Ask Barb: Screening Candidates

Dear Barb:

I’ve heard you say, “When in doubt send them out! Too often we screen out candidates our clients would hire.” Do you have any empirical evidence or data to support your assertion?

Alan T., Sarasota, FL

Dear Alan:

Every time an experienced recruiter has left my firm over the past 33 years, we have generated a higher level of revenue from their clients. The main reason: They “knew” what their clients would hire. I believe we never know what our clients will do. They surprise us on a regular basis. If our candidates meet the minimum requirements of the job specs we have been given by our clients, we need to submit that candidate and allow our clients to make their own decisions on whom they hire. We have placed hundreds of candidates we didn’t necessarily like, but our clients loved them.

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This is what I’m referring to when I say, “When in doubt – send them out.” I’m not talking about sending unqualified candidates, but I am trying to teach recruiters not to think that they can read the minds of their clients.

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


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