Working both sides of the desk?

"Hi Mike...I was reading some of the posts you had on your blog.....very interesting articles. Currently I'm focusing mainly on the recruiting side, however, I would like to have my own client base and become a 360 recruiter. Is cold calling clients the only way to achieve this? I would really appreciate it if you can give me some tip to begin having my own book of business. I look forward to hearing your thoughts..."

Working both sides of the recruiting and sales duties are a big challenge that many successful independents and placements specialists have met and accomplished.  It's not easy and many times I think is a mistake for some folks.

Too many times, recruiters think they understand the sales relationship and too many times, salespeople think candidates are a dime a dozen and can be produced at any time.  Study someone you have seen as successful on the other side and understand what they have done and see if you can copy them.  AND, still do what made you successful at your current job.

The biggest complaint I get from full service placement folks is their time.  Good recruiters spend a lot of time building a relationship with the best candidates.  Good candidates usually aren't looking for a job, but are willing to listen to someone they already know and like.  At the same time, good salespeople spend time with important clients when they don't have requirements.  Clients remember that and will call those sales people first and trust them more with their opinions.

Usually, the sales side, will need to build up a stable of good candidates before they start looking for requirements.  Also, the recruiters will need to build up relationships with potential clients.  So what this means is, there is a great amount of time that will be needed up front before any revenue comes in. 

In a nutshell, it takes much more effort then either side thinks, but if you work hard and do your homework (like most things in life), you will be rewarded financially and personally.