Let’s face it, we’ve all been there – staring at our billing figures and wondering how to explain them to the higher-ups. We’ve been in the recruitment industry for many, many years now, so we’re here to walk you through handling those tricky chats about underwhelming numbers.
Keep it real
First things first, let’s talk honesty. No need to sugar-coat it – your manager’s seen it all before. Be upfront about where you’re at. They’ll appreciate you not trying to dance around the issue. Remember, they were once in your shoes too.
Pro tip: Start the conversation yourself. Don’t wait for your manager to bring it up. It shows you’re proactive and aware of your performance.
Break it down
Now, let’s get analytical. Take a good look at your performance. Where’s the weak link? Is it sourcing candidates? Getting clients on board? Or maybe you’re struggling to get candidates over the line? Pinpointing the issue shows you’re on top of your game.
Try this: Create a simple flowchart of your recruitment process. Highlight where you’re excelling and where you’re hitting roadblocks. Visual aids can be incredibly effective in these discussions.
Show your worth
Alright, so the billings aren’t great. But what else have you been up to? This is where you need to showcase your efforts. Throw some numbers out there – calls made, interviews set up, LinkedIn connections added, networking events attended. It paints a fuller picture of your hustle.
Remember: Quality matters as much as quantity. If you’ve been nurturing a potentially big client or working on a tough-to-fill role, make sure to highlight these efforts too.
Talk sector
If your sector’s going through a rough patch, it’s worth mentioning. But remember, every challenge is an opportunity. How are you switching things up to adapt? Maybe you’ve started exploring a new niche or have been upskilling to better serve your clients.
Idea: Bring some market research to the table. Show you understand the broader context of your performance and are thinking strategically about your sector.
Learn from the best
Who’s knocking it out of the park in your team? Don’t be shy – ask for tips. It shows you’re keen to up your game and not afraid to learn. Maybe you could suggest shadowing a top performer or setting up a mentoring system.
Try this: Before your meeting, chat with a high-performing colleague. Ask them for their perspective on your situation and any advice they might have. Bring these insights to your manager.
Have a game plan
Come prepared with a strategy. Whether it’s brushing up on skills, expanding your network, or fine-tuning your approach, show you’re actively working on turning things around. Be specific – set clear, measurable goals and timelines.
Example: “I plan to increase my client calls by 20% over the next month and attend two industry networking events. I’ve also signed up for a course on advanced LinkedIn recruiting techniques.”
Eyes on the prize
While you need to address the past, don’t get stuck there. Shift gears to your future goals and how you plan to smash them. This is your chance to show your ambition and commitment to improvement.
Pro tip: Set both short-term and long-term goals. Show how your immediate action plan feeds into your broader career aspirations within the company.
Ask for support
Don’t be afraid to ask for what you need. Whether it’s additional training, resources, or guidance, be clear about how your manager and the company can support your efforts to improve.
Remember: Frame this as an investment in your performance, not a handout. Show how the support will translate into better results for the team.
Follow up
After the meeting, send a follow-up email summarising the key points discussed and reiterating your action plan. This shows you’re serious about improvement and gives you a reference point for future discussions.
Bonus tip: Schedule regular check-ins with your manager to track your progress. This demonstrates your commitment to ongoing improvement.
Remember, ups and downs are part and parcel of recruitment. It’s how you handle the dips that sets you apart. Stay focused, stay proactive, and keep pushing forward. Boosting those billings takes a mix of honest reflection, smart planning, and good old-fashioned graft.
By tackling the issue head-on and implementing these strategies, you’re not just explaining low billings – you’re setting yourself up for a comeback. And trust us, there’s nothing more satisfying in the world of recruitment than turning those numbers around and smashing your targets.
So, next time you’re faced with explaining a billing slump, take a deep breath, use these tips, and remember – every great recruiter has been where you are. It’s not about never falling; it’s about how quickly you get back up.
If you’re a recruitment consultant thinking it could be time to leave your role and find something new, we can help! Drop us a message at hello@harrisonsands.co.uk
