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Why You Don’t Need a New Recruitment CRM

In insight / By Guy Deterding / 09 November 2016

As leader of a recruitment business you’re probably used to hearing your managers complain about their CRM, mainly that it does not support the way they do business. They may be right but don’t assume that the answer lies in getting a new CRM.

There are genuine reasons for needing a new CRM, and I’ve listed a few below, but failing to support your business process is probably not a good one. Business processes will vary depending on the type (Perm, Interim, Temp), Industry (e.g. niche and candidate led or client / vacancy driven), Exec search or contingency, and how you as a business want to treat your candidates.

If your processes are genuinely not supported by your CRM then it might be because:

  1. Your processes are not clearly defined, and everyone does things differently
  2. Your CRM was put in a few years ago and has been “unloved” ever since
  3. You have asked your CRM vendor to help sort things and they haven’t
  4. Your data is in a poor state (may be linked to 1 or 2 above)
  5. Your consultants are not driven (encouraged?) to use the system
  6. The CRM does not integrate with key systems like LinkedIn, back office or applications

If one or more of these holds true then it is worth investing in some business analysis to look at what is wrong, and identify the best solutions. There are plenty of ways to improve the situation without replacing your CRM.

You can also benefit from some independent advice on alternatives e.g. CRM upgrades available, working with your CRM vendor, improving systems integration, process reviews, training staff, data cleansing – to name but a few.

There are of course genuine reasons you may want to change your CRM:

• The look and feel is out dated and unattractive to new staff , and there is no easy upgrade path

• Integration is poor with key systems like LinkedIn (e.g. older systems may not support newer versions of Chrome)

• Your IT strategy dictates you move applications to the Cloud and your current CRM is not cloud based

• Your business has changed / is going to change and requires new functionality

• All of the above

Changing CRMs is much easier, and less disruptive, than it used to be but it should not be taken lightly. It can still adversely impact business in the short term and challenge staff in ways they are not keen on. A couple of days of input from an experienced consultant in the industry should help clarify the best way forward, and may save a great deal of money and unnecessary effort.

Guy Deterding

Guy Deterding

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