Today’s post is courtesy of guest blogger Kimberley Chesney. Kimberley is the owner of Prime Management Group in Canada, with offices in London and Kitchener (Ontario). Kimberley is a long-time volunteer for NPA, currently serving as Chair of the NPA Board of Directors.
Why is it that clients are asking for so much information before they make a hiring decision? One of the frustrations agency recruiters have is working with clients who are slow to pull the trigger and HIRE!
When this type of thing happens, it is a good idea to learn something. For example, if this is a new client and you haven’t worked with them before, chances are, you don’t know much about their decision-making style. Many so-called hiring authorities are just one link in the chain of command and really have no sole discretionary powers to actually create the offer of employment. Unless you are dealing directly with the owner of a firm, you are likely faced with a situation where there are multiple inputs coming from different parties before the hire actually happens. Your contact may be asking people’s advice from inside as well as outside of the company. Suddenly, everyone becomes “recruiting experts” and they start adding layers of opinions, sometimes clouding and delaying the big decision.
A good practice is for agency recruiters to evaluate how decisions are going to be made before starting the search process. In a bureaucratic “cover your behind” type of environment, you will just need to breathe and take it one step at a time. Delays will happen. On the other hand, in an entrepreneurial environment where decisions can happen quickly, agency recruiters must be prepared to provide the required information in a timely fashion so the client can respond.
For example, how many of you actually do a Google or other type of internet search on the name of your finalist candidate? Sounds simple, but you can be sure those so-called recruitment experts are searching Facebook, LinkedIn, etc. and looking at what your candidate is all about. Agency recruiters who skip this step could end up in an awkward situation if the client finds out something before they do!
Successful agency recruiters never assume they are being paid to provide a name and a resume. A robot can do that. What are you doing to allow the client to make an informed hiring decision? When you send them that invoice for a nice big fee, will they look at it and say, “That was worth it,” or will they be left wondering, “What did I really get for that price?”
Stop and think about what you are actually sending your clients. Is it what they want and need or is it just something you think they should have? Too much or too little? You need to decide — and it will be different for each client!