Greg Savage's Blog (147)

Clients don’t only want resumes, they want insights!

Great recruiters need to understand their industry, their company, the competition, and the business environment for the types of people they place. You need to be a mile deep and an inch wide!

I find that recruiters are easily seduced. In fact, truthfully we can be a bit tarty. A client wants help with a hire that’s outside our area of expertise and we jump right in. And then we find we don’t have the skills, knowledge, or connections to do a good job. We waste time, we get…


Added by Greg Savage on February 16, 2011 at 11:53am — No Comments

10 golden rules of communication for Recruitment leaders

I find managing a business really difficult. Seldom a week goes by that I don’t think I could have done something better. And of course as a leader, communicating the vision, communicating change, communicating expectations – these are subtle skills, which I don’t think any of us truly master.

However, developing these skills is fundamental to our success. Particularly now, where so many employees have so much choice, engaging people with the company’s goals is, in my view, perhaps…


Added by Greg Savage on February 9, 2011 at 12:51pm — No Comments

5 signs your new recruiter is destined to fail!

In just about every country that Firebrand operates, we are finding it difficult to hire great recruiters. We have pretty tightly defined criteria, so I guess that’s not a surprise. However, what is a little unusual so soon after a severe recession, is the evident rush to hire recruiters across the board.

In Australia there is such a shortage of experienced recruiters that one ‘Rec to Rec’ recruiter told me she has over…


Added by Greg Savage on February 2, 2011 at 10:06pm — 3 Comments

Are we there yet? Is the hiring market finally taking off across the world? (an 'outside USA' perspective)

Perhaps the most common question I get asked these days is whether the dark days of the recession are truly behind us and specifically, are employers hiring again?

Well, I can certainly say that 2010 was better than 2009. But what of 2011?

As anyone in recruitment knows, the answer to that question is a moving target, hard to pin down at best, totally elusive at worst.

And of course it depends what sector we are talking about, what level of employee, and what country or…


Added by Greg Savage on January 24, 2011 at 10:00pm — No Comments

10 massive blunders I have made in recruitment

Running a great recruitment business is difficult. The competition, the compliance, the cash flow issues and most of all, the people complexity creates an ideal environment to screw up.

Here are 10 of my biggest blunders, some of which I have made several times. I offer them up as a guide on what NOT to do when running a recruitment company.

  1. Focusing too heavily on consultant activity levels. Slavishly counting activities, measuring ratios,…

Added by Greg Savage on December 13, 2010 at 11:39pm — 5 Comments

Will clients pay 60% permanent placement fees? Well, yes actually.

Regular readers of my blog will know that I have predicted for some time that clients will expect more from recruiters as the market recovers. I have said that we can expect pressure on our fees, particularly as employers invest in other ways to access talent.

But it’s also true that market forces will prevail. At Firebrand Talent Search we have seen a marked easing in pressure on our fees and in…


Added by Greg Savage on December 6, 2010 at 11:30pm — 13 Comments

Competing on price in recruitment is a slippery slope to oblivion

Last week I blogged on how competing on speed and volume alone was not the way to be successful as a recruiter over the long term. Today I turn the attention to price.

The question of fees and margins in our industry is a sensitive and difficult one. The fact is that clients resent our percentage-based permanent fees structure, and it’s easy to see why. What is…


Added by Greg Savage on November 30, 2010 at 11:30pm — No Comments

This is what ‘competing in recruitment’ is NOT (Part 1)

The one word that seems to be synonymous with our industry is ‘competition’. We are forever telling each other how ‘competitive’ it is and how many ‘competitors’ we have.

And it’s all true.

But the areas most recruiters compete on are rarely the ones that truly differentiate us. Going forward, the recruitment industry is going to compete in totally new ways, and that’s going to leave many ill-prepared recruiters far, far…


Added by Greg Savage on November 22, 2010 at 4:30pm — No Comments

More cool tips on dealing with clients who want a fee discount

Last week I blogged about how you need to move the focus away from dollars and percentages when clients negotiate fees, and on to your value and your differentiators.

