By Norris B. Abram

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Extra resources for Securing Access to Health Care Volume 3

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The job of recruitment is all about marrying sales skills with psychological skills. That is to say, in order to be good at the job you need to have an innate ability (developed on with good training) to present things in a good light, the tenacity to keep going when you think something is of value, a genuine interest in people that really helps you understand them and the capacity to build strong, sustainable relationships. Sales and good service could be two key words to describe a great recruiter.

Let us suppose that sales and marketing are about: ■ ■ ■ ■ finding a product, service or solution that a market might want; providing it on time; at a price that provides value to the market; in a way that makes it easily accessible (ie you know where to find it). In that case there are some clear similarities here to a model for recruiters. In such a model, recruitment is about providing a candidate or a recruitment service that clients might want to buy, at a price that they perceive as value for money and making them aware of what is available.

30 THIS PAGE IS INTENTIONALLY LEFT BLANK 31 Part 2 The successful recruiter INTRODUCTION If you’re reading this part, you have an interest in becoming successful, or more successful, in recruitment. This section looks at some recruiter success stories, what recruitment is about; the recruitment cycle and your own personal strengths and development areas. It will help you explore whether you are doing enough of the right activities to be successful, and lead you, step by step through writing your own business plan.

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