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Article
One: The Art of Recruitment Book Reviews
Last
month we asked our readers if they would like to review Gaynor
Lowndes' current book - The Art of Recruitment. Here we
publish two of the resulting reviews.
By
Declan Collins
The
Art of Recruitment by Gaynor Lowndes is a “how to” guide to the
basics of the recruitment profession probably best suited to
relatively new recruiters. That said, it does offer a good reference
point for most of the fundamentals that we can all do with being
reminded of from time to time.
The
book is broken down into 8 major sections that attempt to cover
every aspect of the process from candidate and client dealings, to
time management and motivation. A nice feature of the book is it
splits sections to cover the differing approaches for temporary and
permanent recruitment whenever this is necessary.
The
first section is titled “The Recruitment Process” and this
handles candidate registration and interview techniques. These are
explained well but I was disappointed that under the reference
checking paragraphs the author failed to mention the networking
possibilities of such a warm call.
Next
was “Candidates”, covering everything from sourcing to offers
and resignations. Again all the main points are covered but you did
get the feeling that anyone reading about recruitment for the first
time would think that it is easy to source candidates of quality.
Sourcing was covered in just over a page with the result that the
importance of the area was somewhat understated.
“Clients”
was probably one of the better sections. Topics covered included
categorising clients based on future value, building client
relationships, selling retained services, and taking job details
(this was very well handled and included a separate section for temp
and perm). The much neglected Client debrief (after each interview)
was also mentioned but I felt this should then have been cross
referenced to future Candidate briefings. Making offers, counter
offers, and post placement follow up were all handled well.
“Sales”
dealt with all the aspects of business development from cold calling
and chasing ads to marketing candidates and using referrals. It gave
a decent breakdown of the various types of sales calls including
scripts for them. Objections were mentioned but techniques for
overcoming them was not.
“Time
Management” was handled well and covered all the usual suspects
– structuring your day, planning, desk management, and balancing
work and play.
“You”
was a self motivation, how to achieve success chapter covering goal
setting and stress management among its topics.
Finally,
the book was rounded off with a section on “The Art of Writing Ads”.
A fairly basic look at the techniques and important aspects of ad
copy for various mediums.
While
I think the book is quite basic in its techniques and ideas there is
no question it covers a large portion of the basics a recruiter
needs to know. For less experienced recruiters, it makes an ideal
reference point, and, for the more senior people, it is a good
reminder of some of the basics they may be neglecting. Overall I’d
say buy it if you are a new comer to recruitment or even in your
first couple of years. If you’re a bit more experienced I think
you will struggle to find anything new in it but it may be a good
place to revisit some basics.
By
Don Leslie
Gaynor
Lowndes has distilled nearly 20 years of recruitment industry
experience into a useful primer for new and junior recruiters. “The
Art of Recruitment” is a slim paperback which slips easily into
any handbag - or manbag - and contains practical advice and
anecdotes which will help recruiters on temp and perm desks alike.
I
warmed to her immediately: the introduction tells of a single mum
making good in the UK and Australian recruitment markets for office
and professional staff, and she’s not afraid to share her mistakes
as well as her successes with the reader. She writes with warmth and
humour, and is quick to praise those from whom she has learned and
who have helped her on her journey. Her experiences made her a
successful recruiter, and she’s keen to pass on her knowledge as a
trainer, and now an author.
The
book is written in a simple, straightforward fashion. The steps in
the recruitment process are articulated succinctly, and the chapters
on candidate and client are up there with the best. Indeed, the
first half of the book could comfortably replace many an agency’s
induction manual.
The
second half of the book I found less compelling, however. A lengthy
chapter on sales starts well, emphasising that our industry really
is about selling, not HR, but falters when she tackles more
difficult issues: handling objections, for example, is covered in
half a page. A section dealing with major accounts and tendering
doesn’t seem appropriate in a book aimed at the novice, and is too
rudimentary for the experienced consultant. And the final chapter on
the art of writing ads looks tacked on – almost as if her editor
had asked her for another couple of thousand words to get the book
above 100 pages. I think the author has scope for improving the
second edition.
Gaynor’s
most important message though is not diminished by these criticisms.
What shines out clearly from the pages is Gaynor Lowndes’
enthusiasm for recruitment. She demonstrates that it is attitude, as
much as skill, which makes a successful recruiter. Her own story is
proof that anyone with drive and determination can succeed in our
industry. And if the book helps inspire the junior recruiter, she
will have achieved something indeed.
Biographies
of Reviewers
Declan
Collins is the owner of Dublin based recruitment consultancy afr.
afr specialise in finding top class candidates for a variety of
clients across many disciplines. For more information or split
possibilities contact wendy@afr.ie
Don
Leslie is the lettuce leaf in BLT, a recruitment company he set up
in 1987 with Mike Beament and Caroline Thomas. Beament Leslie Thomas
Specialise in Management Consultancy, Direct & Indirect Tax,
Human Resources, Public Sector Finance and Company Secretarial
Services www.blt.co.uk
Review
by Jane Newell Brown
This book, self-published by the Recruitment Training Company, delivers a ‘back to basics’ approach to recruitment. Perfect if you are new to the industry and want to understand the key elements of the role of a recruitment consultant and how to carry them out.
The book is divided into seven sections, with an addendum on copywriting. After the introductory chapter, detailing some of the author’s experiences in the industry, the book then goes on to explore, in the second chapter, the initial stages of the recruitment process. The process itself is described and examples given at each stage – some of the terminology may be ‘Australian’ as I didn’t recognise the term ‘preferential’, for example, relating to questioning but the advice given seems sound. There are some handy ‘tips’ sections throughout the book – good for those who skim read.
Chapters 3 & 4 cover candidates and clients, drawing distinctions between temporary and permanent candidates and the different methods to deal with each. There was some particularly useful advice about ‘A’ and ‘B’ clients and candidates and the importance of matching correctly and working both. I remember my first boss in recruitment always said ‘there will be a job for everyone – you just need to find it’ – at the time we had a client rich market, but the principle is sound…there is often less competition in the smaller ‘B’ or even ‘C’ clients.
Building a desk and selling recruitment services is the focus of Chapter 5. This chapter covers all of the basic sales skills from cold calling through to taking pre-tender briefs and can be used as a useful quick reminder to those who need ‘refreshing’ in these all-important skills.
The final sections are focused on you – having discussed the process and the skills needed to do the job there is advice on how to manage your time and yourself from ‘keeping a tidy desk’ – still haven’t mastered this one myself twenty years on – to setting goals and building immunity to stress.
Perhaps the structure of the book is confusing. It is hard to organise learning about recruitment – there are so many skills which need to be embedded into different parts of the process, that it is tricky to deliver them effectively without repeating them. Nevertheless an index of some kind would help those who want to look up a tip quickly on, say, listening, without having to flick through the book to find it. Having said that, the book is quite short, so it is not a huge hardship.
Inexperienced consultants, and those thinking of moving into recruitment, will find this a useful tool. It gives a good picture of the tasks and tips to accomplish them successfully. More experienced consultants will find it has little new to offer them, but is worth dipping into for a refresher – and it is a welcome change from American texts.
Jane Newell Brown is a partner with Realtime Coaching for the recruitment industry. You can contact her directly at
jane.newell@realtimecoaching.co.uk
or on 08708 80 40 60, alternatively see their products and services at
www.realtimecoaching.co.uk
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