CONTENTS

• My Favourites
• Article One (The Secret of My Success - An Interview with Caroline Mills)
• Article Two (7 Tips for Getting Past ‘Preferred Supplier Agreements’ by Mark Whitby Part Two)
• Don't Miss This (REC News Roundup - Researchers & Associates Summit, 2nd October - PR: Leading Recruitment Industry Expert Joins Zubka - Compliance – burden or wealth creator? Seminar, 11th October)
• Discussion Board Summary
• Online Recruitment Update (Hitwise Top 10 Recruitment Sites - Louise's UK Recruiter Blog - PR: CVmatching Launches - PR: HotLizard launch intuitive temps functionality for NetResourcer - PR: CanaryWharfJobs Upgrade - PR: Renewable Energy sector job board gets the green light - PR: New jobsite launched for the growing private equity marketplace.)
• Subscribe/Unsubscribe
• Feedback & Advertising Information

Visit http://www.careersinrecruitment.com for the latest recruitment industry jobs.

My Favourites

www.ukrecruitmentblogs.co.uk - Keep up with what recruitment bloggers in the UK are writing about 

www.wikipedia.org - If you don't know what others are talking about - look it up here

www.myspace.com and www.facebook.com - For catching up with friends and checking out potential candidates

Why not submit your 3 favourite web sites. See the guidelines at http://www.ukrecruiter.co.uk/articles.htm

Advertisement

Talisman - The Recruitment System from A to Z

Web enabled
ASP, remote or locally hosted
Purchase or rent
Single or Multi-branch
For small or large recruitment companies

To find out more call Tony Doherty on 01582 478 888 or email tony.doherty@recruitment-software.net and let us show you how we can help you get a competitive edge in the marketplace.  http://www.recruitment-software.net

Article One: The Secret of My Success - An Interview with Caroline Mills

Caroline started her career as an information officer in an advertising agency; climbing the ladder to reach a board position, almost unheard of for someone in “the library”. She moved into search 10 years ago, using her information skills to find candidates instead of product information. Gradually she worked her way up again, leading the information team at Heidrick & Struggles. She then moved to A T Kearney which is now Edward W Kelley & Partners, There was no role but they wanted to meet her, so she went in for coffee and stayed six years! Latterly she ran the European research team, from her home in France. Now she is running training courses on data privacy, and looking at a number of options before she decides what to do next.

What do you wish you'd known at the start of your career?
How long it would last! When we are young we don’t think about the fact that we may still be working in 40 years time. I really didn’t plan my career, it just happened, and I think I was lucky to get some of the opportunities that have come my way. The very week I had made up my mind it was time to move on from my career in advertising, I was headhunted by Heidrick & Struggles!

Which person within the industry has influenced you the most?
Jill Dillistone. She is now a trainer but she was my boss at Heidricks and I learnt so much from her. Heidricks had a real learning culture at that time, and I took full advantage of it.

Is there a person in recruitment you’d most like to emulate?
I have worked with two female managing partners; Gill Lewis at H&S and Beth Knight at EWKP. They both combined being very successful recruiters being great team leaders. I hope I manage to replicate some of their management styles.

Which lesson has taken the longest to learn?
Having the confidence to sell myself, and I still find it hard!

What is the biggest mistake a recruiter can make?
Not treating candidates efficiently and thoughtfully. Recently while I’ve been looking for my next opportunity I’ve been on the receiving end of anonymous responses from websites, and complete lack of follow-up after interviews. It’s awful. I think candidate care is something that should be looked at by all of us.

What words of advice would you give to someone starting out in recruitment?
Find yourself a good mentor and get good advice at every stage of your career.

What is your favourite interview technique?
Planning my questions to be open-ended. By thinking about them in advance, I get more detailed answers and learn much more about the candidate.

Tell me about the most interesting assignment you've worked on
A legal advisor for a country applying for membership of the World Trade Organisation. The partner came to me as he didn’t know where to start, but it was a desk researcher’s dream. First I researched the WTO and realised that the candidates would have to have done this before. So I made a list of the countries that had joined in the past 5 years and used a legal database to identify the lawyers that had done the work. The partner then called the 5 people and we had two candidates by the end of the day.

What's the strangest interview situation you've encountered?
At EWKP we had a candidate who didn’t turn up for an interview. The researcher did a great job of managing the client while simultaneously ringing the candidate’s mobile. No reply. It was days later that we heard he had been in a car accident and spent several days in a coma. Things are not always what they seem.

