Client Ambivalence

Sometimes a client can treat us as if we are the server in a restaurant. We’re responsible for taking the order and delivering the food. Nothing more, nothing less.
They don’t understand the relationships we build with our candidates. They don’t understand the objections or concerns we can uncover. They don’t understand how important the preps and debriefs can be to the success of the placement. They ordered a candidate, and now they want to eat in peace.
So, what do we do when the client only wants us to source and then invoice?

We give them what they want.

All clients aren’t going to value, or even recognize, your contribution. They’ve only worked with subpar recruiters who sling paper. That’s not you, but they don’t realize the value you can add.

It’s frustrating, but we have a saying I’d like everyone to internalize… Don’t get mad at your money. Ever. It’s okay for you to provide a lessor service for the same payment. Does your likelihood of closing the deal decrease without your involvement? Yes. Does it mean you should walk away from the client? No. There’s still money to be made, even when the client doesn’t see the value you can add.

Use these opportunities to practice your ability to be a chameleon. The only way to practice converting a client into one that recognizes your value is to continue working with them and demonstrate it.

Gently provide information, but don’t be upset if they don’t use it or leverage it to attract the candidate. Offer assistance, but don’t be upset if they don’t take it. Continue to work directly with your candidate, but don’t be upset when the candidate learns information before you do.

The key is to not be upset. Every client isn’t going to value you at the level you’d like, but that doesn’t mean there isn’t money to be made. Never get mad at your money.