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Becoming a Recruitment Business Builder: Systems Over Your Selling
Posted by Denise
Over the next couple of blogs, I’m going to give you some insights on the exact steps to take to restructure your business so you can attract and retain enough A players for your recruitment team to deal with the workload as you grow.
This will result in you getting back more of your precious time which will significantly reduce the majority of the stress and overwhelm you might be experiencing.
Both Katy and I understand what you are going through. You may be thinking about how we can help you; And what makes us an authority on building recruitment businesses.
Well, not only have we built our own multi-seven and eight-figure businesses from scratch, but we have also helped over a hundred recruitment owners do the same; we are so proud of this!
Together, we’ve been in the recruitment industry for over four decades, and we know from experience exactly what it is like to build and scale a recruitment business.
We know the challenges, the struggles, and all the internal self-talk that goes on.
Waking up and feeling like you have no control of the business and secretly not wanting to do it anymore. Feeling alone running the business because you don’t have anyone to bounce ideas off or hold you accountable for what you said you were doing.
Secretly thinking there’s something wrong with you because you can’t figure out how to find and hire the right people for your business and get them performing consistently.
Frustrated because you feel you’ve tried everything you can think of to get your team billing consistently… and it hasn’t worked to the point where you are considering either getting rid of the whole team or starting again from scratch.
Stop! We have a few solutions for you because we both discovered it doesn’t need to be that way.
From Business Operator to Business Builder
When you embrace the mindset of a business builder When you embrace this mindset, you can go from 100k+ quarters to 100k+ months by doing 10x less work, delivering your clients 10x better results, and having 10x more fun.
We call this the Business Builder Mindset, and it’s one of the biggest things that stop people from scaling.
The thing is: Anyone can set up a recruitment business because there are no barriers to entry – but very few can scale.
Here are some stats for you; there are 40,000 recruitment businesses in the UK alone. Yet, 81% of these businesses are micro-businesses, with fewer than ten employees.
So why is it that so few Recruitment Business owners are capable of scaling past ten people and building a business that runs without them having to be so hands-on?
Here’s one reason many Recruitment Business owners start their businesses: they were a top biller working for someone else and believed they could do a lot better on their own.
So they set up shop, get busy, make placements, work crazy hours, and then hire some help. Time moves on, and their team doesn’t perform as they promised they would, so you, the business owner, have to make sure that the business survives. Hence, YOU become the person who makes the majority of decisions, and THEY become the person who does a lot of client/candidate delivery.
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But the problem with this is that they unknowingly build themselves a system that harvests THEIR human energy and effort into making placements.
OK, if you want to stay small, start adding more billers into the system, and chaos descends because time and energy are finite.
You are not the problem; the system is the problem. I discovered this when I realised that I was in the same situation I had just described.
When this exact situation happened for me in my recruitment business – I thought something was wrong because I couldn’t figure out how to get my team performing.
About two years into building a recruitment business, I had a nightmare hiring the right people and getting them billing consistently. I was working 14 hour days to make sure we had enough placements coming in to cover salaries.
I could see other companies scaling quickly and doing well – so what was wrong with me – why couldn’t I figure it out? I seriously doubted my ability, and I was frustrated.
Recruitment Business Growth Starts With You
It was on the brink of giving up when everything changed. Out of the blue, I got a call from a coach called Sarah. She was an expert in helping recruitment businesses scale. As soon as I spoke to Sarah, I knew that she was exactly what we needed. But there were two issues, one was the problem of cost, working with her was going to cost about £35,000.
We had the cash but not just sitting there because that is not how business works. I had never invested that level of money in anything, let alone something for myself.
The second thing that was going on in my head was the fear of what would happen if this didn’t work? What happens if I am not good enough to do this and cannot figure it out, even with Sarah’s help?
The thing was, I knew something had to change because I couldn’t carry on as I was. Luckily, I decided to step up and said yes to working with Sarah.
Thank god that we did because Sarah taught us what we didn’t even know we needed to know. She taught us the skills to build a business.
Until that point, I used my failsafe approach, which was to sell more because that was all I knew.
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I was a very good salesperson.
I thought I could use the same skills to grow a business, which was total madness in hindsight because there is a big difference between knowing how to sell and building a team and a business.
I realised very quickly there is a big difference between these two skills. It is the difference between becoming a business builder and staying as a salesperson. They are two different skill sets.
Does this sound familiar to you?
I bet it does. Awareness is always the key to change. Next time, I will share how to move to an even better skillset to change.
Nicky and Katy
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Nicky and Katy