Ben Shorter hosts The Millennial Recruiter, a podcast which helps agency recruiters achieve their goals
Ben and Louise discuss their experiences as contingent recruiters, how clients benefit from retained search and how Louise’s Retrained Search course helps contingent recruiters build long term forecastable revenue.
The iceberg effect
The Iceberg effect is crucial to understanding why financial commitment from clients improves the recruitment experience.
When a recruiter works on a contingent basis, they cannot spend a lot of time searching for candidates to fill roles they may not necessarily get paid for.
When a client uses multiple recruiters to fill a job role, the recruiters are contacting the same 30% of available candidates. Available candidates apply for roles, reply to LinkedIn messages and are communicative, but are they beneficial to the client in the long term?
Working retained allows the client to invest in those hard-to-obtain candidates they don’t have access to on a contingent search basis. All it takes is financial commitment from them.
In the interview, Ben and Louise also cover:
- The importance of financial commitment from a client
- What skills you need to position retainers
- How headhunting fits in with the retained search process
- Perception around retained
- Misconceptions around retained search
- Executive search software tools
- Objection handling