One of the comments on my blog from Matthew Lancey raised the point that sometimes clients keep pushing, and they say something like “but your competitors charge…


Added by Greg Savage on November 21, 2010 at 8:34pm — 12 Comments

Client wants a discount? Don’t talk dollars, talk value

It’s a fact of recruiting life that clients will push you to negotiate your fees. And with so many recruiters quick to drop fee percentages to secure briefs, that can be a hard discussion to deal


The starting point for successful fee negotiations is, strangely enough, to get the conversation off the fee percentage, and on to the question of what it is your fee is actually for.

And of course, bundled up in that conversation, is your…


Added by Greg Savage on November 3, 2010 at 7:30am — 7 Comments

Managing candidates' salary expectations

For all my blogs and vlogs please visit 'The Savage Truth'


Successful recruiting is about lots of small interactions, handled well.

The real job of a recruiter is to manage outcomes in the…


Added by Greg Savage on October 25, 2010 at 7:30pm — No Comments

Selling exclusivity. Old school maybe, but still critical

For all my blogs and vlogs please visit 'The Savage Truth'

A great recruiter will be totally articulate in positioning why a client is doing themselves tremendous harm by getting recruiters to compete.

By all means, let recruiters compete for a client. No problems there. That’s capitalism at its…


Added by Greg Savage on September 27, 2010 at 1:11am — No Comments

Recruiters. This is what it means if a client rejects your shortlist

Do you accept the fact that your client can reject candidates you present on your shortlist?

Yes? Then you lack ‘Recruiter Equity’.

View video on YouTube

Recruiter equity is the trust, the buy-in, the belief that your clients have in your ability and your judgment. It is the combination of your experience and your knowledge, and it gives you the power to…


Added by Greg Savage on September 23, 2010 at 3:00am — 6 Comments

10 ways the world of recruitment is changing – right now!

Last week I was honoured to present a keynote address to the RCSA National Conference in Hobart.

All subscribers to ‘The Savage Truth’, will receive the digital version of my presentation over the next few days (subscribe here to ensure you receive…


Added by Greg Savage on September 2, 2010 at 9:35am — 1 Comment

Each recruiter you hire costs you $100,000 before you pay them a salary!

Yes, the staffing market may be recovering, but every day we read of recruitment companies going into liquidation. And even in the best of times, I know plenty of recruitment business owners are frustrated by how hard they work for such modest returns.

And the tendency is to blame clients, or the market or the government.

But often the real culprit is much closer to home. Profitability of a recruitment business is totally…


Added by Greg Savage on August 27, 2010 at 9:37am — 2 Comments

Recruitment. It’s like running a marathon, just harder

For all my blog and vlog posts please visit 'The Savage Truth'


Not so long ago, I ran the Sydney Half Marathon.…


Added by Greg Savage on August 18, 2010 at 6:30am — 1 Comment

Most of all, social media is for grown-up recruiters

It’s easy to think social media is a trivial diversion, ideal for 20-something’s with an addiction to technology and too much time on their hands.

But I don’t think so. In fact, properly used, it is a highly sophisticated business development and relationship management tool, which has the ability to increase recruiter productivity exponentially.

Twelve months ago I wrote my first blog for ‘The Savage Truth’. At about the same time I… Continue

Added by Greg Savage on August 6, 2010 at 4:29pm — 1 Comment

No, you are not ‘running late’, you are rude and selfish

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This article may offend some readers, recruiters or not.

But only because it’s going to cut close to… Continue

Added by Greg Savage on June 27, 2010 at 6:00pm — 1 Comment

Recruiters please, shut up and listen!

Please subscribe to ‘The Savage Truth’ for alerts on new postings, recruiting information and more. It’s free and takes 20

seconds to do. Subscribe


Most of us are told that recruitment is a sales job. And it is.

But the truth of…


Added by Greg Savage on June 22, 2010 at 5:06am — 3 Comments

The ‘Three Commandments’ of high performance recruiting. A lesson from Japan

For all my blog posts please see 'The Savage Truth'

I am writing this on a plane on my way back from a week visiting the Aquent offices in Japan. It was a great week, and the business is tracking well, but as I had not been to Japan for a while, I spent my

time meeting with virtually every recruiter, looking at activities and shining the light on efficiency and productivity…


Added by Greg Savage on June 10, 2010 at 7:30am — 1 Comment

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