Three Great Ways To Keep Your Clients!

by Phil Dubois

Consistent Communication

Within the third party recruiting industry, silence is definitely not golden. Recruiting professionals regularly lament poor feedback response time from applicants and roll their eyes in frustration when employers place a message in voice mail purgatory. Why then, do stories arise of recruiters not contacting their clients simply due to a lack of good qualified candidates? If an employer is advised, "when you don't offer feedback promptly, I can only assume the job is not hot" then it naturally follows the corollary is true as well! Such regular communication, naturally tempered with professionalism and succinctness, applies to each stage of the interview and hiring procedure. As in all relationships, when communication declines, negative speculation may open the door to competition.

Consistent Results

How can one argue with results? By consistently producing top notch, qualified talent, a recruiter makes it virtually impossible for competitors to break in. In fact, over 70% of contingency assignments will fall to another recruiting firm simply because the client can't wait any longer for candidates. While retainer agencies have ensured greater commitment, the long-term affects for future assignments are greatly impacted as well. It seems quite ironic that a number of recruiters ware the split placement relationship harboring fears of stolen clients. To the contrary, through strategic liaisons with collaborating agencies, an assignment receives much more extensive and expedient coverage and produces greater client respect and loyalty. All recruiters readily acknowledge the difficulty in breaking into new clients yet believe their own are so vulnerable!

Consistent Honesty and Integrity

What is the single greatest complaint against third party recruiters? Research points to lack of integrity and honesty when it comes to applicant presentation and representation. Can recruiters be so naive as to assume clients will miss the negative traits and red flags? Is it really professional to use aggressive sales techniques to hammer out applicants? By establishing an unerring reputation of frank evaluation, clients come to trust and value a recruiter's critique and counseling. What better reward than to be sincerely asked your advice on whether or not to hire a candidate? The key theme in all three techniques is in treating clients the way you wish them to treat you. Common courtesy, honesty, respect and of course hard work will ensure loyalty and make a recruiter an invaluable and irreplaceable supply partner.

Phil Dubois, Pride In Personnel Inc.