The Dumbest Thing A Recruitment Manager Ever Said To Me
It was one of the million cups of coffee I have with recruitment company owners every year.
And don't get me wrong. I love those meetings. This is where I learn, and keep my finger on the pulse.
This particular guy wanted to talk about business development. He needed to crank up client acquisition. The pipeline was drying up.
He was an old-school sort of guy, (not old, he is 20 years younger than me at least), so he soon expressed his love for a good KPI. I took no umbrage. I believe in measurement too. And I believe in activity. But I believe in smart, quality activity.
He was quick to tell me that his recruiters were tasked with hard-core cold calling targets. He was proud to elaborate.
"In fact we demand 100 cold calls made a day. Measure it closely too', he beamed.
I asked. "How is that working for you?"
His reply was both predicable and shocking, and I quote verbatim.
"Pretty shit actually", he said, "but don't worry, I have a solution!"
Now I leaned forward. This was good. He had some fresh ideas. I could learn something new.
"Yes", he said, as he sipped on his soy latte in the Westin Hotel coffee shop, "we have upped the KPI to 150 calls a day"!
He leaned back and smiled broadly.
I could not help myself. I gave him both barrels.
Something along the lines of, "you have proved what does not work, so you ask your frazzled recruiters to do more of it! You grind them into the dust, destroy their morale, and waste their expensive time, on a tactic that is not working?"
He was unperturbed.
"But Greg, for every 100 calls we make we get a lead. So if they make 50 more, we may pick up another one!"