What part of the job do you enjoy the most? Cold calling for new business or finding that elusive candidate?

I used to dread client development, but in recent years I've discovered that it's something I do well and actually enjoy. (never would have imagined that when I started out many years ago.)

So, what's your favorite part of the job? and your least favorite?

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This is an interesting (and revealing) question!

Me? Cold calling to find elusive candidates!
I'm definitely more comfortable cold calling candidates and my favorite part of the business is guiding clients and candidates through the interview/offer process. I am working on improving my business development calls. Pam, would you share with me how you went from dreading client development to enjoying it?
New Business Development! The thrill of the chase! I love it. My least favorite is dealing with consultant care and all my contractors thinking they deserve a raise after being on the job for 4 weeks!! :)
Hi Scott,

It is really a confidence and experience thing, for me anyway. I also target potential new clients very carefully, so I reach out to fewer, but my success ratio is much higher. When I contact a new client there's usually a reason why I want to work with them, such as it's a niche that I do a lot of work in, such as search engine focused technology. So when I connect with them, that's my edge. I mention that I've been recruiting in this area for a long time and that I've have a deep network in the search engine space and have been placing candidates with this experience even before the days of Google. One of my clients back in 1996 was a search engine company. And since it's an area of interest, that enthusiasm comes across as well.

Once I figured this out, everything 'clicked' for me and now getting new clients is honestly the most fun, I have it down to a great system that works incredibly well. The more you do it, the better you get...confidence is the most important thing though. You don't need to have as many years of experience as I do, you just focus on what you do have to bring to the table.

~Pam

Scott Godbey said:
I'm definitely more comfortable cold calling candidates and my favorite part of the business is guiding clients and candidates through the interview/offer process. I am working on improving my business development calls. Pam, would you share with me how you went from dreading client development to enjoying it?
Karen,

I totally agree. I've found that if you perform well for your clients you don't have to worry about your competition. But you have to always perform well! This often leads to referrals to other clients and candidates. I think the best 'networking' in many cases is just doing your job really well.

~Pam

Karen Mattonen CAC CSP said:
Clients all the way.. totally more fun, and definitely more laid back with the clients. Most of my clients I have had for over 10+ years, and they are almost friends of mine.

Candidates get too wishy washy, and I have to be constantly on the watch out for red flags.. dealing with the emotions and concerns, and of course being the guideance counselor, the nursemaid, the friend, and of course the professional all in one, makes it harder to develop the relationship during the placement process.. that comes with time and of course as trust develops..

Client development is so important Pam, and something that is not focused on in our industry enough. In fact I have heard too many recruiters have say that there is no such thing as client loyalty in this industry.. which I think is a true misnomer..

My Valued clients really know that if I send in candidate in that the candidate Fits their mould.. what they are looking for. Especially the ones which we share astrong relationship . they know that I specialize in the industry and know the ins and outs, and respect my opinion .. that there is no waste of their time, so they tend not to waste mine.. Clients who don't they don't remain clients very long.. (gee this makes me sound arragont)

Hmm. Maybe my clients are "trained" (said tongue in cheek) to my ways, and they respect me, allowing for easier placements?

What are your thoughts?

This is a GREAT question!

Karen..

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