Dear Barb:
It is extremely difficult for us to fill our contracts and orders. We specialize in IT and are only filling 30% of the business we write. It makes me crazy that we’re leaving so much money on the table. There seems to be more IT recruiters to compete against than ever before. When we call candidates from job boards most of them have already been contacted by multiple recruiters.
Do I start a new niche or do I continue to struggle in placing IT.
Kathleen M.
Alpharetta, GA.
Dear Kathleen:
IT is an extremely lucrative niche both in contract as well as direct business. If talent was easy to find, you would not have a business. Your services are needed which is why you have so many orders. You need to become well known as an expert in your niche, so top talent tracks you down.
Ask yourself the following questions:
- Do you write for trade publications?
- Do you have a blog on IT topics?
- Are you ranked high, if I do a search for an IT recruiter?
- Is your LinkedIn profile strong?
- Do you comment on other entries on blogs?
It’s time to realize it’s in your best interest that top talent is hard to find. You now have to challenge yourself to fill more of the orders you write. Also make sure you are not writing orders that are unrealistic or mission impossible.
Conduct revenue modeling for the past 24 months by reviewing the contracts and orders you filled. This will show you where you have been successful. Select the top five titles within your IT niche where you’ve been most successful and get known as an expert in those areas.
If the contracts and orders you write match your database of top talent that is when your job becomes more fun and you will fill more orders written. I would strongly recommend that you do not walk away from the IT niche.
Barbara J. Bruno, CPC, CTS
