RIB Report "A Recruiters Guide to Surviving the Downturn"

ITCRA:

“A recruiters guide to

surviving the downturn”

September 2009

(C) www.ribreport.com.au September 2009

The Trends


“Economists have correctly

predicted nine of the last

five recessions”

Nobel laureate Paul Samuelson


Lead indicators are

becoming positive again…


Two quarters of decline followed by

one quarter of stabilised activity

40 to 50% decline on levels of last year

15

20

25

30

35

40

45

50

03

-04

Q1

Q2

Q3

Q4

04

-05

Q1

Q2

Q3

Q4

05

-06

Q1

Q2

Q3

Q4

06

-07

Q1

Q2

Q3

Q4

07

-08

Q1

Q2

Q3

Q4

08

-09

Q1

Q2

Q3

Q4

Perm invoiced by quarter RIB Avg


Anticipate and deal with pressure on

placement fees…

$4,000

$4,500

$5,000

$5,500

$6,000

$6,500

$7,000

$7,500

$8,000

03-0

4 Q

1Q

2Q

3Q

404-0

5 Q

1Q

2Q

3Q

405-0

6 Q

1Q

2Q

3Q

406-0

7 Q

1Q

2Q

3Q

407-0

8 Q

1Q

2Q

3Q

408-0

9 Q

1Q

2Q

3Q

4

Perm Avg Fee by Quarter RIB Avg

08-09 RIB Average placement fee

Q1 $7,800Q2 $7,400 a fall of 5% on

Q1Q3 $6,450 a fall of 13% on

Q2Q4 $6,160 a fall of 4% on

Q3


Before initiating

recruiting for any

position, take the time to

help the hiring manager

to define MOM

MOM Improves Recruiting..


Mission - The main purpose for

which the position exists

Objectives - Specific and

measurable deliverables that the

employee will be responsible for

Metrics - The specific measures

associated by which the

employee's performance is

going to be judged


Expect growth on Perm vacancies Q1 2010?

Expect good growth in Contracting demand - NOW

Expect more Contract to Perm conversions - NOW

$-

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

$350,000

$400,000

Q1

03

/04

Q3

Q1

04

/05

Q3

Q1

05

/06

Q3

Q1

06

/07

Q3

Q1

07

/08

Q3

Q1

08

/09

Q3

RIB AVG - Long term GP trends Temp & Contract Gross profit

Perm Gross Profit


Average productivity fell 17% last year

Expect pressure to get your results back up…

$2.00

$2.20

$2.40

$2.60

$2.80

$3.00

$3.20

03 -

04

04 -

05

05 -

06

06 -

07

07 -

08

08 -

09

$2.97 $2.93 $3.01$2.86

$2.96

$2.44

Return on Income Producers salary package

GP per $1 Income Producer


Be prepared to Measure,

Manage and PERFORM…

Honest advice from someone who

has been in your shoes…


Those consultants who measure

their activities and understand

their efficiencies will be able to

identify the true performance

problems they are encountering…

Set yourself efficiency targets…

Ask more of yourself than others

expect…


Learn from the TOP PERFORMERS –

LOOK, LISTEN and then start TRYING…

Don’t keep doing what you are doing

and expect different results…..

Set yourself realistic goals that will keep

you on track and motivated, then

persevere until you achieve them..


3 of the most critical conversion

rates that you SHOULD know: Job fill rate

Candidate placement rate

Prospective clients converted to clients


Focus on Value-add


Maximise your contribution

There are many components of the

recruitment process

Actively focus on the core value-add

components

Usually client and candidate interactions

Need to dominate your 9-5 thinking

Other components are important

but are not what make you critical and

valuable to your clients or your organisation


The small stuff is important!

Fewer jobs, more candidates

Clients and candidates have more options

Hungry competition

In this market the small stuff is important

Pay special attention to how your actions will be

perceived by the recipient:

Return phone calls

Well prepared communication

Value-added service, not lip-service


Lessons Learnt

The best companies are born and

developed in downturns

The lessons of a downturn are

necessary for success

Unselfish concern (altruism) for all

the stakeholders leads to personal

reward

Change is constant; yesterday is

gone and will not return(C) www.ribreport.com.au September 2009

Thank you!

Look on each day as an opportunity to create your own future..


Documents

RIB Report "A Recruiters Guide to Surviving the Downturn"