Recruiter Acid Test

Posted on September 05, 2018 by PaulHickey | Recruitment

At some point in time, you may need to engage the services of a recruiter if you want to fill that ‘difficult position” with the right candidate. This blog is intended to give you some serious insight in to how most recruiters pitch themselves and to draw your attention to the red flags which, may not be immediately obvious. I have listed my 2 killer questions that you MUST ask recruiters before hiring them in order to avoid making costly mistakes….

Firstly, it’s important to understand the difference between a USP and a WIIFM…

Here’s where most recruiters go wrong; they think that you are interested in hearing all about their Unique Selling Points (USP’s) or as I call them Generic Selling Points (GSP’s).

  • I specialise in your industry
  • I used to work in your industry prior to working in recruitment
  • I have a strong network in your industry
  • I work faster than my competition
  • I charge less than my competition
  • I take time to understand your requirements
  • I match candidates based on your culture
  • I have a big database
  • I won’t charge you until the candidate starts
  • I have placed with XYZ “prestigious” company
  • I charge big fees
  • I make X amounts of placements

In my book, these are all FEATURES without BENEFITS. In fact, if you are hearing statements containing these GSP’s from recruiters there is a strong possibility that they don’t actually have any USP’s at all.

Here are two acid tests to try when deciding which recruitment company or consultant to engage.

  1. Please give me at least 3 USP’s about your recruitment firm or you personally?
  2. Please tell me how you measure your success as a recruiter?

If you hear any of the above, you really want to be questioning “why” they consider this a USP and what’s the benefit to you, as the customer?

Let’s face it, there are only 2 reasons why you are looking to engage with them in the first place.

  1. You don’t have the time/resource
  2. You don’t have the expertise and need a cost-effective solution

So, if these are your 2 problems, how would these 2 solutions, sound?

  1. We guarantee to reduce YOUR commercial downtime
  2. We guarantee to save YOU money

Providing this can be evidenced, does anything else really matter that much? 

That’s where the What’s in it For Me (WIIFM) comes in to play. This is your objective and anything other than discussions around these 2 topics is just white noise.

Here’s a link to our process so you can see just how we at GrassGreener Group tackle these problems head on and, deliver solutions above and beyond your expectations.