When the author started working in recruitment over thirty years ago, things were very different. The key measures were the number of interviews arranged with clients and the number of temporary workers placed. That was the only information a manager was interested in. Technology makes life easier for the consultant today, but it also makes focusing on outcomes more of a challenge. Today a recruitment consultant is measured on every part of his or her role. But the fundamentals stay the same – if the outcomes are prioritised, other performance measures will take care of themselves. The Race to Place is an essential and powerful guide which covers the basic sales process, tips and techniques that form the backbone of a successful career in this sector. It is a must read for those embarking on a career in recruitment and a valuable tool for any experienced consultant or sales professional in general.
