It’s not ALL about you. How will your clients be feeling?

As the talk of a recovery in the hiring market gains momentum, recruiters are gearing up for how they might take advantage. But before we think about us, let’s talk first about the mindset of clients as the market recovers. We need to remember that clients will be bruised from layoffs and cutbacks too. They will be under pressure to deliver. They may be confused themselves about the strength of the market and whether it’s time to hire. Their own corporate strategies will have changed, culture will have evolved, management style will have shifted, corporate needs will have changed, and indeed there is a good chance that their own manager may have changed under a restructure or a downsizing.

So initial hiring will be tentative. There may be some tyre – kicking by clients. Clients will want to get an “exact fit” because they will be terrified of making mistakes.

So that brings us to a key recruiter skill. One that has been blunted by lack of use during the boom, “burn and churn” years. That is the importance of asking drill-down questions so as to truly understand client needs. Bear in mind the client may not know themselves what they really need. Taking a job order may well be a journey of joint discovery. We need to take great job orders, be consultative and question clients’ briefs carefully.

Think about your clients’ mind set when things pick up. What do they want? And what do they need from you at this time?

It could be the start of a beautiful relationship!