The Professional Recruiter's Handbook

Enhanced descriptions from Syndetics:

As recruitment becomes ever more important to a business achieving its corporate objectives, recruiters must raise their game, delivering new and innovative solutions while also doing their job well and achieving the results needed for their clients and candidates. The Professional Recruiter's Handbook, second edition, is a complete guide to achieving success in recruitment. The authors explore the techniques used by the most successful recruiters, both agency and client-side, to understand what creates excellence in recruitment. Containing up-to-date practical advice on attracting the right candidates and finding and retaining new clients, it explains how to develop a recruitment strategy to ensure the recruitment professional can successfully fulfil the roles taken on. The book is supported by numerous case studies and interviews with recruitment professionals.

Table of contents provided by Syndetics

• Acknowledgements (p. viii)
• Acronyms (p. ix)
• Introduction (p. 1)
• Part 1 The recruitment industry (p. 5)
• 01 The development of the recruitment industry (p. 7)
• The value of the recruitment industry (p. 9)
• The European recruitment market (p. 12)
• The UK recruitment industry (p. 12)
• A career in recruitment (p. 15)
• Industry suppliers (p. 16)
• Industry governance (p. 19)
• Part 2 The successful recruiter (p. 35)
• 02 The recruitment cycle (p. 41)
• Candidate management (p. 43)
• Client acquisition (p. 47)
• Client strategy (p. 48)
• Candidate attraction (p. 50)
• Where to start in the recruitment cycle (p. 51)
• 03 Working to your strengths (p. 53)
• Artistic and scientific recruiters (p. 54)
• Motivation and values (p. 59)
• 04 Developing a business strategy (p. 61)
• Business planning process objectives (p. 62)
• Tactical options (p. 81)
• 05 Developing key performance indicators (p. 86)
• Activity levels (p. 86)
• Managing your time (p. 93)
• Working nearest the placement (p. 95)
• Working the recruitment cycle (p. 95)
• Running a search (p. 96)
• Part 3 How to deliver excellence in recruitment practice (p. 99)
• 06 Candidate management (p. 101)
• The components of the recruiter's brand (p. 102)
• The key to candidate management (p. 104)
• The first contact (p. 106)
• Evaluating the candidate (p. 108)
• Qualifying the candidate (p. 110)
• Categorizing your candidate (p. 111)
• Interviewing your candidate (p. 113)
• Preparing for and conducting an interview (p. 115)
• Placement strategies (p. 122)
• Marketing SPEQ candidates (p. 124)
• Interview arrangements (p. 126)
• After the interview (p. 127)
• Managing a rejection (p. 130)
• Managing the offer (p. 131)
• Closing the deal (p. 134)
• Managing the resignation (p. 135)
• Managing your candidate through to start date and beyond (p. 136)
• 07 Client acquisition (p. 139)
• Introduction (p. 139)
• The power in communication (p. 139)
• Acquiring a new client (p. 141)
• The approach strategy (p. 148)
• Choose your approach strategy (p. 153)
• Candidate-led approach (p. 157)
• Service-led approach (p. 160)
• The procurement process for large-scale supply of staffing services (p. 168)
• Developing your client (p. 172)
• 08 Client strategy (p. 176)
• Decided your objective (p. 177)
• Cost of candidate acquisition (p. 178)
• Active and passive candidates (p. 179)
• Upstream and downstream recruitment (p. 180)
• Whole-company solutions (p. 181)
• Client management (p. 186)
• Building a brand (p. 208)
• Implementing the right strategy (p. 211)
• 09 Candidate attraction (p. 214)
• Resourcing from your in-house database (p. 214)
• Job fairs (p. 221)
• Targeted relationship development and sponsorship (p. 221)
• Internal recruitment referral schemes (p. 223)
• Networking (p. 224)
• Advertising (p. 232)
• Job board CV searching (p. 236)
• Headhunting (p. 237)
• Afterword (p. 254)
• Bibliography (p. 255)
• Index (p. 256)