Cover - How Fit Is Your Recruitment Business


Do you have a business that's fit to scale? Discover your score and how you stack up.


Why Consultants Stop Billing – Recruitment Manager Training Tips

Posted by Nicky Coffin

When I speak to people in recruitment manager training one of the most common questions I get asked is: “Why has my consultant stopped billing?”

The answer to that question isn’t simple. Consultants can stop billing for any number of reasons: Lack of focus, lost confidence, becoming overwhelmed, getting stuck. It also has to do with what type of underperformer you are dealing with.

What type of underperformer are you working with?

1)      The first “type” are consultants that work hard, are committed and take lots of action, but don’t get results.

The reason they don’t get results is that even though they are busy, they are often taking the wrong type of actions in the wrong places. Or simply the quality isn’t there in their work.

2)      The second “type” are consultants that really want to get the results, but they lack confidence or self-belief.

It is almost as if they have so much going on that they get overwhelmed and get stuck. They end up taking no action and therefore get no results.

3)      The third “type” are consultants that speak a good game, but don’t get the results.

For example you may have a meeting with them and discuss what actions they should be taking and they agree to it. They may even go back to their desks feeling really motivated. But then they don’t change a thing. It’s as if they have lost their mojo. They take no action and get no results.

Here’s what you can do to help turn your under-performers round


When you consider these three categories of underperformers you’ll see that often the reason they are not getting results is not because they don’t have the skills or resources to do the job. More often it is because they have lost their motivation or focus, or have simply become overwhelmed and stuck.

Here’s 2 quick ways to get them back on track and help them get out of the rut.

1)      Help them to get clear on what’s important to them and why.

When consultants lose focus or motivation it often has to do losing sight of why they are doing the job, if you like “their purpose”. They don’t know why they’re doing things anymore or what’s important. People tend to be motivated when they are doing something they value or is important to them and when they can see the purpose in their day to day tasks.  Help them to re-set their goals.

2)      Find out what they are actually focusing their attention on and if those actions are making a positive contribution to getting results or just wasting time.

The same applies to consultants that are overwhelmed and are stuck.  They somehow seem to have lost how they are supposed to do tasks, so they just don’t take any action. Once again as a manager you can help get them back on track by giving them the steps they need to follow and helping them to find their purpose once again.


I hope you found this article useful.  For more advice on how to get your under performers back on track, join my FREE Webinar ‘The 6 Step System to Convert Your Under Performers to High Billers in 14 days or Less’ 

Click on this link to sign up: 6 Steps Convert your Under Performers to High Billers