This past weekend, I bumped into a former colleague whom I had not seen in many years. We both started our careers in TA and remarkably followed a very similar path.
As it turns out, he has recently launched his new search firm and was venting about his frustrations over a particularly “difficult” client whom he didn’t know how to please.
Having been through this MANY times over the years, I thought I could offer him some insight. So, we each got a hotdog combo at Costco and sat down to chat.
It is quite understandable. When prospecting for clients, new search firms twist themselves into pretzels trying to understand every nuance of their client’s needs. If the client mentions they want someone who’s “a real go-getter,” the firm’s team is ready to scale Mount Everest to find a candidate who’s literally a go-getter.
They nod earnestly as clients describe their ideal candidate—someone with the tenacity of a honey badger, the charm of a game show host, and the patience of a saint. The recruiting firm dutifully notes all these qualities, perhaps while silently questioning if they’re recruiting for a job or a superhero.
I get it; I have been there.
However, what I have seen is that the most successful recruiting partners—the ones who build lasting trust with their clients—understand that finding the right candidate requires more than just aligning skills and qualifications on paper. Sometimes, it involves offering a different perspective. And of course, pushing back when expectations are unrealistic.
You can’t genuflect your way to success.
Pushing back on a client, while potentially intimidating, can be a powerful way to earn their trust and build a stronger, more effective working relationship. It shows that you have a strong grasp of their field and are confident in your knowledge.
Let’s keep in mind that clients often seek expert guidance because they lack the same depth of knowledge or perspective. By challenging unrealistic expectations or suggesting alternative approaches, you demonstrate that you’re not just a yes-man but a true advisor who can guide them towards the best possible outcome.
This is in a nutshell what I suggested to my friend.
I know it takes courage to do this, especially early on when you are trying to get your fledgling business going. But the way I see it, this is a great way for you to vet whether the client you are engaging is someone with whom you want to work long term.
Ultimately, pushing back when necessary underscores your commitment to the client’s best interests. It shows that you are not merely interested in securing a deal or finishing a project but genuinely invested in their success. And this can be a key factor in building trust.
This is what we aim to do at JC Lauren Exec Search.
While “courtship” is nice, and undoubtedly an important part of the process, our goal is to establish long-lasting relationships with our clients where transparency is key and we both walk down the aisle towards a more meaningful and enduring relationship.
Ready to learn more? Send us a message and let’s chat!
