As recruiters, it’s tempting to wind down towards the end of the year, assuming hiring slows in December. But the truth? December is a goldmine if you play your cards right. By focusing your energy now, you can finish the year strong and set yourself up for a booming start to the next. Here’s how you can use the unique dynamics of the end of the year to make more placements and maximise your earnings.

1. Educate Candidates: Less Competition, More Opportunity

Most candidates assume January is the best time to job hunt, but that’s when everyone else jumps on the bandwagon. Help them see why acting now gives them the edge:

• Less competition: Fewer applicants mean your candidates are more likely to land interviews.
• Proactive hiring: Many businesses prefer to have new hires locked in before the holidays, ready to start in January.
• A Genuine break: Candidates probably want to have a genuine, relaxing break & they can do this better if they know they already have a new role lined up & ready to go.
• Use this messaging in your candidate outreach—it’s a compelling reason for them to take action.

2. Target Clients Actively Resourcing for January

December isn’t quiet for hiring managers. In fact, many are working to fill positions before the break. Why?

• They want teams fully staffed for a strong January start.
• Budget constraints often mean they must fill roles by year-end or risk losing the allocation altogether.
  Focus your BD efforts on uncovering these opportunities. Ask clients direct questions like:
• “What roles do you need filled before the new year?”
• “Are you resourcing now for January starts?”
• “If there were roles you’d love to be rid of before you go on leave, what are they?”

3. Leverage the Surge in Open Roles

Contrary to popular belief, there’s no shortage of vacancies in December. Many hiring managers feel the pressure to fill gaps now rather than carry them into the next year.

• Revisit old leads and roles that went quiet earlier in the year—these might suddenly be back on the table.
• Stay close to clients to uncover urgent needs. Companies often need quick turnarounds during this period, and being top of mind can secure you exclusive roles.

4. Tap Into the Festive Spirit

The holiday season creates a unique atmosphere. Use this to your advantage:

• People are generally in higher spirits, making conversations easier.
• There is a sense of URGENCY because people want to wrap things up before they go on leave.
• It’s a great time to deepen relationships with clients and candidates by offering support during a period when others might be disengaged.

The Wrap-Up

December isn’t a month to automatically wind down but to ramp up (before then winding down for a well deserved break). By educating your candidates, targeting proactive clients, and staying visible, you can maximise your billings in the final month of the year.

The recruiters who thrive in December are the ones who see the opportunity others miss. Be that recruiter, and you’ll not only finish the year strong but build serious momentum for January and beyond.