Today’s guest blogger is Phil Chappel with P. Chappel Associates, a professional recruiting firm based in Basking Ridge, New Jersey. Specializing in engineering, management, sales, marketing, and support in the technology space, P. Chappel Associates was established in 1996. Clients are located throughout the United States, with concentration on the east and west coasts. Several clients are expanding worldwide. Phil is currently serving on the NPAworldwide Board of Directors. He shares his secret to success in recruitment below.
Someone recently asked me what has contributed to my success and longevity in the fast-paced, competitive recruitment industry. I answered that you must be knowledgeable and work hard, as well as be able to adapt to evolving recruitment strategies and changing market dynamics. However, two fundamental principles have remained at the core of my approach: selling myself to all clients, candidates and recruiting partners, and treating everyone with kindness and respect.
Selling Yourself
Success in the recruitment industry is built on trust, credibility, relationships and results. No matter how impressive your experience or track record, if you do not actively sell yourself to everyone, you risk blending into the background. Selling yourself is not just about pitching your services or expertise; it is about consistently demonstrating your value, your unique skills, and your commitment to the success of all parties.
For me, the first step in selling myself is ensuring that I truly understand the needs of my clients, colleagues and candidates. Whether it’s a company looking to fill a crucial role or a job seeker searching for the perfect fit, I take the time to dig deep into their objectives, pain points, and aspirations. By positioning myself as a knowledgeable and empathetic partner, I’m able to show that I’m not just filling a vacancy—I’m helping build careers and organizations. This tailored approach creates a strong foundation for trust, which is essential.
Selling myself also means highlighting my experience but doing so in a way that showcases the value I can bring to others. Instead of just listing my achievements, I frame them as solutions to my clients’ and candidates’ needs or problems. It’s not enough to be good at what you do—you have to make sure others know it, and you have to communicate your worth in a way that resonates with them. This level of self-promotion is not about ego; it’s about making sure the people I work with understand why they should choose me as their recruitment partner.
Treating Everyone Well
While selling yourself is critical, you must back it up with authentic actions and real results. One of the keys to my long-term success has been treating everyone I interact with—clients, candidates, colleagues, and even competitors—with kindness, respect, and fairness. In recruitment, people are your greatest asset, and treating them well fosters loyalty, trust, and long-lasting relationships. Going out of your way to help others pays huge dividends.
We all know that the candidate you help today could be your client tomorrow. The HR manager you assist in filling a tough role could move to another company and remember how you made the process easy and supportive. By treating everyone with respect, you not only build a positive reputation; you also create opportunities for repeat business, referrals, and lasting professional connections. I definitely receive more than my fair share of referrals.
Kindness in recruitment also means recognizing the human side of the business. Candidates are more than just resumes, and companies are more than just job postings. Understanding the emotions, hopes, and fears that come with job searches or hiring decisions allows you to approach each interaction with empathy. When you prioritize the well-being of the people you work with, you create an atmosphere of trust and collaboration. This leads to better matches, happier clients, and satisfied candidates.
The Synergy of Selling Yourself and Being Kind
Ultimately, selling yourself and being kind go hand in hand. When you promote yourself effectively and follow through by treating others well, you not only stand out from the competition, but you also build relationships that sustain your business. This combination of self-confidence and compassion has allowed me to thrive in the recruitment business for so long.
In an industry that can often feel transactional, showing that you care about people—not just placements—makes all the difference. This is the foundation on which I have built my career, and it’s a strategy that I believe will help me through more economic downturns and continue to serve me well for years to come.