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Recruiter Mistakes #1: Relying on Repeat Business and Referrals with Mark Whitby and Leanne Sara Jones Hunt

Aug 11, 2022

“I don’t need more clients, I need more candidates.”

“I don’t have time for business developments because I have several roles already and I don’t have the bandwidth or capacity for any more clients.” 

Does this sound familiar? Are you relying too much on repeat business and referrals to the point that you may neglect your marketing and business development?

In this episode, my co-host and colleague Leanne and I will tackle the trap of too much reliance on repeat business and referrals and forgetting we must never stop developing new business. We will share insights and strategies on how to avoid this trap and actual examples of our Inner Circle coaching group members who were able to adapt these strategies successfully.

This is a first of a series of episodes where Leanne and I will share insights that we have gained from working with hundreds of successful recruitment business owners. We are going to start with a series about the biggest mistakes we see that recruitment business owners are making.

Episode Outline and Highlights 

  • [2:04] Red flags and alarm bells tell that you are relying too much on repeat business and referrals.
  • [4:20] Why proactive is better than reactive. Lessons I learned from the 2008 Great Recession.
  • [6:08] You can never have too many clients. Strategies to apply if you feel that you are too busy to get more clients.
  • [8:26] How our member, Alexis, was able to successfully establish a business development machine.
  • [10:08] Strategies on utilizing business development time via different channels.
  • [12:34] Simple actions to kickstart your business development.
  • [15:00] Final thoughts for this episode and what to look forward to on our next episode.

Never Neglect Your Business Development

This was an experience I had when I started my business in 2001. I was hustling, doing client visits, and working on my business development. That is when I got too busy and comfortable relying on a handful of clients. The Great Recession of 2008 came, and I lost 3 out of 4 key clients I had. I vowed that this is something I was never going to let happen again. If you realize you are also in this trap of complacence, keep in mind that being proactive is better than being reactive. Never forego your business development - if your recruitment business is a bicycle, the two wheels that should be continuously running at the same speed to gain traction are your candidate and client development.

You Can Never Have Too Many Clients

Do you feel that you already have too many clients and that you should only be focusing on getting candidates more than getting new clients? If that is the case, you have to reassess. One takeaway you should get from this episode is that you can never have too many clients. Employ practical strategies such as client re-assessment, employing offshore VAs, and other techniques to continue the business development side without compromising the quality of business provided to your existing clients.

Simple Actions to Kickstart Your Business Development

If you feel that your business development has taken a backseat, what are some things you can do to kickstart it? Here are some tips:

  • Set a minimum of 1 hour per day non-negotiable time in your calendar
  • Try something new (different channels, cadence, platforms) 
  • Revisit and refine your sales process

Our Sponsors

This podcast is proudly sponsored by i-intro and Recruitment Entrepreneur.

i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: www.recruitmentcoach.com/retained

 

Recruitment Entrepreneur is the world’s leading Private Equity firm specializing in the international recruitment industry. If you’ve dreamed of starting, scaling and selling your recruitment business, this is your chance. James Caan and his team at Recruitment Entrepreneur are actively seeking ambitious recruiters who they can invest in. They provide everything you need to grow a successful recruitment business including: funding, financial expertise, coaching and mentoring, operational strategy, backoffice support, marketing and talent attraction solutions. Be sure to mention Mark Whitby or The Resilient Recruiter. Start a conversation here: https://www.recruitmentcoach.com/vc

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