Mastering a Client: A Beginner’s How To

Are you new to recruiting? Or perhaps just new to the account management side of recruitment? Well if you are like me, having an opportunity to work directly with a client is both exciting and a little (a lot) nerve-wracking. Your efforts to understand their needs, accommodate or even improve (or sometimes create) their interviewing/hiring process and ultimately provide them the most qualified talent, will be assessed as a reflection of not just your own output, but your company and possibly even the entire concept of external recruitment!

No pressure, right?

Well don’t despair. Mastering a client doesn’t have to be a mission impossible. The secret to success is research, research and then…you guessed it. Research! But what does that mean? Here are some things to consider as you go forward so the research you are doing can be effective.

Research Starts at ‘Home’.

You may be new to dealing with your client, but is your company? Are your colleagues? Start your research by connecting with co-workers who have dealt with the client and can provide you immeasurable insight. People you work with can tell you about past successes and help you avoid past pitfalls. They may even be able to give you an inside track on some of the personal preferences of the hiring managers you will be working with. Don’t reinvent the wheel if you don’t have to.

Research is Interactive.

While there is plenty to be learned by going on the internet and looking up the company taking the opportunity to ask the client directly is invaluable. You must be able to sell candidates (many of whom will be aware that they have plenty of options to choose from) on why your clients’ opportunity is a good one. The best way to do that is to have as complete an understanding in your own way, as you can.

This can feel like it takes away from the image you desire to portray to your client that you are a capable professional, so they are confident you can deliver the goods. In reality, part of how you do that is by asking questions and lots of them. You want to ask before you begin submitting candidates. Don't let your insight be gained based on the number of candidates they are rejecting. Don’t be afraid to ask your client about the:

• Company culture
• Local market
• Physical location of the business (if applicable)
• Earning potential
• Commission structure (if applicable) – how is it earned, how often is it paid, is there a draw, etc.
• Hard-line no-go’s for candidates
• Methods for finding candidates that have been successful for them in the past
• Methods for finding candidates that have been unsuccessful for them in the past
• Position reporting hierarchy
• Most common reasons candidates have previously declined the opportunity
• How the company makes its money
• Role the position(s) you are working on play in the bigger picture of the company

Research is Comprehensive

This is the part that can feel uncomfortable or can be overlooked altogether. But there is no such thing as a perfect company. Knowing the good, the bad AND the ugly of your client’s reputation helps prepare you to overcome objections. Knowing what the potential negatives, whether tangible or subjective, that candidates (many of whom are likely to do their own research on the company) may encounter are, will help you tremendously.

In conclusion, the old axiom ‘knowledge is power’ is what it boils down to. Never be afraid to seek clarity. It’s all about getting the job done effectively and efficiently.