What If There Are No Big Clients In Your Region?
There is no reason that you should only work a local market, if in fact your location does not have enough potential clients for you to target. Skype makes it simple to interview people online and most recruiters have numerous territories within their niche.
The perfect scenario would be to develop five geographic locations with six clients in each area. You could then market your candidates to more than one client. It’s very effective to establish circles of influence so you can multi-use candidates and job orders.
Your goal is to establish a territory of 30 clients. Ten key accounts who hire multiple people in your niche annually and 20 backup accounts who hire at least two or three. This type of territory is recession proof. Most recruiters generate 75% of their production from five clients or less. When some of their clients quit hiring, the impact is extremely negative. For this reason, your goal should be to establish 30 clients that you upgrade throughout your entire career.
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Barbara J. Bruno, CPC, CTS