Client Control

I now comfortably sit on the client side of the fence. With TPR's calling me daily, I do feel popular. However, an interesting thing happened the other day. I received a cv of a pretty good sales guy, via my COO, via a TPR. (That wasn't the weird bit) I then proceed to move this candidate through our process.

Now, as we all know, things happen. Due to some of these "thing" I wasn't able to proceed as quickly as i'd like. Restructuring and the like etc.

When the TPR was following me up, he started talking about he was getting in trouble from his candidate for lack of client control. Whilst I understand the concept, I am wondering if it is appropriate to mention that to a client... I mean, who out there wants to be controlled?

Thoughts?

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Permalink Reply by Becky Metcalf on March 3, 2009 at 1:00pm

The TPR told you he was "getting in trouble with his candidate" for lack of client control? Guess his candidate control skills aren't any better... On a serious note though, Rayanne is right, it's all about communication - AND expectations. And being able to manage those curveballs that slow down the process. I assume when the TPR came to you for feedback he asked some questions about where things were and the reasons for the slowing of the process - if those "things" are discussed openly they are much more easily dealt with.

To answer your question directly though, I'm not sure I would ever use the term "client control" with a client directly. Same as I wouldn't tell a candidate that I was practicing "candidate control" while we were having our follow up discussions. Even though what we really mean is communication about the process and being able to drive a sense of urgency with our clients/candidates, folks do get a little touchy at the word "control".

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Permalink Reply by Tom Sweeney on March 3, 2009 at 3:53pm

Interesting post. I would agree that discussing the lack of client control with the client is probably not the best move for the sales person. The client should always feel like they are in control however the sales person should set their expectations from the client as well. The relationship between head hunter (indivudual or firm) and the client is one where work is required on both ends to result in a quick and successful hire.

I do agree with the comments below as well where client control can mean many things to many people. Perhaps a more delicate way of saying client control would have been appropriate.

Tom
http://sweens.wordpress.com

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Permalink Reply by pam claughton on March 3, 2009 at 4:17pm

Think about what he was really saying to you. I'm guessing that what he meant (and didn't articulate well) was that his candidate is getting perturbed because you haven't given feedback. From a TPR perspective, 'client control' is about communication. As long as I can communicate back to my candidate what's going on, I can keep him/her warm and excited about the job. Once they start feeling ignored and I keep saying 'no word yet, sorry, I have a call in." Well that reflects poorly on me and on you. It shows that you don't have respect to keep me updated so I can do the same for the candidate, and it makes the candidate wonder if you're interested at all... Communication, even if it's "I'm so sorry it's taking a while, but the hiring manager is traveling this week. Susie is still our top choice.....or we have one more person and then we'll make a decision" Or whatever....

The more information YOU can share with the TPR, especially if you are interested, the more smoothly the process will go for everyone.