This time of year usually sees recruiters having to provide figures/targets for the year ahead for their bosses – or bosses providing the recruiter with targeted fees expected for the coming year.

Let’s imagine the figure “agreed” is a 20% increase on the previous year. If you are in that position, what can you do?

Consider a combination of some or all of the following:

  • Increase your fee margin by 20% e.g. 15% to 18%.
  • Make 20% more calls than your average last year e.g. 60 minutes a day to 72 minutes.
  • Move the salaries/hourly rates you work up by 20% e.g. £30k plus to £36k plus.
  • Send 20% more CVs out per week e.g. from 10 to 12.
  • Work roles with a 20% smaller PSL e.g. 5 on the PSL to 4.
  • Give existing profitable accounts 20% more attention and ditch non-profitable ones.
  • Increase the number of contacts you have within a client company by 20%.

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