Recruiting Clients/Clarifying Needs

Recruiting new customers/clients is similar to the recruiting process of candidates with one exception.  While recruiting candidates, recruiters generally tend to feel more in control.  As a recruiter, I am always comfortable probing for insight with the candidates I am recruiting but the roles are a little reversed when dealing with customers.

Why?  Customers/Clients have a tendency to limit their responses much like disengaged candidates.  They tend to provide short answers based on their assumption, I should know the "ins" and "outs" of their specific requirements.  Beliefs that general is more specific and the own-ness is on the individual providing the service to be all knowing.  

The solution? Never to concede that the role of the recruiter has changed one iota.  Recruiting candidates and recruiting customers requires the same amount of work and education to determine the underlying information necessary to close the deal.  I need to understand the needs of my customer's requirement from a work function, cultural and an organizational impact standpoint so I can effectively source, identify and screen candidates for this individual requirement.  Developing a solid relationship with a customer assists me in understanding their individual work ethic and approach to work which allows me to really screen potential candidates.  

Sometimes the best customers are not the easiest to discern because they have been burned in the past by the failed relationships with their external agencies supporting their requirements. They tend to be short and curt in their responses because they don't appreciate the service being afforded to them.  

Let's reflect on this at a granular level.  As a contingent based recruiter,  I do not generate revenue unless I make a placement for the order being supported.  So, if this is the scenario, I have to identify the best candidates to bring forward to my customer.  Although I fill technical positions, often times candidates are disqualified because they lack the soft skills necessary to communicate their abilities.  Oddly, the same challenge usually presents itself when qualifying orders with our customer.  

Solution:  Work on building a better method of communicating with both sides.  I see my role as a intermediary, someone that is a conduit for others to connect and network.  I enjoy supporting the customers I work with and I also enjoy working with candidates.  I don't always succeed with everyone but I take my time and do my part to understand the others need so I can effectively communicate it in performing my work duties.

How would you rate your ability to clarify your need?

Recruiting for you