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The Professional Recruiter's Handbook, 2nd Edition by Ann Swain

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07

Client acquisition

Introduction

In the recruitment cycle, client acquisition follows on from client management. This chapter provides an outline to the more sales-oriented elements of the recruiter’s role. We will look at the buying process from a client perspective, and then consider how to source, approach, qualify, win and develop your client base. Although this material may not seem immediately relevant to in-house recruiters, it does provide an insight into how external suppliers offer their services. Some of the ideas are also relevant to creating successful, valued relationships with your internal client base. For professional recruitment consultants, winning the opportunity to supply is arguably the major factor in differentiating ...

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