I am a Tech Recruiter and I am having a difficult time getting on potential companies vendors list. I am always told that there vendors list is filled or that they have a long waiting list of vendors and can not accept any additional vendors.
I currently focus on perm recruiting and would like to expand to consulting and contract positions but the majority of my clients only use me to recruit for perm positions.
Is there any way of getting around these two obstacles? Any feedback provided would be greatly appreciated!
If you are doing a great job for your clients on the perm side, and your relationships are strong, leverage that in your favor. Let them know you and your company can handle the bandwidth. Figure out what are their biggest talent acquisition needs are from a Temp, Temp to Hire perspective and address those with the right decision makers. I'm sure you have a few champions in each company that you can lean on for support and put the right word in for you or better yet help you set up a face to face over lunch or in the boardroom. The same goes for potential clients. Find what there main issues are and help solve them. I do my best work when I am not technically working. I meet HR and Execs at their various networking meetings. I like them so I don't thnk it is work. There you have a warm open platform to let them know what you do and how well you can do it. Their guard is down usually at these functions and you will receive a warmer reception. I hope these help. Best of luck!
You've gotten some great advice already, such as letting your current perm clients know you can help with contract staffing. That's the easiest way to get some new business. Another avenue is to expand with your current clients by working with additional recruiters or hiring managers, see if you can get introduced to others by asking your current contacts to help. They usually are happy to if you've done good work for them.
Rather than focusing on getting onto vendor lists where there are already established agencies, I would recommend targeting hiring managers instead at these companies and see if you can get in that way. Depending on the company, some groups do their own thing or may be disenchanted with hr's efforts (especially if it's a particularly tough search and the internal recruiter is juggling a high amount of reqs and unable to devote much time). If the timing is right you can get in.
You might also try targeting smaller companies that don't have vendor lists. That's where a lot of smaller search firms have found great success by finding the next Google type company when it's in the early stages, pre-hr even. Target the C-level folks that are appropriate for your division or VP of engineering for instance and call with a great candidate. When you call though mention that you specialize in their space so you will stand out from the sea of recruiters who call to 'introduce themselves and see if they can help with any openings.' That kind of vague introduction doesn't usually get you far, but a more specific one where you come across as an industry expert can work very well.
You pointed out some really great points, Thank You for taking the time! I am going to take some time and review, and revise my pitch.
Thanks Again, this information is a great help!
Jerry Albright said:
When hit with the "sorry - you're not on our vendor's list" - perhaps it's them telling you "I don't see any particular reason to use your service." - - - - which very well may be the case. (Not directed at you personally Simone.)
If you were hounded by recruiters day in - day out - what would you do? Would you go ahead and sign up every one that called? I wouldn't. Who would have that kind of time? A few of my "real life" friends are in HR. The stories they tell are quite insightful. One in particular told me that each time she posts a new job on Careerbuilder she has to put her phone on Do Not Disturb for a few days. In her estimation she gets over 50 calls from recruiters each time. And it's always the same thing. "Hi Sally. I'm ________ with ________. I just happen to be representing someone with _____________ background (same as job order) and wanted to discuss them with you."
How much of that could you personally take before you MUST find something that helps you shut it all down? I'd do the same thing. "Sorry - but we've decided on our vendor list for this year. Please send me your info and we'll take a look."
Do you offer anything new? Is your presentation something they really should consider? Does your service offer something the last caller (and the next caller) doesn't offer?
You don't "get on the vendors list" per se. You must somehow, some way "earn" your place there. If your presentation sounds anything like "I would like to know if I can play too..." then you really shouldn't expect much. Again - I'm not directing this at Simone necessarily. Just throwing my 2 cents in for the general topic.
Or just work with smaller companies that don't have any particular list of agencies.
Great Tips, I will be sure to follow each!
Bobby Whitehouse said:
I understand your frustration. Lots of good information has already been posted. I get on preferred vendors lists quite frequently and that is not always the answer to getting the business. Especially in the current (but rapidly changing) hiring climate. But it may get you a call when they have a need that is in your wheelhouse.
First, getting on the list. The most determined wins! A little research can go a long way. Find how you fit their business. Present information to them. "I know I would be a great addition to your vendor list because I .....". As previously mentioned, many of your POCs get a lot of calls. You must stand out and be better. Spend 20% of your time developing you.
Have some good questions - You know the vendor list objection is coming. Have follow-up questions ready. How is the performance of this list measured? How often do you refresh this list? Status Quo is never a good strategy, when are you reviewing? Stuff like that.
Being a successful recruiter is simply mastering a few fundamentals. Become great at what you do and people will call you and never mention a list. That's when you are at the top of the list.
On offering other business avenues. You may be working with contacts who only handles permanent placement. Ask for referrals to the others hiring areas. I focus on doing one thing really well; but have seen the advantages of a diversified business.