Growing value
This Module highlights the importance of focusing on existing clients in the recruitment sector, emphasizing that the likelihood of making a sale to an existing client is significantly higher compared to new prospects. Recruiters are encouraged to think strategically about which existing clients have the potential for growth, weighing this against the risks involved, such as attracting undue attention from procurement or price negotiations initiated by the client. It suggests collaborating with colleagues to identify and target key clients for growth, advising caution to maintain a profitable and sustainable relationship without becoming overly dependent or visible, which could lead to increased scrutiny or pricing pressures. This balance is crucial in managing and expanding client relationships effectively in the recruitment industry.