The Hard Way
Almost every employer and agency is doing things the hard way as far as I can see. I’m not one of these commentators who has never worked in recruitment. I started my career placing accountants in an ongoing winner-takes-all death match against Michael Page and Robert Half so I learned about recruiting the hard way.
To be absolutely truthful, after 2 years, I really didn’t want to talk to a candidate ever again but I loved the marketing aspect to recruitment so I moved into a recruitment marketing agency and then consulting at PwC.
Nearly 20 years later though and from my vantage point, 80% of internal recruiters and 95% of agency recruiters are still working the hard way. Most of their days are spent doing the same things I was doing in 1999. They can save a huge amount of time and, basically, fill more jobs in less time if they break from their boss’s ‘tried and trusted’ methods. So, let’s take a look at what’s changed and what recruiters today are still doing they shouldn’t be.
How’s the landscape different?
OK, we didn’t have LinkedIn when I started in recruitment but it emerged only a few years later. As recruiters, we thought it was a panacea and to an extent, it was. LinkedIn and other social networks made the world more transparent and for a period, we spammed candidates and they responded. They felt flattered to be ‘head hunted’ and gave us the time of day. Now though, many recruiters still do the same and sit with straight faces, helplessly watching their response rates declining. What they haven’t realised is that, while we were making hay, candidates were becoming used to approaches from recruiters and for them, that earlier feeling of excitement to be singled out for a job opportunity was replaced with déjà vu and a yawn. They became used to it, slower to read messages, less likely to respond.
Not only did apathy set in but candidates can find out much more information about you as an employer than they could in the past. They can find out from sources like Glassdoor and The Muse what the coffee really tastes like if they work at your organisation. So, they don’t need to talk to recruiters until they’ve been through a self-directed research journey.
Unfortunately, today, some recruiters try to adapt by increasing their ‘numbers.’ Increasing the number of people identified, number of messages sent by InMail and email and number of cold calls made is not the answer. It’s inefficient. So how can we adapt in a way that increases our performance? Simply put, the answer is in technology and here are a few ways that the smartest recruiters I know are making technology work for them so they can fill more jobs in less time.
The oft-referenced tech tools
Matching tools like Pocket Recruiter allow you to search social networks, CV databases and your own ATS/CRM to tell you which candidates have the skills you need for your vacancy. They search multiple locations faster than you can and because they are embedded with artificial intelligence (simple AI at this point), they return better results than you can, ninja or not.
In many markets, unemployment is low, candidates are in high demand and rarely interested in making a move. So how do we know who to talk to first? Talent pipeline products are emerging in recruitment which track and score candidates’ interactions with your social media, careers site / corporate website, landing pages, Glassdoor, YouTube and more. You’re then able to stack rank your database according to a real-time engagement score which this tells you who to contact first and saves vast amounts of time.