Recruiters need to take steps to defend client relationship, according to delegates at Recruiter’s Annual Forum.

Increasing hire accuracy, on-site meetings and finding out what they want from the relationship in ever-changing times were among the top tips.

Roger Philby, chief executive officer of multi-sector recruiter Chemistry Group, told delegates recruiters had to demonstrate longterm retention and performance in the candidates they have placed to maintain accounts.

Speaking to Recruiter after the event, Philby said he believes the “role of the intermediary is dead”, adding the company will implement a model where recruitment is free at the point of purchase before the end of the year.

Kate McCarthy, managing director at McCarthy Recruitment, told attendees penetration into a clients’ organisation through regular site visits is crucial to ensuring accounts are not lost to a barrage of competitors’ calls.

McCarthy said the need for bespoke client pitches is also essential in the current climate. “We have all had that experience of a beauty pageant pitch, where you are the eighth recruiter in the room. They are tired, fed up and bored, so you need to ask them what they want.”

Chemistry has developed extensive psychometric testing programmes to assess and monitor candidates. One element of this is a succession
plan.

“All your clients are trying to determine who their weak players are,” said Philby, who believes there is an opportunity for recruiters to profit from identifying and replacing these staff.