So I’m still hooked on Eric Winegardner’s words of wisdom from our BNHRA learning session weeks ago.
Today’s blog is dedicated to another “Winegardnerism”, this one is directed almost completely at recruiters.
“ADD MORE VALUE THAN YOU EXTRACT”
This is an idea I’m still coming to grips with. I understand the basic concept – you need to give in order to receive. In other words, if a recruiter wants to achieve a higher level of success, they need to provide candidates and clients with more insight, more tools, more counseling, and more time than they expect to get back. In theory, of course, this means that you (as a recruiter) gain loyalty, a relationship that fosters referral business, and an overall good reputation.
I understand the concept – “you pat my back first and I’ll repay the favor when I can”.
What I struggle with is finding the time to be this endless giver in a world where recruiting is extremely competitive and, in some cases, a cutthroat race to the finish. I want so badly to be that recruiter that can pick up the phone and catch up with a core group of candidates and clients for no other reason than to see how their lives are going.
I’m pretty sure by this point that I’ve made my mind up about the consistent one-on-one contact. If I’m to be profitable I need to continue to make new connections that will be valuable to me NOW (or at least in the near future). But what can I/we do that’s less time intensive to “give back”.
For one thing, my dedication to blogging weekly is a way to reach a larger audience and hopefully impart some fun stories and wisdom along the way. Sending quick emails, or notes via LinkedIn, or even liking the status of a business contact on Facebook are other ways I can let people know I’m still around and that I care. Volunteering time to speak with members of the community in an educational forum is yet another way I can give back – remember the BNHRA conference this Fall? I HOPE TO SEE YOU ALL THERE!
Am I adding more value than I extract? Sometimes as a recruiter I feel like one of those deforestation machines just mowing down trees in the rainforest. I can reach out to 40 potential candidates in a day and not stop until I’ve found one suitable to MY needs. That’s MY job? Isn’t it?
Sure it is, but my job is also to be a listener, an informer, an educator, a coach, a friend. I certainly hope that I never lose sight of the universal pulse. I may not add MORE value than I extract, but no one’s perfect, and I’m getting there!