Closing a deal with a client for staffing

How to create outlook signature

what's up you guys it's been hey I come to you today with sort of a chicken and the egg story I was talking last night with one of my buddies Eric who's also recruiter and he's currently working with a candidate who's in the software field and he had a little bit of an issue he was discussing with me about this candidate the candidate had a ton of issues with finding a new home he was extremely picky he had lots and lots of desires needs demands what-have-you making it basically impossible for Eric my buddy the recruiter to find him a new client so the question remains what do you do do you find clients first or do you find candidates first and then go find those candidates homes now speaking specifically to this issue my general rule of practice always is to find clients and then go out and hunt candidates for that client in specific now the reason for this is that it is a whole lot easier to find yourself a client first and then go hunt the candidates reason being is that once you find the client you then have every single item of demand that the client needs rather than the candidate the reason this is extremely important is that the client is ultimately who's paying you the candidate is not paying you yes the candidate is a portion of the deal and that they're actually the product that you're going to be delivering to the client however when you work with a client directly you're going to be finding out what types of employees they want you know what skillset they need what caliber of people do they need and you can take all that information and then walk downhill on emotion instead of uphill by utilizing candidates first and then clients second so let's walk through what it would look like to find a candidate and then go after clients so ultimately if you came across someone which does happen from time to time that is a candidate and they're on the market let's say they're hot meaning they're looking actively not passively this person might be in any niche in the world they might be in general labor or high-tech doesn't matter they could be worth $300,000 or $30,000 a year now this candidate is going to come to you with a few things they're also going to have like a client would their own demands desires and all sorts of things regarding comp location job duties and industry type etc etc you must understand that when you work with this candidate you are not obtaining or agreeing to any sort of fee that's in writing with anybody at all you're simply working on blind faith that you can find this candidate a home somehow somewhere and ultimately end up selling a client ie setting up a brand new agreement and then bringing them on board now you could see how many extra steps and how much more difficult this can actually be compared to finding the client and then just finding a bunch of candidates for that client so at the end of the day you're actually doing two cells with the candidate first meaning you need to win over the candidate to actually have them work with you which I don't know why you would be actively hunting a ton of candidates first before you have a client doesn't really make sense then once you did have a candidate that wants to work with you you would then need to go out and pitch them to a bunch of different clients around that are in their niche that are in their demand now caveat I did speak about this it's called pro marketing if you have a candidate that's gold and they're hot on the market meaning they're ready to take a job almost immediately they are someone that you can shop around but it's not something you want to spend the bulk of your time on nor do you want to do this as your main practice it might be something you might set aside 45 minutes to an hour to throw out a few emails check in your network make a post say hey I've got with XYZ skills does anybody have any interest etc etc that's the kind of thing I would do with an active hot candidate that I found first before knowing whether or not I have a client for them so at the end of the day when it all washes out I'm the guy who finds clients first and then candidates second it's just as easy as that and overall you're gonna find a lot more success doing that because the client is ultimately paying you for services the candidate is not although they are part of the deal the candidate is not paying you for the services the client is so the clients demands and their desires really are what matter in the situation not the candidates now yes you do need to find candidates that match up with all of those things the client needs however the client is going to be the one that is going to be paramount in the entire deal itself so overall if you learned anything from this video in specific I would tell you that if you're starting an agency or if you're a veteran just keep in the back of your mind that clients should always come first candidates should come second and I don't mean that and any sort of treat them in a certain way type of deal but I mean if you're actively hunting in a workflow sense you need to work with clients first and then candidates second and you will find success so that's all got for you guys thanks for watching I'll catch you tomorrow have a great one