Relationships – Part 1 of 2

Two-Part Blog on Relationships: The first from an Account Manager’s  perspective and the second from a Recruiter’s perspective.

The number one word that comes to mind in our business is ‘relationship’.

When we call on companies or candidates it is important that we explain how our process works, what they should expect of us and what we expect of them all in hopes of forming a bond or connection.  This process is also true for the way we work internally. Everything an Account Manager or Recruiter says or does is all a part of creating a strong connection with others. Relationship building and fluid communication are vital to our success. The relationships we build with clients and candidates are just as fundamental as the relationships we have with each other.  The interaction between a Recruiter and an Account Manager is the foundation for our business and the root of our success.  In the next two blog posts we have given you insight into our day to day activity and how much our success is dependent on one another.

Part I

By Nina Rosen

As an Account Manager my process begins long before I ever pick up the phone. I spend countless hours researching companies and scouring job postings for positions and companies I think could use our assistance. After finding the company I search for people, strategically searching our database or LinkedIn for the leaders I think will benefit most from my call. Once all that information has been acquired my dials begin.

I spend 60% of the day listening to a ring tone. I have become so accustomed to calling some of my target accounts that I know their numbers and receptionists names by heart.  The routine of calling the same companies is broken up by introducing new organizations into the mix. There is a thrill in not knowing if you will hear an automated voicemail directory or if an actual person will pick up (it’s the little things you have to look forward to).  When someone finally answers I can barely contain my excitement. In a sales training Tim Alderman said “you only have to be brave for ten seconds at a time” and I take that advice with me into every call.  The best case scenario is that a hiring manager has a role and open to meeting to discuss working on it together, but most of the time I schedule a follow up for down the road.

When I am presented with an opportunity I like to meet with the hiring manager because it helps me understand the positions, the team and the company. It also allows me to attach a face to a voice or name. It makes the whole process more personable and I personally think meeting is one of the fundamental keys to filling the job requirement.  Even if there isn’t a role open or they don’t plan on hiring for six months I want to be the person they think of when that time comes, not just a voice or name on the phone, but a face they can recall with ease.

We may sit down and meet over coffee. They have a position they need filled and I gather all the necessary information to find the right fit. The must-have skills, like to have skills, certifications, degrees, and salary or rate. I try my best to get every last detail so I can find their future employee. I tell them about our 48 hour process and my expectation for the same timeframe for feedback.

I take all the information provided and pass it along to our team of highly skilled, highly trained, tech savvy recruiters. All Account Managers have a different expectation; some of us need every last detail upfront while others like to gather some information on their own. Some of us must talk or meet with every single candidate and others rely on the recruiter’s confidence in a candidate to move them forward. Recruiters also have expectations for Account Managers, needing feedback or search alterations. We are entirely dependent on each others’ ability to communicate and lean on each other for support.  As an Account Manager your success is only met with the success of the recruiting team. You fill each position together.

In Part II we’ll look at Relationships from the Recruiter’s perspective.

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