IT Services Sales and Marketing

Information Technology Persona: Recruiter

This post defines the persona that can be used by Information Technology firms who are planing inbound marketing initiatives. It is part of a series of articles on marketing personas used by IT firms. The persona deals with the focus on marketing Technology Partnersbeing on a technology consulting firm that is looking to partner with us to diversify their portfolio or reduce their costs.

  • Title: xx Recruiter, HR Manager
  • Company Size: Any
  • Types:
    • Contract vs Permanent
    • Junior vs Senior
    • Technology/Product focused
    • Geography focus
  • Main issues:
    • Finding good talent quickly
    • Bill the highest possible rate so their comissions maximize or
    • Get the highest possible margin between client bill rate and consultant bill rate
    • Salaries are heavily dependent on the number of people they have employed
    • Making sure they find the most accurate match for customer requirements
    • Making sure consultants are happy and continue working with them/the client
  • Geography: Typically focused on a particular geography and work around it.
  • Typical motivation to partner:
    • Can help find them resources
    • Can help give them referrals to clients
  • Education: Typically Arts degrees or Sales roles
  • Works with:
    • Recruiter Partnerships
  • Daily tasks
    • Call up Customers to ask them if they have any staffing needs they want fulfilled
    • Making sure customers are happy
    • For senior people, ramping up teams of resources is critical
    • Calling up consultants to see if they are suitable for positions
    • They will make hundreds or calls a day and will forget easily
  • Responsibilities
  • Likes/dislikes about job
    • Very compitent resources with keywords in CVs matching the job requirement
    • Cheap resources that let them maximize their margins
  • Frustrations
    • They are always afraid of consultants dealing directly with customers
    • Not finding resources for lucrative positions
    • Not finding new positions to fill
  • Pressures
    • Usually have monthly/Quarterly targets in terms of closes
  • Concerns
  • Needs
  • Role in buying process
    • Heavy Influencer
  • Drivers
  • Typical LinkedIn Search to get recruiters working in out tech – only team leads. You may also want to narrow it down a step below this.
  • Examples: this , this 

Author

Muhammad Omer

Muhammad Omer is the founding partner at Allied Consultants. Areas of interest for him are entreprenuership in organizations, IT Management, Integration and Business Intelligence.