The recruiter’s survival guide for 2025

2025 is shaping up to be a pivotal year for the recruitment industry, especially in Canberra. But what do we as recruiters need to do to be successful this year? How can you go from surviving to thriving in a ‘tough market’?

Speaking of… What I hear most from recruiters these days is what all a ‘tough market’ it has been. And while many people and agencies have been feeling the pinch, looking at the historical placements and billing data in this article by Greg Savage here, we can see that the market is actually likely just normalising after enjoying a rich and bountiful couple of years.

Speaking anecdotally, I’m seeing lots of recruiters leaving the industry and this trend seems to be consistent across Australia. However, I want to emphasise that this is not the writing on the wall for recruitment but a great opportunity for recruitment juniors to step up, and for experienced consultants to capitalise on the chance to swallow up more market share. But nothing will be handed to you on a silver platter – it will demand adaptability, skill, and a forward-thinking mindset. 

The Federal election is looming and that is sure to shake things up, however as they come up every three years or so, we should all be used to the swings in party policy and can use previous experiences to help us prepare.

But what can YOU as a recruiter do to set yourself up for success?

The skills recruiters need to thrive

Business development

Off the bat let’s get something out of the way – you need to be doing business development (BD). In a competitive market, the ability to win work is paramount and whether you like it or not this often comes down to frequent BD activity.

What I think is key about BD though is that it’s not about calling 100 people a day or spamming people with connection requests on LinkedIn. BD goes beyond transactional selling; it’s about building genuine, emotional connections with clients. High-value clients come from relationships that transcend objective pitches.

Recruiters who can demonstrate empathy, understand client pain points, and provide tailored solutions will stand out from and rise above the crowd. Treat BD as a means to an end, not an end – your outcome should be knowing your clients or candidates that little bit better, not just having hit your calls made KPI.

Soft skills

Recruiters who can nurture relationships and build trust will have a critical advantage.

Recruitment has never been solely about matching CVs to job descriptions. At its core, it’s a people business. Now more than ever if you don’t understand this, you are at risk of being replaced by AI, an internal recruitment process, or both!

Strong interpersonal skills are key to building trust and rapport with candidates, allowing you to understand them as whole people. This enables you to present a complete picture to clients, something no CV or robot can achieve!

The mindset for success

Resilience

Resilience in recruitment is a necessity. But isn’t just about bouncing back; it’s about learning, adapting, and finding opportunities in adversity. Turbulence in the market is inevitable. Recruiters who can weather these challenges with resilience will flourish.

At the end of the day though we’re all human and I’ll happily say that recruitment can be emotionally and mentally challenging sometimes. You’re allowed to be frustrated when it feels like you’re getting nowhere, but make sure you get it out of your system, reset, take on board any lessons you learned through a frustrating time, and get ready to apply them at the next opportunity.

Staying focused and maintaining a productive outlook during tough times can make all the difference.

Intrinsic motivation

A successful recruiter needs to be self-driven. Whether you’re motivated by the satisfaction of matching people with their dream job or by that quarterly commission (we all are, it’s okay to admit it), understanding your own drivers will help you stay self-motivated, rather than relying on external pressures like a manager’s oversight.

The industry is no longer one where recruiters can wait for opportunities to come to them; they need to proactively seek out and secure their own successes. Top recruiters will have the intrinsic motivation to seek out opportunities and hold themselves accountable to their own goals.

Internal locus of control

It’s easy to blame the market, especially when everyone else is saying the same thing. But in a market where technology, resources, and competition are more level than ever, it’s crucial to focus on what you can control rather than external factors like market conditions.

The best recruiters don’t allow the market to dictate them, they dictate the market by controlling their share of it. Your personal skills and mindset become the true differentiators. Be personally accountable and this doesn’t just mean accepting the losses, relish the wins because you know you’ve earned it!

By fostering an internal locus of control, believing that your actions directly shape your outcomes, you can take ownership of your success and make impactful strides, even in challenging environments.

Reflect on where you are now

As you prepare for the challenges and opportunities ahead in 2025, it’s worth considering your current situation:

• Are you getting the support you need? Does your workplace offer a structured growth plan to help you develop your skills and navigate the industry’s demands?
• Do you have opportunities for career progression? Can you envision a clear roadmap for where you want to be in the next two, five, or even ten years? Without this clarity, it may be time to reassess your position and find an environment that aligns with your goals.

Final thoughts

Succeeding in recruitment in 2025 will require a blend of strong skills, a healthy mindset and a supportive and empowering environment.

It’s also a time for introspection – reflecting on your strengths, identifying areas for improvement, and focusing on what you can control. This is a year of opportunity for those who are prepared to adapt, innovate, and invest in themselves. Take the time to evaluate where you stand, what you need to excel, and how you can leverage your unique abilities to navigate the challenges ahead.

With the right focus and mindset, I have faith that 2025 can be your most successful year yet!