Is there a famous person you'd like to interview?
The actor John Malcovitch. His parents were journalists but he went against them and pursued his career in the theatre. I think he’s amazing, not least for his public threat to shoot George Galloway!

What do you think it is that has made you so successful? 
Many years ago I gave a talk entitled “Making a Difference”, about how desk researchers had to understand the real need behind each information request, and then go the extra mile to answer it, and I’ve always tried to do this. I’ve done some bizarre things to achieve this end. When I worked in advertising I spent a morning as a trainee car salesman listening to what excited or bored the potential buyers, which was then built into our pitch strategy. It’s the unpredictable bit of knowledge that gives you the edge over your competitors at a pitch, or enables you to find the perfect candidate.

This is the fourth in a series of articles we have introduced to the newsletter. In each article Louise interviews someone who has achieved success within the recruitment industry.  If you would like to recommend someone for inclusion in the series please email contact2@ukrecruiter.co.uk with their details.

Advertisement

Constructionjobsearch.co.uk has re-launched. 

The job site now includes a brand new home page design and enhancements to CV searching, CV alerts and the job application management system. To celebrate the launch, the company is offering free access to the candidate database and a 20% reduction in job posting fees. 

Request rates or call now on 0161 975 6029.

Article Two: 7 Tips for Getting Past ‘Preferred Supplier Agreements’ by Mark Whitby Part Two

This is the second part of a two part article started in issue 323 

Mark continues to discuss the seven strategies for getting past Preferred Supplier Lists (PSLs):

4. The “Spare Tyre” analogy

If the client is adamant that their current suppliers have never let them down before, try the spare tyre analogy. “Do you carry a spare tyre in your car?” Of course. “Why? You have four perfectly good tyres. Have they ever failed you?” No, but what if I get a puncture? “Exactly, and it’s guaranteed to happen at the most inconvenient moment when you’re under pressure and you don’t have time to waste. What’s why it’s prudent to carry a spare tyre. So let us be your spare supplier. No matter how good your current suppliers are, one of these days they will let you down. And we’ll be waiting in the wings to come to your rescue.” Yes it’s cheesy, but it does get the idea across. For best results, try to adapt this metaphor to your client’s industry. For example, if your client is in IT, talk in terms of colocation and redundant servers.

5. “We try harder because we’re number two”

This was the famous strap line that helped Avis rent-a-car win market share from the market leader Hertz. And you can use a similar idea to win new business too. If the incumbent is becoming even slightly complacent, then you might be able to get in simply by working harder. Tell the client, “I understand you’re happy with your current suppliers. That’s why my intention is not to replace them, but to complement them. Let me prove to you what we can do. What vacancies are you struggling with right now?” If you succeed in filling the job, you’ll be a hero. And if you don’t fill the job, then they can’t fault you because none of their usual suppliers was able to either! You’re no worse off for having tried. And at least now you’ve started a dialog that you can expand on. This approach is great for positioning you as the recruiter who will go the extra mile. However, beware of the client who says “Sure – send me some CVs.” This line is very often a brush off. The outcome of this conversation should ideally be a face to face meeting. As a minimum, insist on taking a proper job order. There’s no point in putting a lot of effort into a vacancy which is not fill-able, or which the client was never really motivated to fill in the first place.

6. Sell to the MAN (Money, Authority, Need)

In other words, you need to be selling to the real decision maker. Obviously the MAN is often a woman. The point is that unless you happen to recruit HR people, you should be targeting the line manager instead of Human Resources. Avoid going through HR if at all possible. The line manager is usually more receptive to your approaches for two reasons. Firstly, she is the one with the staffing problem, and presumably is more motivated to find a solution. Secondly, she doesn’t usually care about the PSL and will often let you in the back-door. If you build a good relationship with the line manager, and come up with the right candidates, she can insist on interviewing your people and get the offer pushed through. Once you’ve got a proven track record, you can re-approach HR to look at their broader recruitment needs. Remember, it’s easier to beg forgiveness than to ask permission!

7. The Trojan Horse

Even if you’re getting knocked back, try specking in a star candidate. A top-calibre candidate can be a powerful door-opener. And it’s much easier to win the battle once you’re already inside the fortress. Let me give you a real example from my own experience. I used to recruit software salespeople, and I was determined to break into Oracle. Their Recruitment Manager in London told me they had a strict Preferred Suppliers List and they would not consider CVs from any company that was not on the list. I refused to give up and went directly to the Regional Sales Director in Edinburgh where I am based. He admitted that he was always looking for good salespeople, and agreed to meet me. However, he warned me that he already had a good relationship with two of my competitors and was happy with their service. Undeterred I met him in order to start building the relationship. Then I simply kept contacting him with good candidates. Eventually I struck gold with a candidate I was representing exclusively. 

