There's no accounting for value

How to avoid being treated like loo roll

The phrase ‘human capital solutions’ puts recruiters on an account’s spreadsheet just between printer paper stock and making sure there’s enough loo roll in the warehouse toilets (SLA: 90%).

Now forgive me for banging this drum like the Duracell bunny, but hiring the right people is critical to the success of every business.

Which makes recruitment services one of the most valuable investments a company can make.

Following this line of thought, we need to do everything we can to make sure that we don’t end up as a commodity on an accountant’s spreadsheet. 

Commodities are a cost to reduce. If you’re at the mercy of a finance team, it’ll be death by a thousand cuts. Or maybe ten if they’re feeling efficient.

Hiring is the strategy on which your clients win or lose. 

So make sure you aren’t slipping into the language of commodities when you talk to clients.  And remember, your clients will be perfectly happy to take your valuable service but treat you like a commodity if you let them.

Make sure you’re putting yourself front and centre of your client’s strategic thinking. This starts by talking to the CEO not the CFO. But that also means talking the language of the CEO - growth, success, strategy - rather than getting drawn into a conversation about costs.

Also, make sure you relentlessly remind your client of the value you’re giving them. Nobody else is going to do it for you. And if it doesn’t get done, the little finance voice in the ear of the CEO will start mentioning costs again.

If you want to elevate yourself out of the spreadsheet and into the strategic conversation, simply reply to this email and I’ll explain how we can work on understanding your value.

Jon

P.S. Recruitment leaders are often nervous of continuously telling their clients about the value they bring.

Aside from #stayinghumble or being nervous to blow their own trumpet, some rightly argue that they shouldn’t be talking about themselves the whole time.

Correct! 

The good news is that you can communicate your value by making it all about your client. And when the focus is on them, they’re more likely to pay attention - so you’ve doubled your chances of getting your message across.

If you want to elevate yourself out of the spreadsheet and into the strategic conversation, simply reply to this email and I’ll explain how we can work on understanding your value.