"Don't be embarrassed by being a recruitment consultant; you are the expert, so behave as though you are one." Greg Savage says this is the first step to maximising your potential as a recruiter.

Savage, who is international CEO of Aquent, told a recent RCSA conference for consultants that trust, and the belief clients have in your ability and judgement, are the key differences between winners and losers in recruitment.

He says recruiters should share the ownership of the client's recruitment problem and solution. "Decide whether you simply provide resumes, or genuine expertise."

The secret formula to successful recruiting is to have high-quality briefings with both clients and candidates, he says.

"Filling a job does not start with finding a candidate, it starts from the moment you take the job. Managing the expectations of your client by continuously qualifying their needs is vital and gives us the skills to compete.

"Success in recruiting is about connecting - sometimes that means not using technology and instead building relationships through actively speaking to clients or candidates.

"What we need is more 'neck-top' and less 'desktop'."

Performance coach Ross Clennett from Ingenious Coaching, who also spoke at the conference, adds that recruiters need to provide a different perspective for clients.

"We are not pharmacists, we are doctors. When a client asks for what they think they need, rather than just getting it for them, we should ask enough questions to help them see whether it is really the solution."

The conference, held by the RCSA's Vic/Tas region, is the first in a series that will be held in each region around Australia.