CONTENTS -- 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.