Recruiters who
want to develop long-term relationships with employers need to know what major
factors contribute to a client’s desire to create a partnership with a
recruiter. Below are three major factors that clients consider before creating
an exclusive-like relationship with a recruiter:
1. Past history. Just like any sale, it may take several calls, emails and
letters before a client is willing to make a recruiter their “go-to” person for
sourcing. Recruiters looking to
build long-term relationships with employers should make sure that they remain
in contact with their prospects over time.
2. Employers want to know that the recruiter
is bringing to the table value they cannot find elsewhere or that is difficult
to find in another recruiter. In
other words, the recruiter should remind the client of how they benefit from
working with them as opposed to shopping around and working with another recruiter.
3. Employers want to know that the recruiter
will not damage their reputation of their businesses by sourcing job candidates
who are ill-fitted for their corporate culture. Recruiters who want to establish long-term commitments from
employers should focus on proving that they understand the client’s business
unlike other less familiar recruiters and can consistently deliver high-quality
and appropriate talent.