In preparation for a conference speaking engagement last week on sourcing best practices, it became apparent (in my mind!) that there are distinctly two different type of recruiters:

1. Transactional Recruiters
2. Relationship Recruiters

In this "era of abundance", we have access to millions of prospects via job boards, social networks, blog sites, and Boolean searches, etc. While on the surface, this seems to be a good thing (and for the most part - - I think it is), I also believe it can provide a false sense of security.

These tools can provide the security that if you just keep digging; you will find an interested and qualified candidate. Unfortunately the time spent on these efforts often can take away from building relationships with industry professionals, that when engaged correctly, provide access to quality talent quickly and for free!

Outlined below are some attributes associated with Transactional and Relationship Recruiters.

While this list is not exhaustive, I think it can be a good barometer to gage which one you are.

Over the next few weeks, I am going to expand on this topic and discuss how to leverage all the data we have access to, combine it with best practices of relationship recruiters, and exponentially increase access to top talent within the industries you recruit!

I hope you have a great week!

Transactional Recruiter

• Spends most of time on internet and emailing
• Makes tons of outbound emails, sms, cold calls
• Gets off the phone quick to get to the next call
• Referrals per contact/call - very low
• Very few strong relationships with people in the industry they recruit for
• Doesn't make "indirect" calls (calls with professionals that will know the person you are looking for)
• Small "friends" list
• Doesn't spend much time developing relationships with top talent
• Always asking, never giving

Relationship Recruiter

• Spends most time on phone talking to people
• Makes targeted calls to people who provide valuable information
• Spends 10, 20, 30 minutes (even an hour!) on the phone with a person
• Referrals through contacts is very high
• People in their network unconditionally provide access to their network
• Mastered the art of the "indirect" call!
• Huge "friends" list
• Disciplined to carve out time each month to develop relationships
• Give and you shall receive!
• Never lets them see you sweat!