Unless you recruit for HR professionals, selling to HR isn’t always one of your favourite activities. Unfortunately they have a bad opinion of your industry and you may feel the same about them. There is a difference in selling to those who manage the agency lists. It is important to recognise their importance in the chain and to develop better strategies to engage with them.

• Developing empathy and understanding HR as a discipline
• What do HR really want from agencies?
• The importance of trust and how to build it
• The differences between selling to talent and selling to HR
• Building an engagement process