In the run up to our technology event on the 26th September (you can book your complimentary tickets to the morning and afternoon sessions now) we are hosting blog posts from some of our exhibitors. This one is provided by Arithon.
A huge part of the success of Arithon has been the relationships and partnerships we have developed with our clients. We frequently have clients tell us that a key factor in them choosing us as their recruitment software supplier was the support and partnership approach we offered them. Given how important is seems to be to businesses, we thought sharing how we build these partnerships would be helpful for recruiters looking to develop better relationships with their clients. This can sometimes be easier to do with SMEs as a large proportion of recruitment agencies’ clients are small businesses. Bigger companies often have their own in-house recruitment teams, who are becoming more sophisticated so recruitment agencies have more opportunities to develop lasting relationships with smaller businesses. For recruiters, building a partnership with these companies is crucial to their success.
Transparency
This relates to transparency about costs in particular. Many businesses have limited resources, meaning they need to know exactly how much any product or service they are purchasing will cost. This is why they choose recruitment agencies in the first place, as they don’t have the resources for things like LinkedIn job slots themselves. Any hidden costs can cause problems for businesses if they end up being forced to pay more than they had planned or could really afford. With limited resources, expenditure needs to be carefully planned, so discovering extra costs later can negatively affect other aspects of the business. At Arithon we make sure that all our new clients know the full cost involved before any commitment is made. This not only makes sure that they can make a fully informed decision, it also shows them that we take their concerns and needs seriously and will look after them. Companies will usually have a set amount that they plan on spending on their recruitment, so they need to know the true cost, not a lower initial cost that rises and rises. Being completely transparent and honest about the costs they will be expected to pay will help your clients make decisions and will undoubtedly strengthen your relationship with them.
Trust
This ties into transparency but is more encompassing. Being honest and open about your practices and what you are going to do for your clients will help build trust, which is obviously a very important part in building a strong partnership. Recruiting lives and dies based on relationships so having the trust of your clients is incredibly important. If the client doesn’t feel like they can trust you, it will be a waste of your time recruiting for them as they won’t trust you to find the right people. Many businesses start off using personal connections when looking for partners, so they are more likely to factor in their personal relationship to you in their business decisions. We try to build relationships with all our clients and let them know even before they sign up what they can expect from us. They know what to expect, but more importantly, we ensure that we keep all our promises. Nothing loses your clients trust, and destroys a relationship faster than not doing what you said you would, breaking promises and commitments, so let them know what they can expect and then make sure you deliver. If you promise to find appropriate candidates by a certain date, make sure you can do it. Your clients are relying on you and their plans will be affected if you don’t deliver. Honesty breeds trust which is the cornerstone of a successful partnership.
Know their Needs
No two businesses are exactly the same, so none of your clients are going to have the same needs. To really become their partner as opposed to just a supplier, you shouldn’t be offering everyone the same generic service. Find out what they want and figure out how to give it to them. For some companies, cultural fit is more important than getting a skills match. As a recruiter you should know what is most important to your client and work to find the right candidates based on this. Know exactly what types of candidates you are looking for and put in the extra effort to find the right people for their company. Becoming as knowledgeable as possible about your client’s business and industry and understanding exactly what they need will demonstrate your commitment to building a strong partnership with them. At Arithon we try to facilitate our client’s needs as much as possible, whether this is requests for new features or small tweaks when implementing the software to ensure maximum productivity for each client. This ensures that all of our clients get the most out of the recruitment CRM system. Going the extra mile to meet client’s needs guarantees that they get exactly what they want and keeps them very happy. This kind of extra effort shows clients that you value them and helps build your relationship with them.
Help and Support
This is again another hugely important factor for our clients. Small businesses, especially start-ups, can need more support than larger companies. They may have fewer resources to tap into if things go wrong and therefore will be more severely affected. It is vital that these clients know that there is help and support available for them when they need it. We offer a lot of support to new clients when implementing and learning to use the system. This support is extended to all clients throughout their time with us so everyone knows from the start that we are here to help them in whatever way we can. With any new product or service, clients will want support from their supplier. This support is often why businesses go to recruitment agencies, as they do not have the resources to recruit the best people themselves, especially as they do not have access to recruiter accounts on LinkedIn. The fewer resources your client has the more support they will need. Ensure that you are available to help them and make it easy for them to take advantage of your help. This will show them that you are there for them, turning a business transaction into a partnership. You will end up being more like a consultant, helping clients decide on what type of candidate they need, the skills and experience required.
Get all these things right and you will be well on your way to building a strong relationship with your clients. You cannot be a true partner to your clients if you are not working with them. It takes constant effort and understanding on both sides but the loyalty and long-term commitment you will gain from these partnerships will more than make up for it. When you have built a partnership that lasts you can earn fees for decades as you become their go-to recruiter. Instead of worrying about being one of several agencies competing to fill a few positions, you could end up recruiting 5% of their staff for 20 years or more. Clients will come back to you each time they are looking for new hires and you will become more than just a service supplier, you will be seen as a consultant.
