Now that it’s a New Year, everyone is thinking of what they can do differently. I personally set new "goals" or resolutions for myself as well. One of my professional goals/resolutions is to be more proactive in my marketing. One very important lesson I have learned in my almost 8 years as a recruiter is that not all clients are created equally. I have learned to qualify my clients just as I qualify my candidates. What we look for in new clients as recruiters are 3 things:
 1) Is there a true need for this position? Is there a true sense of urgency? I personally have an immense sense of urgency and work that way. What is very frustrating is when we have talked with the perfect candidate, they are highly excited about the opportunity, we call the client . . . .and then . . .nothing. No call back, no e-mail. We don’t know what’s going on. The obvious truth is that this opening is not as important as we thought it was. So, we try and determine on the front end how very important it really is before we invest too much time into the opening.
2) How well does this client work with us? Do they call us back in a timely manner? Do we receive feedback in a timely manner? Do they take our calls when we call? All of these things either enhance or impede the process. And, again, these are indicative of either the urgency of the opening, the professionalism of the individual we are working with or the lack of status of us to them. Whatever the reason may be, this is a clear indicator of where our time should or should not be spent.
3) Is the company financially stable? This affects us and our candidates. We want to insure we are working with a viable client so we can build a long-term relationship.
We have been extremely fortunate that the majority of our clients possess all three criteria above and we have built many solid, successful long-term relationships. When talking with our candidates about these clients, we can truthfully say that we have worked with this client for over 6 years and they are a wonderful company to work for and to work with. Along the way, we also have had a couple of the less desirable clients and we learned to move on from them.
What this means to our clients is that they will get our undivided attention and targeted focus on their urgent openings. What this means to our candidates is that we strive to bring only solid, true opportunities to them.
In 2007, we will continue to seek out those "A" clients so that we can be the best resource to all valued associates of Sales Executives.
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