Detailed Client Discovery Process

Detailed Client Discovery Process

Turn First Conversations into Long-Term Partnerships: Master Strategic Discovery That Sets You Apart

  • 12 modules
  • 2 hours
  • Premium
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  • Strategic Meeting Architecture: Discover how to begin every client call with a clear, structured agenda that demonstrates respect for their time and positions you as a professional partner.
  • The Deepest Discovery Framework: Master the art of asking insightful questions that uncover a client’s strategic objectives, business challenges, hidden opportunities and true talent needs.
  • Avoiding Common Pitfalls: Learn why most fail so you won't. Understand why rushing to secure a requirement can backfire and learn how to build rapport and trust for long-term collaboration.

Investment $1000 USD

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Why This Program Works:

We often compare initial client meetings to first dates. As recruiters, we want to date better, meaning have relationships with higher quality clients. Yet on that first date, we take any client we can get. Red flags don’t turn into green money. 

Many recruiters struggle to establish credibility and depth in client relationships, often jumping straight to transactional conversations that lack strategy. This program teaches you to approach client discovery with intention, focusing on the client’s objectives, organizational challenges, and long-term goals. And we’ll help you stop taking on red flag clients!

Wanna know a secret? A masterful discovery call lays the foundation for years of exclusive partnerships and premium fees. By setting a thoughtful agenda and prioritizing discovery over sales, you’ll stand out as a consultative partner and someone they will want to use time and again. This approach helps you secure better-aligned searches and strengthens your position as a trusted advisor. When done correctly, client discovery calls can uncover deeper opportunities, help you build lasting relationships, and elevate your reputation in the market.

Program Syllabus:

  1. Introduction to Client Discovery Calls

    • Why traditional recruitment methods fail to build lasting partnerships.
    • The mindset shift needed for impactful discovery conversations.

  2. Setting the Agenda

    • How to structure an effective agenda for clarity and professionalism.
    • Responding to common client questions, such as fee discussions, with confidence.

  3. Background and Transition Techniques

    • Crafting a concise and compelling introduction.
    • Using strategic “throwaway” statements to showcase your expertise subtly.

  4. Strategic Questioning Framework

    • Learning to uncover a client’s business objectives and talent gaps.
    • Techniques for addressing and framing organizational challenges effectively.

  5. Building Rapport and Handling Objections

    • Strategies for shifting conversations from transactional to consultative.
    • Managing difficult clients and establishing mutual respect.

  6. Closing the Call and Scheduling Follow-Ups

    • The importance of summarizing insights and securing next steps.
    • Setting the stage for deeper discovery and a stronger working relationship.

Elevate your client interactions and establish yourself as a strategic recruitment partner. This program equips you with the skills and confidence to turn every discovery call into an opportunity for meaningful, long-term collaboration. Start building better client relationships today!

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What Recruiters Are Saying

Here’s what top recruiters say about Jason & Tricia

Cara Houshmand
Accountants One
"I highly recommend Tricia and Jason’s eSSentials: An Intro to eSourcing. It is much more than Boolean searching and they delve into the why’s and how behind it so you walk away with a deep understanding and ability to effectively put all of the information together. I was finding better candidates after week 1, 4 sessions later and I am routinely finding those “purple squirrels” in less time that it used to find mediocre candidates. Tricia title of Master of sorcery is well deserved."

Matthew Moses
DPR Construction
"Nine years. I believe it’s been nine years since my first eSSentials class with Tricia and Moore eSSentials. Nine years on, and I still make daily use of the tools she and Jason taught, and continue to teach as the course evolves. Her depth of knowledge of the subject matter obviously comes from years of practical experience. I’ve found Tricia’s ability to clearly and patiently explain the content with just the right amount of wit injected to be her greatest gift. The tools Moore eSSentials teaches are, in my opinion, required learning for any recruiter who wants to run an efficient, effective, and authentic/human practice. You set the goals that are right for you and your business, and they’ll provide you the tools to make it happen!"

John Mein
Mein Executive Talent
"I just completed the 4 week Moore Essentials Sourcing Class and it was outstanding! Tricia and Jason are obvious experts in the field of recruiting from soup to nuts. They work so well together that the class is a joy to attend. I have been a recruiter for only two years and I learned so much from them. Another much more senior recruiter friend of mine had us sign up an Indian sourcing firm for $1500/month and the candidates they supplied were sub-par. Using the tools and techniques I learned from Tricia and Jason, I am now enabled to find far more and better candidates on my own. Both Tricia and Jason went out of their way to help every student in the class understand and use the concepts."