Dear Barb:
I just lost a major account because they said we provide them with the same candidates their internal recruiters find on the job boards. We have had great luck surfacing qualified candidates off job boards, I’m now wondering if the job boards are going to replace us?
Charles S.
Syracuse, NY
Dear Charles:
To not be replaced by job boards, it is important you change the way you are attracting top talent. Clients expect us to recruit passive candidates who are working, although, they would consider a new job if the opportunity represented their next career move. You can use job boards to lead you to these candidates, or you can complete daily networking and recruiting calls.
Surveys tell us that many people, over a majority on some surveys, who are currently employed would make a job change if given the opportunity. Job satisfaction has never been lower, which makes recruiting actually easier. These individuals are sitting there waiting for your call. Obviously, you need to differentiate yourself, gain their trust and develop rapport so they feel comfortable having you represent their best interests.
You need to ask yourself why a company would pay you a full fee for a person who answers their job board postings. That is why it is so important for you to get comfortable with the recruiting process and present the hidden market of top talent.
Barbara J. Bruno, CPC, CTS
