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Someone once said to me that recruitment is the nose of the economic aeroplane.
In a falling market such as today's, many of our clients are holding off from recruiting unless they are investing in growth to get ahead of the recovery, or until they see signs of the first green shoots of an upturn. |
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812 070
020 7969 2750
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At this point in the economic cycle, my business partners and I congratulate ourselves that our variable financial model allows us to work through the double-dip recession successfully.
And we then turn to more positive thinking – what can we do to ensure that we are poised for the inevitable growth period?
Working with our business coach partners, I'm reminded that
three factors are key:
watching the economic clock carefully, so that any investment is made well in advance of a growth market;
ensuring that the right skills are invested in our business to service new market conditions;
and positioning ourselves in the market so that clients know how we can help their businesses.
Market positioning is the hard part in my view. Can you position your business easily? If not, how do you know what markets to target and what clients or customers within them?
Here is a useful positioning tool which I will share with you using
Riches Consulting as an example: –
RICHES CONSULTING – RESOURCING SPECIALISTS
| OUR MARKET |
OUR SERVICE
(Style) |
PRODUCT
(What people buy) |
PRICE
(Our value) |
| £5m t/o to Corporate |
Process/ detail structured/flexible/ creative, ie involved (in our client’s business) |
Right fit (the solution works well) |
Value (top quality of service at a fair price) |
The keyword to me is ‘involved’, as that is how our regular clients see us and what makes the relationship so successful. These positioning words need to be valid across the business as a whole, from factory to delivery and infrastructure.
Supporting statements
| • |
RESOURCING SPECIALISTS: we achieve a ’good fit’ solution > 95% of the time. |
| • |
MARKET: our approach works for a SME and a major corporate - the techniques are transferable; we have added an international specialism within our team as well as operational HR management and development capabilities. |
| • |
SERVICE: we operate a rigorous process, where time investment and research are key, we are extremely flexible and will often dip in and out of the client project at their request to plug a resource gap; or, |
| • |
we will take on a short piece of bespoke work and still produce value, acting as interim managers on a short term or long term basis as well as conducting full-scale search assignments. |
| • |
PRODUCT: open-minded at the outset, we help the client analyse the need and define the best method to achieve it. |
| • |
PRICE: experienced, senior level consultants who analyse and advise and also personally conduct the work, including research. At a price calculated to be fair and very good value. |
Our plan
| Primary markets: |
FMCG, food, drink |
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technology, IT services, software |
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energy and utilities |
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design and manufacturing |
| Markets in growth plan: |
leisure and entertainment |
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environmental |
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health care/charitable/voluntary |
and did you know?
We have been involved in training programmes within the schools sector, with a health care for young people agenda.
This enjoyable, worthwhile work has been one of the benefits of sitting back from the business during a recession.
We would be very interested to hear if you are willing to share your positioning chart, or indeed would like to discuss it, to help us understand our clients better.
Please contact us on 01225 812 070 or 020 7969 2750
or email here
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