Acknowledgements Acronyms Introduction Part one The recruitment industry 01 The development of the recruitment industry The value of the recruitment industry The European recruitment market The UK recruitment industry A career in recruitment Industry suppliers Industry governance Part two The successful recruiter 02 The recruitment cycle Candidate management Client acquisition Client strategy Candidate attraction Where to start in the recruitment cycle 03 Working to your strengths Artistic and scientific recruiters Motivation and values 04 Developing a business strategy Business planning process objectives Tactical options 05 Developing key performance indicators Activity levels Managing your time Working nearest the placement Working the recruitment cycle Running a search Part three How to deliver excellence in recruitment practice 06 Candidate management The components of the recruiter's brand The key to candidate management The first contact Evaluating the candidate Qualifying the candidate Categorizing your candidate Interviewing your candidate Preparing for and conducting an interview Placement strategies Marketing SPEQ candidates Interview arrangements After the interview Managing a rejection Managing the offer Closing the deal Managing the resignation Managing your candidate through to start date and beyond 07 Client acquisition Introduction The power in communication Acquiring a new client The approach strategy Choose your approach strategy Candidate-led approach Service-led approach The procurement process for large-scale supply of staffing services Developing your client 08 Client strategy Decide your objective Cost of candidate acquisition Active and passive candidates Upstream and downstream recruitment Whole-company solutions Client management Building a brand Implementing the right strategy 09 Candidate attraction Resourcing from your in-house database Job fairs Targeted relationship development and sponsorship Internal recruitment referral schemes Networking Advertising Job board CV searching Headhunting Afterword Bibliography Index.