Mark Whitby

As you know, I speak to dozens of recruiters and recruiting firm owners every week. I've been asking everyone the same question: "How are you finding the market?" 

Here's what you've been telling me…

• "Our clients are being more cautious."
• "Decision making has slowed down."
• "We're celebrating our best ever quarter."
• "Companies are still recruiting, but big expansions are on hold."
• "So far, we've been OK."
• "Some sectors have obviously been affected more than others."
• "It's going to get worse before it gets better."
• "We haven't noticed any difference. In fact, our sales are up on last year."
• "Some recruiters are in for a shock -- especially those who have been coasting and/or cutting corners."
• "Some agencies might go out of business, but that will only increase our market share!"
• "In our office, the words 'credit crunch' have been banned!"
• "We hired a lot of recruiters last year, but many of them didn't work out. This year we're being much more selective about who we take on."
• "In the next 12 months, we plan to increase headcount by 250%."
• "We're waiting to see what will happen."
• "Last year was about growth. This year is about consolidating our position."
• "We're slightly behind our business plan projections, but still ahead of where we were last year."

My informal survey is by no means scientific. However it's clear from the qualitative feedback presented above that people have many different opinions about what is happening, and what is yet to happen.

What everyone does seem to agree on is the need to "raise their game" and be ready come what may. People expressed this in different ways, but what it all boils down to is this:

1) Be willing to work harder and/or smarter.
2) Get even closer to your clients and candidates.
3) Take nothing for granted.

My advice? Let's keep things in perspective. The recruiting business (and life for that matter) is a series of ups and downs. Instead of getting stressed out about the short-term cycles, focus on the overall trend. Are you in this business to make a quick buck? Or are you here to build a career or business over the long term? If you take the long term view, and focus on constant improvement, the general trend line of your performance will be upwards.

© 2008 Mark Whitby, All rights reserved.
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"Mark Whitby -- The Recruitment Coach -- helps recruiters and recruiting firm owners to maximize their billings and business performance.  If you want to generate more clients, candidates and placements, get your FREE tips now at: http://www.RecruiterTrainingOnline.com."