This post defines the persona that can be used by Information Technology firms who are planning inbound marketing initiatives. It is part of a series of articles on marketing personas used by IT firms. The persona deals with the focus on marketing being on a technology consulting firm that is looking to partner with us to diversify its portfolio or reduce its costs.

• Title: xx Recruiter, HR Manager
• Company Size: Any
• Types:
  • Contract vs Permanent
  • Junior vs Senior
  • Technology/Product Focused
  • Geography focus
• Main issues:
  • Finding good talent quickly
  • Bill the highest possible rate so their commissions maximize or
  • Get the highest possible margin between client bill rate and consultant bill rate
  • Salaries are heavily dependent on the number of people they have employed
  • Making sure they find the most accurate match for customer requirements
  • Making sure consultants are happy and continue working with them/the client
• Geography: Typically focused on a particular geography and work around it.
• Typical motivation to partner:
  • Can help find them resources
  • Can help give them referrals to clients
• Education: Typically Arts degrees or Sales roles
• Works with:
  • Recruiter Partnerships
• Daily tasks
  • Call up Customers to ask them if they have any staffing needs they want to be fulfilled
  • Making sure customers are happy
  • For senior people, ramping up teams of resources is critical
  • Calling up consultants to see if they are suitable for positions
  • They will make hundreds of calls a day and will forget easily
• Responsibilities
• Likes/dislikes about the job
  • Very competent resources with keywords in CVs matching the job requirement
  • Cheap resources that let them maximize their margins
• Frustrations
  • They are always afraid of consultants dealing directly with customers
  • Not finding resources for lucrative positions
  • Not finding new positions to fill
• Pressures
  • Usually have monthly/Quarterly targets in terms of closes
• Concerns
• Needs
• Role in the buying process
  • Heavy Influencer
• Drivers
• Typical LinkedIn Search to get recruiters working in our tech-only team leads. You may also want to narrow it down a step below this.
• Examples: this, this