Easy to describe, exceptionally hard to do well
Greg Savage on selling the value of recruitment
Recruiters undervalue recruitment.
I’m on a mission to change the way we think about our value, and the way we talk to clients about what we do. So it was a no-brainer to sit down with Greg Savage to get his views on the value of recruitment.
On top of that, Greg shares some fantastic advice on how to shift away from contingent recruitment and how to stand out from the crowd. And when I say ‘advice’, I mean he literally role plays how to talk to your clients about why they should at the very least work exclusively with you.
The interview is packed full of valuable insights, but here are my top three takeaways:
The importance of us believing in our own value as recruiters. Rather than telling people that recruitment isn’t rocket science, we should be celebrating the challenges we solve, using skills and talents that many people don’t have.
Greg’s use of the iceberg analogy as a way of articulating our value more effectively to clients. Get this right and no client is ever going to complain about the size of your fee again.
The concept of recruiter equity. We need to take - and earn - ownership of our clients’ problems, and bring the right solutions to them.
If you’re looking to add more value to your business - or get better at articulating the value you already create - then I highly recommend you listen now (Apple / Spotify).
Jon
P.S. Greg Savage is running a series of recruiting masterclasses in the UK this March, with a focus on how to thrive in an AI world.
Greg will be visiting London, Manchester and Edinburgh, and my guess is he’ll be talking to sold out venues. You can find more info and book your ticket here.