Jane Newell Brown has worked in the recruiting industry for 25 years. She is a consultant who advises clients on recruiting strategy.

Ann Swain is the Chief Executive of The Association of Professional Staffing Companies. She presents at numerous international conferences within the recruiting sector.

Provides best practice advice to help recruitment professionals deliver a superior service and meet targets and goals.

Acknowledgements
Acronyms

Introduction

Part one The recruitment industry 01 The development of the recruitment industry
The value of the recruitment industry
The European recruitment market
The UK recruitment industry A
career in recruitment
Industry suppliers
Industry governance

Part two The successful recruiter 02 The recruitment cycle
Candidate management
Client acquisition
Client strategy
Candidate attraction
Where to start in the recruitment cycle

03 Working to your strengths
Artistic and scientific recruiters
Motivation and values

04 Developing a business strategy
Business planning process objectives
Tactical options

05 Developing key performance indicators
Activity levels
Managing your time
Working nearest the placement
Working the recruitment cycle
Running a search

Part three How to deliver excellence in recruitment practice 06 Candidate management
The components of the recruiter's brand
The key to candidate management
The first contact
Evaluating the candidate
Qualifying the candidate
Categorizing your candidate
Interviewing your candidate
Preparing for and conducting an interview
Placement strategies
Marketing SPEQ candidates
Interview arrangements
After the interview
Managing a rejection
Managing the offer
Closing the deal
Managing the resignation
Managing your candidate through to start date and beyond

07 Client acquisition
Introduction
The power in communication
Acquiring a new client
The approach strategy
Choose your approach strategy
Candidate-led approach
Service-led approach
The procurement process for large-scale supply of staffing services
Developing your client

08 Client strategy
Decide your objective
Cost of candidate acquisition
Active and passive candidates
Upstream and downstream recruitment
Whole-company solutions
Client management
Building a brand
Implementing the right strategy

09 Candidate attraction
Resourcing from your in-house database
Job fairs
Targeted relationship development and sponsorship
Internal recruitment referral schemes
Networking
Advertising
Job board CV searching
Headhunting

Afterword
Bibliography
Index