You have a lot of things to do in your job. Am I right?

You are super-busy all the time. Candidates to interview. Resumes to prepare. References to take. Sales calls to make. Visits to go on. Calls to return. Admin to tie up. Your company also has a raft of KPI’s and activities they want you to meet. It never ends.

And it’s all so important.

But bring it in tight everyone. There is only one thing you need to measure when it comes to being a perm or search recruiter.

The golden metric.

How many of your candidates are sitting opposite your clients.

That is it.

‘Client Candidate Interviews’, or CCIs as we call them at Firebrand.

Yes, our ultimate goal is placements. And the happy clients, happy talent and happy us that will result from lots of placements. But placements are the outcome. We don’t make the job offer. So we can’t control the outcome.
We need to focus on the activity that leads to the outcome.

What is the one thing that must happen for a talent to be hired?

They get interviewed!

Everything else you do in this job either leads up to that happy moment, or supports the outcome of that event.

(Of course quality counts too. You have to take qualified job spec and find great talent and make a great match. But that’s a given, right?)

The reality is that if you arrange for one candidate to sit opposite one client in one week, you can by definition make… one placement! And only then if all the recruiting Gods are smiling on you.

But if you get three interviews on different jobs you could get three placements. Or three interviews on the same job, exponentially increases your chances of one placement. And if you get 15 candidates sitting in interviews…

The point is you got to make lots and lots of interviews! So obvious I know. Yet I often hear what a great week a recruiter had, and when I dig a little… busy, busy, busy… but no CCIs!

It’s in the CCI that the magic happens!

So you have had a ‘busy’ week. Go, go, go. You are so tired. So satisfied you have given it your all.

Ask yourself as you open that first beer on Friday at 6 pm.

“How many of my candidates are sitting down opposite my clients as a result of what I did this week?”



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About Greg Savage

Greg Savage is a sought-after speaker and presenter, as well as consultant and advisor to the industry. He has founded several highly successful recruitment companies and worked in recruitment all over the world. To contact Greg please email:

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