Sell the iceberg
This Module focuses on the importance of recruiters demonstrating the full extent of work they perform behind the scenes, referred to as "selling the iceberg." The analogy is used to illustrate that clients often see only the visible outcomes (like receiving resumes and making a hire), not realizing the substantial groundwork involved in the process. The speaker provides an example role-play scenario to show how recruiters can effectively communicate the depth of their work to clients. This includes details on how the recruitment team collaborates, utilizes resources like databases and social media, and conducts detailed screening processes. The key takeaway for recruiters is to make the invisible work visible to clients, thereby justifying their fees and reinforcing the value of their expertise, which cannot be replicated by machines, protecting against the rise of automation. This approach also requires recruiters to have confidence and belief in the value they provide, advocating for a brief moment of courage to assert this perspective.