Recruitment growth used to mean how many heads you could add to the floor to drive your revenue forward.
Or, how you could increase the activity at the top of the funnel to deliver results at the bottom.
If you wanted to place more in recruitment, it meant you had to produce more. Because activity drove results.
It meant that businesses were often taking the longest and most difficult route to the same destination. Which was profitable and sustainable revenue growth.
We battle some of the most challenging retention rates in recruitment and anchoring your revenue to your headcount means your agency is constantly sliding backwards as it tries to move forward.
Doing more and doing things better
What if you could do more with the workforce you have and the way they work?
By having the right conversations with the data in your CRM you can find the fastest avenue to growth.
When you have a clear insight into the activity of each consultant on a daily, monthly and annual basis, then you can pinpoint where they need to do things better and what they need to do more of.
Having all the information you need in a single, centralised channel allows leadership to run the performance of their teams more scientifically.
We need to stop looking at KPIs as the way to scale and start looking at the inputs that actually drive the outputs.
Start thinking small to scale big
The rush for big data means that businesses now have an enormous amount of data, but too few insights.
CRMs have become activity counters and storage lockers with too much activity and too little utility.
It’s a question of “how” and not “how much” data you’re collecting, measuring and reporting on.
Businesses should consider the small changes they could be tweaking to collectively deliver larger change.
- How many credible candidates are already in your CRM?
- How many are approaching the end of their contracts?
- What activity, timelines and trends have proven to be successful before?
- Are their consultants you can see are at risk of churning?
- Do you miss the changes you could be making by focusing on the performance of top billers and under-performers?
Businesses need to be holding the right conversations with the data in their CRMs to understand what to do better and what to do more of.
If you’re scaling a business with the wrong intelligence then you’re effectively accelerating with the brakes firmly on.