Strategic planning is an essential skill that can transform ordinary outcomes into exceptional results. For those working in the recruiting and staffing profession, where time is of the essence and distractions are abundant, planning becomes even more critical.
It’s no secret that many professionals know the importance of planning, but time and time again, the common refrain is, “I know I should plan, but I just don’t have the time.” This sentiment is echoed in training sessions across various settings—whether in conferences, offices, or webinars.
Barb Bruno, CPC/CTS
As Barb Bruno, CPC/CTS of Good as Gold Training, a renowned expert in the staffing and recruiting profession, often reminds us, “The truth is, if you don’t make time to plan, you’ll end up spending more time reacting to unplanned situations. That’s not a productive use of your time.” Planning is not something extra to squeeze in when the day allows it; it is a powerful tool for managing time, increasing effectiveness, and ultimately driving higher production and income.
When you fail to plan, you allow the urgent tasks of the day to overshadow what’s truly important. It’s common to feel like you are constantly putting out fires, especially in an industry like recruiting, where you are managing relationships with candidates and clients simultaneously. This lack of a structured plan can greatly reduce productivity. But when you take the time to plan, you gain clarity on your priorities and can quickly realign your day to focus on the tasks that matter most.
Why Strategic Planning is Key to Success
In recruiting, time is your most valuable resource. With multiple people vying for your attention—clients needing top talent, candidates seeking jobs, and the general ebb and flow of office dynamics—it’s easy to become overwhelmed by distractions. Without a plan in place, you are more likely to get pulled into tasks that don’t contribute directly to your goals, leading to reduced effectiveness and missed opportunities.
As Barb points out, “Planning your day is the difference between being proactive and reactive. Proactive recruiters consistently hit their targets, while reactive recruiters fall short.” Planning provides you with a road map to follow, ensuring that your highest-value tasks are completed and that you stay focused on your goals rather than getting sidetracked by the many low-priority tasks that can arise throughout the day.
So how can you effectively integrate strategic planning into your routine? Below are the steps that Barb suggests for making planning an integral part of your daily workflow.
Steps to Strategic Planning
1. List Six Top Priorities Daily
Start simple. Before you leave work each day, take a moment to jot down six critical tasks that you need to accomplish the following day. These tasks should bring you closest to your financial rewards and move you forward in your career. Your list should not include every minor task but focus on non-negotiable activities that, if completed, will make a significant impact on your overall productivity.
By narrowing your focus to just six essential tasks, you ensure that you aren’t overwhelmed and that you commit fully to achieving these goals before your day ends. According to Barb, “This keeps you laser-focused on the actions that will drive results, instead of getting distracted by lower-priority items.”
2. Prioritize Wisely
It’s not enough to list your tasks—you need to prioritize them by their potential to generate income or make progress toward closing deals. “Focus first on tasks that directly impact revenue,” Barb advises. This could include prepping candidates, debriefing after interviews, closing clients and candidates, and extending offers.
If you’re not close to closing any deals, your focus should shift to generating more opportunities by recruiting top talent or developing relationships with clients. By keeping revenue-generating activities at the forefront of your mind, you ensure that you’re always working on tasks that have the greatest potential to move the needle.
3. Complete Your Planner Before Work
Morning distractions like emails, voicemails, and early calls can easily derail your best-laid plans. That’s why it’s essential to complete your planner the day before. Starting the day with a clear agenda helps you hit the ground running and ensures that you aren’t wasting time figuring out what to focus on.
“By completing your planner the day before, you’re setting yourself up for a productive start,” says Barb. “You can dive right into the high-priority tasks that you’ve already identified, without getting bogged down by distractions.”
4. Focus on Outgoing Calls
One of the most valuable uses of time in recruiting is making outgoing calls. Whether it’s reaching out to candidates or connecting with clients, these calls are essential for maintaining momentum. However, calls can also be one of the most frequent sources of disruption.
Barb advises allocating specific times in your day for outgoing calls. By doing this, you can block off time to focus solely on making calls without being interrupted by other tasks or incoming communications. This approach helps maintain focus and drive better results because you’re dedicating uninterrupted time to a key revenue-driving activity.
5. Engage with New Contacts Daily
Building relationships is key to success in recruiting. One effective way to grow your network is by making a point to engage with at least 20 new people each day. “It’s easy to rely on voicemails or emails, but direct interactions are what lead to real opportunities,” Barb notes.
By pushing yourself to engage with new people regularly, you expand your circle of influence and increase your chances of making meaningful connections that could lead to placements, referrals, or new clients. This habit of daily outreach is a critical component of long-term success in the recruiting profession.
6. Manage Incoming Calls Strategically
Incoming calls can be a major productivity killer, especially in the morning when your energy and focus are at their highest. If possible, hold off on taking incoming calls until after noon, allowing you to focus on proactive tasks like outgoing calls and client development in the morning.
“Your mornings are prime time for productivity,” says Barb. “By holding off on incoming calls, you give yourself the space to focus on what’s most important without getting pulled in a million directions.” Of course, this strategy may not work in every niche, especially fast-paced environments like light industrial temp or call centers, where responsiveness is critical. However, for most recruiters, managing incoming calls strategically can lead to significant productivity gains.
7. Take Action Now
One of the most common pitfalls when it comes to strategic planning is procrastination. You know you should plan, but you put it off until tomorrow, next week, or when things slow down. The truth is, there will never be a perfect time to start planning—you just have to make it a priority.
Barb’s advice is simple: “Start today. Don’t wait for the ‘right time’ to begin planning.” By making planning a non-negotiable part of your daily routine, you can transform how you approach your work and start seeing the results of your efforts sooner rather than later.
How to Become a Strategic Planner
Effective planning is more than just a tool for managing your time—it’s a strategy for managing your career and achieving your highest level of success. When you take the time to plan, you give yourself the gift of clarity, focus, and control over your day. You’re no longer at the mercy of urgent distractions, but rather, you are in charge of how your time is spent.
Barb emphasizes that “Planning isn’t just about checking tasks off a list—it’s about making sure the tasks you’re doing are the ones that will have the biggest impact.” By focusing on high-priority, revenue-generating activities, you can dramatically increase your productivity and see greater returns on your efforts.
To recap, here are the key steps for strategic planning:
- List six top priorities daily: Focus on the tasks that will move you closer to your financial and career goals.
- Prioritize wisely: Always prioritize tasks that have the greatest potential to generate income.
- Complete your planner the day before: Start each day with a clear agenda so you can hit the ground running.
- Focus on outgoing calls: Block off specific times for outgoing calls to stay focused and productive.
- Engage with new contacts daily: Make it a habit to connect with at least 20 new people each day to expand your network.
- Manage incoming calls strategically: Try to hold off on incoming calls until after noon to stay focused on proactive tasks.
- Take action now: Don’t wait to start planning—make it a non-negotiable part of your routine today.
By adopting these planning strategies, you’ll not only enhance your productivity but also find greater satisfaction in your daily accomplishments. “Strategic planning is the cornerstone of a successful career,” says Barb. “It’s the difference between reacting to your day and owning it.”
With proper planning in place, you can take control of your day, your career, and your income. You’ll find that with clear priorities and focused actions, you’re able to achieve far more than you thought possible. Strategic planning is not just a skill—it’s a game changer that can propel you to new heights of success in the recruiting profession!