Not the time to start cranking up cold calls

29-Oct-2008

These are unprecedented times in recruitment. Judging by the number of CVs received in the past few weeks from consultants who are the victims of cost reduction in line with revenue, logic would say that clients should be receiving fewer calls. Not so, according to our clients.

The last thing that most clients want to do at the moment is take a call from recruitment consultants asking about their recruitment process or if they need any staff. However, in the current tight market, some agencies insist on continually cranking up the cold calls without adapting to market sentiment. The key to any relationship is regular contact and understanding, and consultants who have not developed long-term relationships in better times are the ones who are struggling most now.

However, it is imperative to get a feel for a client’s situation in relation to the current economic climate. Acting in partnership in tough times can be as rewarding as recruiting in good times. Assisting clients to adapt to the changing recruitment scene and playing a positive part in the development of future plans will be mutually beneficial for those in it for the long term.

Professional consultants are perfectly placed to inform clients of the changing trends in skills, salaries and pay rates, opportunities to improve employee standards and even develop new revenue streams for both parties. Add value, not burdens.

• Philip Marks, managing director, Huntress Finance and Hamilton Chase