He was an eCRM sales specialist within the Insurance and Banking sector, which was a niche that Oracle was keen to develop. I made a £13,000 fee (20% of £65,000) and the recruitment department was forced to put me on the PSL, which opened up new opportunities for my colleagues in our IT recruitment division. 

So the next time a client tells you they have a PSL, don’t give up – get excited. If they have a PSL it probably means they spend a lot of money on recruitment. And with a bit of persistence, you could get a slice of the action!

Mark Whitby is a coach, consultant and trainer who helps UK recruiters to maximise their performance. For more information, call 0800 019 8899 or visit www.recruitmentcoach.com 

Advertisement

Get targeted job-seekers jumping directly to your website with JumpToJobs.co.uk

There is absolutely no risk to the recruiter because you only pay when the website delivers traffic to you.

You can even choose between Pay Per Click or Pay Per Application. No minimum spend – You set your budget and we provide the job-seekers.

Because we can mirror the jobs on your website and there is no administration to do, JumpToJobs.co.uk is easily the most cost effective way to bring job-seekers to you.

To find out more click here

Don't Miss This (sponsored by http://www.alljobsUK.com "The UK’s Jobs Portal")

REC News Roundup
These are links to a selection of press releases the Recruitment Employment Confederation (REC) have produced since the last newsletter was sent.  
- REC welcomes plans to simplify immigration procedures
- Payroll scam warning
- REC issues Complaints Report for first half of 2007
- Choices crucial for GCSE students, says REC
- REC responds to latest unemployment statistics

Researchers & Associates Summit, 2nd October, London
"This year’s AESC Researchers & Associates Summit will be our most targeted and sophisticated yet, with advanced sessions aimed at experienced Researchers and Associates. Discover the latest research trends, tools and technology - in one day and in one location. Hear from the best trainers, researchers and vendors in the industry. Share best practices, exchange ideas and network with both your internal and external colleagues. For more information & to register visit http://event.aesc.org/calendar.asp?eid=1187" 

Press Release: Leading Recruitment Industry Expert Joins Zubka
"Zubka has today announced the appointment of recruitment guru Colin Minto, formerly Managing Director of the Recruitment & Employment Confederation’s (REC) technology subsidiary and acting Technology Director. Colin has joined Zubka as a sales consultant to champion the Zubka vision and opportunity within both traditional and online recruitment. www.zubka.com"

Compliance – burden or wealth creator? Seminar, 11th October - London
"With so many new regulations any recruiter could be forgiven for focussing on sales and giving compliance a cosmetic once over. But are the two inextricably linked and are added value opportunities being overlooked as a result? Designed specifically for finance directors, senior managers, decision makers in recruitment firms, this combined seminar and Q&A session event addresses key current legal and compliance issues including MSC legislation update, current and proposed EAA Regulations. Investment £245.00+VAT, includes networking lunch. For more details visit the Lawspeed website"

This section is sponsored by http://www.alljobsUK.com "The UK’s Jobs Portal"

Discussion Board Summary

Don't forget to visit The Discussion Board. Current topics on the site include:
- payroll funding
- Looking for a Business Partner
- Insurance
- Mobile Comms
- Job Site For Sale
- Living Abroad - Working UK Market

Any postings you or anyone else makes will be included in the weekly digest. Sign up for the free digest here or hit reply to ask me to include your email address.  It is free to use the discussion board and you don't have to register to view messages. Visit the site, ask questions and share your knowledge

Online Recruitment Update (sponsored by http://www.broadbean.co.uk for "the UK's favourite job posting system")

Hitwise top 10 Recruitment Sites, week ending 25th August 2007
The most visited UK recruitment sites last week, starting with the most popular, were www.jobcentreplus.gov.uk, www.jobs.nhs.uk, www.totaljobs.com, www.reed.co.uk, www.monster.co.uk, www.jobsite.co.uk, jobs.guardian.co.uk, www.jobs.ac.uk, www.friendsreunitedjobs.co.uk and www.1job.co.uk. Hitwise don't aggregate data from sites who form part of a network such as fish4.co.uk For more information about Hitwise, visit http://www.hitwise.co.uk

Louise's UK Recruiter blog
Since the last newsletter I've posted the following: 
- Born Recruitment Podcast
- Interview with a blogger - Nick Gallimore
- Do you know what you're worth?
- Recruiters Finding Facebook information on Google? 
You can read Louise's UK Recruiter blog at http://ukrecruiter.typepad.com  You can keep up to date with other the recruitment blogs from the UK via the UK Recruiter blog watch page at http://www.ukrecruiter.co.uk/blogs.htm.  

