Matt Rowley, Senior hospitality consultant, Rhubarb Recruitment

“Probably the most effective effort we did was to purposely narrow the focus of our new business development onto the most profitable niche market within our sector – in our case this meant moving away from targeting new generic hospitality recruitment clients and instead to a tight focus on recruiting private chefs for ultra-high net worth clients in London. We still recruit generically across all hospitality sectors but our new focus is on high value niche markets, and this approach has helped carry us through.”

Amanda Fisackerly, Director Fizz Recruitment

“Take time to analyse your customer base. Think laterally about similar shaped businesses that reflect your most frequent and profitable customers’ businesses. Day-to-day, focus on your most frequent and profitable customers. Do the basics well, and do it often. Cut out time-wasteful work or work you know, deep down, you won’t win. Use that time to create and execute a succinct marketing plan to generate new business with current and dormant customers, and the new group of potential customers you identified. Breathe, relax, and believe you will succeed.”

Andrew Deverell-Smith, CEO and founder, Deverell Smith

“In an economic slowdown the challenges change and the aim is to adapt to them. You have to play to your strengths and put your clients’ challenges above your own to create a win-win plan, whereby if you help them you maintain a solid source of business. Understand their changing needs and adapt to ensure your service is a necessity during cutbacks. In recruitment this can mean taking a more consultative approach to help clients restructure and build and maintain higher performing, streamlined teams. Internally you must manage morale and momentum to ensure you maintain a positive, opportunity-seeking working environment. Communicate frequently and celebrate all achievements big and small. So long as you can rise above the negative mindset, remain flexible and open to new opportunities and face the challenges as they come, you will come out stronger at the other end.”