(Note: This is the fourth in a series of blogs that shares the thoughts of industry trainers regarding how to stop time from killing deals. Below are the insights of Doug Beabout of The Douglas Howard Group.)

Doug Beabout, CPC

“A recruiter has to understand far beyond knowing what the client wants. They also have to know why the client has to have it. That gives the recruiter the leverage of influence to keep the client in motion to decide to hire the candidate.

“The recruiter also has to know how to become an extension of the company in today’s talent pool. They have to know not only the job, but also why it’s an opportunity for the candidate; the company, but also how they’re going to attract and retain top talent; and the manager, but also what about them is going to compel a person to want to work for them.

“This whole issue is also related to client control. Control is not taken, it’s granted. It can’t be seized; it can only be given. If they [company officials] are not granting you the control, either you’ve failed to become trustworthy enough or they’re not in enough pain. Who gives a doctor a scalpel until they’ve taken all the pills they can take?”

(The above information appeared previously in the Networking News newsletter, a publication of Top Echelon Network, the leading split placement network of recruiters.)

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