Press Release: CVmatching Launches 
"The long awaited launch of CVmatching has finally arrived. CVmatching is an advanced Software Solution developed to simplify, automate and increase the precision of the Recruitment process. CVmatching combines automated CV AND JOB parsing, data entry and processing with intelligent experienced and skills based matching plus applicant tracking along with employer and candidate contact management. CVmatching core matching engine grows in intelligence automatically as the size of your database grows finding quality matches in less than a couple of seconds on even the largest databases. You can schedule a Demo and discuss which CVmatching solution is right for you by visiting www.cvmatching.com" 

Press Release: HotLizard launch intuitive temps functionality for NetResourcer
"HotLizard, the experts in online recruitment, are this month launching brand new, essential temps functionality for their flagship recruitment management software, NetResourcer. The advanced, new functionality is a must-have for any agencies working within the temporary placement market as it can powerfully handle the fast pace of temps recruitment, improving productivity and efficiency. The system enables you to filter your finishers by number of days to the end of their assignment, view future availables, conduct quick re-bookings, see all temps out at a glance and quick click to see temp statuses. To see a demo of NetResourcer temps functionality call the HotLizard sales team on 01635 527900 or email sales@hotlizard.net".

Press Release: CanaryWharfJobs Upgrade
"CanaryWharfJobs.com, a niche jobs board servicing Canary Wharf and London, announces the launch of its upgraded site. The site incorporates a redesign with functional development, as well as aesthetic improvement. The upgraded site aims to enhance the user experience, creating greater ease of use for both recruiters and jobseekers alike. With industries such as Banking, Finance and Accountancy continuing to show significant growth, the demand for candidates within these markets remains strong. As a site dedicated to servicing candidates within these fields, CanaryWharfJobs.com has been redesigned with a modernized look and functionality which reflects the needs and desires of candidates using the site. The upgrade involves the introduction of features such as filter questions which will allow clients to ensure only relevant candidates apply to their roles, saving time and money for employers, and making it easier for jobseekers to identify positions which match their skills and qualifications. For more information visit www.canarywharfjobs.com or contact Rebecca Cole directly."

Press Release: Renewable Energy sector job board gets the green light
"A new job board GreenJobsOnline.co.uk specialising in the Renewable Energy sector has launched in response to the unprecedented growth in this sector. GreenJobsOnline built by award winning web designers Hot Lizard, is the UK’s first dedicated Renewable Energy job board. Supported by an extensive Search Engine Marketing campaign by specialists RelevantTraffic. For more information contact Craig Glinski on 0207 288 6212 or email info@greenjobsonline.co.uk"

Press Release: New jobsite launched for the growing private equity marketplace.
"The buy-out market is booming and London is the European centre of the money. In 2006, 684 funds closed worldwide, raising a total of $430 billion in commitments, up $200 billion from 2005. With this comes an urgent increase in demand for qualified talent. The funds themselves need to be allocated and managed and the portfolio companies staffed. Around each venture, there are numerous service providers who are reaching out for the best talent whilst simultaneously trying to keep up with the demand for their business. VC-Jobs is the first job board dedicated to specifically this industry and targeting only the relevant candidates. Please visit www.vc-jobs.com for more information or call 020 71000 247"

This section is sponsored by http://www.broadbean.co.uk; "the UK's favourite job posting system".

Subscribe

Don't forget to let your colleagues know about this newsletter. Anyone can subscribe - it's completely free of charge - all they need to do to receive their own copy of the ukrecruiter newsletter is complete our simple form 

Unsubscribe

To unsubscribe from the ukrecruiter newsletter please reply to this message with the subject line "unsubscribe".

Feedback

Please feel free to email me your comments on the newsletter: the sort of articles you like, the sort you don't read, new features you'd like to see, etc.  Feedback from everyone is always welcome!  

Advertising

If you are interested in advertising a product, service or internet site in the newsletter please contact me by email

If you want see back issues of the newsletter visit http://www.ukrecruiter.co.uk/recnet

NOTE: This newsletter may be copied and distributed free of charge in its entirety. Individual sections may NOT be copied or distributed without the prior written agreement of louise@ukrecruiter.co.uk.

Copyright (c) 2007, UK Recruiter Ltd