The true value of recruitment can’t be written down

Why procurement like you to fill out forms

There is no way to tailor your website to each client who visits.

At best, you’ve got a good understanding of your market and can speak to generally shared pain points. More likely, you talk about yourself and hope some visitors see something they like.

That’s not to say you don’t deliver a huge amount of value. But it’s almost impossible to write down the true value of recruitment.

This is one of the main reasons why procurement teams want us to fill in long forms. They benefit when we agree to remove the nuance and individualisation from our services, and turn our offering into a generic commodity described in 2000 characters or less per section.

The truth is, your service is most valuable when it’s tailored to the specific needs of an individual client. 

And this is why it is so important for you to move away from a one-size-fits-all service.

If your answer to every client with a vacancy is, “I’ll recruit that role for you” then you’re missing out on showing your clients the value you can offer them.

Now, you don’t want to take the opposite extreme by telling your client you can do whatever they want. You’re the recruitment expert, you know the right approaches they could take. 

So put those potential approaches down on paper, create a series of services that you can discuss with your clients, and you’re free from a generic one-size-fits-all offer.

When you can say, “Let’s look at which approach is right for you” then you are in a position to showcase your true value.

If you’re looking to move your agency away from a one-size-fits-all approach, simply reply to this email and I will explain how I can help.

Jon

P.S. Recruitment leaders often tell me they get the answers to their pricing challenges from these emails… but they are left needing the detail of how to make the change.

This is why I created More Added Value, to share specific and actionable advice to help you change your pricing and how you present value to your clients.

You can read more about what you get from signing up to More Added Value here, or subscribe by using the link below.