The Connection Between CRM and S&S

In the previous chapter you read about all the good reasons for a CRM system (with customers, contacts, and sales opportunities) and a S&S system (with positions and candidates) must be tightly integrated, if not be one coherent solution.

Vi viste at der er mange koblinger mellem de to områder i den virkelige verden. Kunderne er i CRM – varen (kandidaterne) er i S&S. Mennesker med ansvarsområder (kontakter) er i CRM – kandidatemner (med kompetencer) er i S&S.

We showed you that there are many connections between th two areas in the real world. The customers is in the CRM system - the product (the candidates) is in the S&S system. We also demonstrated that the balance between selling to customers and selling to candidates is important for your success.  You can only attract the best candidates, with the best customers (and thus the best positions) and you will only get the best customers if you have good candidates.

But there is more to it:

Matchmaking: In a good CRM system you have access to information about companies and the primary contacts in these companies. Off course you can add new contacts to your CRM database. When you combine this with information like industry codes, titles, job-function, etc. you will be able to create a list of possible candidates for your open position - a list sometimes referred to "the hunting field". With ChannelCRM/Search&Selection you are always able to match contacts to a position by finding contacts with experience from companies in relevant industries.

Another area is "the no go area". Most Search&Selection companies are restricted from searching their customers' contacts. Even if you do not have any contractual obligations to refrain from searching within certain companies, there might be very good ethical reasons not to do so, or at least to know when you are crossing the boundaries. When using the integrated solution it is easy to avoid mixing customers and "hunting field".

Search&Selection companies have traditionally been organized in a way that some employees (researchers) finds candidates, while others (partners or consultants) handles the customers. But many situations requires that only one person or a small tightly connected team is handling all matters for a customer. This is especially the case when hiring at the executive level. In such situations it is most convenient that there is only one system.

The same applies when an employee is changing his/her  role in your company. Most often we see researchers in a career move towards more and more customer contact. Also in th situation it is most practical that there is only one system learn and operate.

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