By Peter Caputa.
I did a website analysis and custom demonstration for a local IT recruiting company recently. This is a very successful company. They’re a leader in their field and they have a good number of recruiters working for them.
They’ve adapted to using online social networks (namely LinkedIn) to identify passive candidates in the last few years and it’s serving them well. If you know anything about recruiting, you know that identifying passive candidates (i.e., the ones not necessarily looking for a job) is the holy grail.
The theory goes that if someone is looking, they’re probably not the best candidate you can find. That’s certainly not always the case, of course. Nonetheless, many recruiting firms say they can find “passive candidates” and that’s their big selling point.
So, this recruiting firm is good at networking: online and in the real world.
But, they’re clueless when it comes to generating leads via their website. Just like every other recruiting firm, they need to fill two pipelines. They need a pipeline of companies that want to hire them to recruit on their behalf. And they need a pipeline of candidates to fill those positions.