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Getting a Start up Sales Recruitment Agency Right

By: John Bult
Submitted: 2008-06-19 14:29:28
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You may be a sales recruitment consultant or a an industry sales manager looking at the recruitment fees you are generating and thinking they would look good in your bank account. On the face of it, you might be right. However, many successful recruitment consultants attempt to make this jump and fail. Understanding why may be the key to your success. The vast majority of failed sales recruitment agencies do so simply through lack of advance thought about the issue your are about to face. Here's some of the key things you should consider:

  • In many sales recruitment agencies business development can taken for granted. Clients have often used an agency for years without deviation, so this part of the recruitment process, gaining vacancies, can be taken for granted. If you are starting a sales recruitment agency from square one, you need to carefully set up where you initial supply of vacancies will come from. If you are already in sales recruitment, set up a hit list of existing contacts in advance. If you can securely tout for future business in discretely in advance great, but be careful. If you are an industry sales manager, which of your colleagues will be able to get you onto supply list. Try to get their commitment in up front to help you.

  • When you start your brand is totally unknown and is competing against known brands. You need to decide carefully how you are going to get your brand out there in the market to have a chance of competing with these established brands. The tenancy is for new sales recruitment agencies to hold back on advertising spend, but this can be a fatal mistake. You can't compete with established companies with an inferior advertising spend. Remember, they already have a huge head start with their client lists, databases and recognition in the market. If you give them the advantage with advertising as well, the odds of success are stacked against you.

  • Raising funds for new sales recruitment agencies. There are various was to raise money for starting your new company. You may be the lucky one with a suitcase full of money under the bed. If you are one of the money, you're going to have to raise funds in some way. If you have a track record in sales recruitment, business angles may back your venture and invest, but they will want a share in your business in return, will expect dividends and want a say in how it's run. Bank loans can be cheap if extended over 8 years and you will get it all back if your venture is a success. You can also seek local government assistance. There are frequently grants available for start up businesses for such as IT equipment, web sites and staff. The awards are not huge but everything counts at this stage, if it's free you should go for it.

  • Think very carefully where you set up. In most cases, costs are the main driver for initial premises for a sales recruitment business, more often than not ending up in the house. This is indeed the least costly option, but if you subsequently have to move to grow the costs will mount up, new stationary, new phone lines and numbers and moving costs. If you have plans to expand it may be more cost effective to start where you are able to carry on beyond one year. Other considerations are to find a place where you will be happy to have clients visit you, and also where you will be able to recruit your own staff into the future.

  • Are you tough enough to take the blows. New sales recruitment agencies will all go through a roller coaster ride for their first months or even first years. Recruitment on it's own can be full of knocks with failed placements, and clients changing their supply lists. you need to be able to cope with these will you grow your business. If this is the sort of thing which knocks you out of your stride easily, the pressures of running your own sales recruitment agency may not be for you.

If you are about to set up your own sales recruitment company, good luck, it's one of the most rewarding things I ever did. It was also one of the most uncomfortable things I ever did and much of it came down to not planning ahead properly. Consider the tips above and you will not only increase your chances of success but may also reduce the stress along the way.

John Bult runs a leading sales recruitment jobs board in the UK. Prior to this he was a sales manager.

Article source: Expert Articles

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