A trusted advisor or just another supplier? Observations of an IT Recruiter…By Darren Saul

After having recruited in the IT space for many years I canhonestly say that I feel extremely fortunate to have developed very strong relationships with clients who really value my service and counsel. Trusting business relationships like these only further fuel my passion for the recruitment industry and inspire me to continue to strive to provide my clients with the best service possible.

Of course, relationships are always a two-way street and I would like to share some of the insights I have gained into best practice recruitment and the development of a strong client/recruiter relationship; the very life-blood of my profession.

“The Unspoken/Unwritten Word” - The art of recruitment is heavily based on subtleties, judgements and reading between the lines. Dealing with human beings and their various personalities can be a challenging process that requires much care, finesse, and most importantly face to face contact. I am always astounded when I hear of consultants presenting candidates they have not even met to clients they have not even seen. How can we possibly hope to make great matches in the dark? We are consultants and advisors - NOT gamblers! There are many subtle messages conveyed by an organisation’s premises, a client’s expression and a team of employees in motion. We need to perform our craft based on SENSORY information as well as verbal and written information.

“Information is King!” - The recruitment of a new team member is a very important step for any organisation. It can make or break team productivity. It can energize or strain morale. If it is handled properly it can be a very pleasant experience. Handled poorly, it will almost certainly bring pain and frustration. “Information is King!” We need to obtain detailed knowledge of our clients’ businesses and the people involved. We thirst for detailed job descriptions and extensive candidate feedback (verbal is preferred). A client must take the time to communicate this information and a recruiter must be willing to LISTEN - a skill that perhaps we sometimes heavily undervalue. Recruiters must be honest and forthcoming with their clients during every exchange. Only then can mutual trust and respect develop.

Hidden Treasure – The client/recruiter relationship can be feared or it can be embraced and cherished. Yes the recruitment of a company’s most valuable asset is no small accomplishment, however we can offer so much more! Insights into market trends, employees’ fears and expectations, market rates/salaries and availability of particular skills are very precious commodities. Many organisations are unaware of the untapped resource lying dormant in an under-developed client/recruiter relationship. We will be treasured and treated like royalty when we “stack the value!”

A nurtured and valued relationship equals a respected and successful partnership! Not just another supplier but a trusted advisor!