The pandemic has created a unique set of challenges for the recruitment sector. COVID-19 has spurred job growth in some industries, while others have experienced a sharp decline. High-turnover sectors have transformed – companies in the Leisure and Hospitality industry have had to freeze hiring throughout this period, or even shut entirely. The Logistics sector, meanwhile, is experiencing a period of accelerated growth. The pandemic has also rapidly accelerated the growth of temporary, digital freelance work. The industry is in a state of flux and must evolve its current operating model to deal with the changing circumstances.

In the face of this new normal, recruiters must focus on operational changes that will enable them to become more connected and data-driven. Recruiters must move towards gaining a richer understanding of the client, forming personalised client and candidate relationships, and maintaining those relationships long term. Making these changes also requires identifying inefficiencies in internal processes that are stifling the development of these relationships – namely the numerous digital tools that have begun to distract, rather than streamline, from the process of placing candidates and connecting with clients.


Consolidation and connection of digital tools

This new operating model for recruiters requires digital consolidation – simplifying the myriad of digital tools in the recruiter’s arsenal and creating a more focused alternative. A new approach that covers all the internal tools and systems used by recruitment firms to access candidate information, contact clients, and retain ongoing engagement with both groups.

In many firms, there is a cluttered cross-section of different legacy tools and databases – the average recruitment organisation uses between 7 and 14 digital tools! Complexity causes inefficiencies, limits the visibility of clients and relationships, and impacts their experience of working with the firm. Many tools are used inconsistently, as adoption and effective use varies between teams and individual team members. Inconsistent use translates into an unproductive internal process.

By switching to one 360-degree platform, firms can connect the silos that exist within the business. Marketing, sales, engagement and countless other front and back-office processes are now streamlined and centralised within one internal system.

Digital connection takes this one step further. When recruitment firms are working within one consolidated system, they can begin to craft a single ‘source of truth’ within this unifying platform. They can create one unified record for every contact point – both for clients and candidates – which encompasses insights, previous interactions, and data-driven analytics.

Firms must centralise this information, creating a central hub that can support multiple business functions – from marketing and business development to service delivery and post-placement support. Every member of the team is working with the same set of tools.


Offering a personalised service

The primary benefit of this consolidated system is the ability to call on relevant, personalised insights to tailor every interaction – unifying communications across marketing emails and one-on-one interactions.

When it comes to sourcing candidates, the single source of truth equips firms with a deeper understanding of client needs. Insights learned during a call about a client’s upcoming operational changes can serve as the perfect foundation for an automated, personalised follow-up email months later.

An integrated digital process across the firm uses personalised and engaging digital marketing campaigns and one-on-one interactions to boost the demand engine directly into sales.

By creating a more connected, complete digital process, recruitment firms can focus on creating new opportunities and adding value to client relationships. With a comprehensive and holistic system of record and engagement, firms can deliver a more personalised service. The process of digital consolidation and connection streamlines front to back-office operations, including marketing, business development, acquisition, and sales. By placing digital tools at the heart of their business, recruiters can act as trusted, strategic resourcing partners to their clients.


Salesforce: helping recruitment connect digitally

In the face of the upheaval brought around by the pandemic, recruitment firms need to consolidate and streamline their digital tools – creating a single source of truth and simplifying internal processes. Equipped with unified insight, recruiters can go the extra mile to find the right candidates – candidates with scarce, in-demand skills that are perfectly suited to their client’s businesses. 

Salesforce is the platform that supports recruitment firms in their journey to becoming more digitally connected and integrated. It equips firms with a single source of truth that unifies insight and action. Through Salesforce, digital and personal interaction come together – each one enhancing the other – to build stronger relationships and more effectively meet the needs of both clients and candidates. It enables recruitment firms to add greater value to their client relationships and drive revenue long term.


Learn more about how Salesforce is helping the Recruitment sector become more digitally connected in our industry guide.