Chat with us, powered by LiveChat Why Recruiters Should Assess Their Current Client Base

Prepare for the New Year by Assessing Your Current Client Base

by | Nov 29, 2011 | Recruiter Training, Top Echelon Blog

Welcome back to our ongoing series of blog posts about what recruiters should do to prepare for 2012.  Once again, we’re presenting advice from recruiting industry trainer Jon Bartos of Jonathan Scott International.

In our previous blog post, Bartos stressed that recruiters should analyze what worked this year on their recruiting desk . . . and what didn’t work.  Based on that analysis, they should then do more of what worked next year.  It seems simple enough in theory, but it’s surprising how often it’s not practiced.

In addition to evaluating their desk, Bartos indicated that recruiters should also evaluate their current client base, for the purpose of securing more of the clients that produce revenue.

“During my first year as a recruiter, I had two major accounts,” said Bartos.  “The one I spent most of my time working on had a folder two inches thick.  The folder for the other account was one inch thick.  At the end of the year, I discovered that I had made $300,000 in placements from the account with the one-inch folder and just two placements from the account with the two-inch folder.

“You’d think it would be the other way around, but it wasn’t.  So I realized I needed more accounts like the one with the one-inch folder.  I might not have realized that without assessing each of those clients.”

According to Bartos, recruiters should be constantly evaluating their clients, the amount of time and energy they invest into their clients, and the kind of return they’ve received on that investment.  Now is a great time to do that, with 2012 just around the corner.  This type of evaluation will help recruiters with their goal-setting and their marketing efforts in search of new clients.

Do you evaluate and assess your client base at the end of each year?  If so, have you found this to be a productive practice?  What specific ways do you assess clients?

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Jon Bartos, a guest writer for the Top Echelon Recruiter Training Blog, is a premier writer, speaker, and consultant on all aspects of personal performance, human capital, and the analytics behind them.  In December of 2012, Bartos joined trustaff Solutions as the president.  Founded in 2002, trustaff Solutions has been distinguished nationally five times by Inc. Magazine as one of the fastest-growing, privately-held companies in the country.  Click here to visit Bartos’s website.

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