Your Job Is To Figure Out What Will Make a Match

Dear Barb:
I’ve about had it with my candidates and clients. They are making such awful decisions and saying things that are ridiculous. How do I get them to change their attitudes and decisions without offending them?

Mary Z.
Detroit, MI

Dear Mary:
If you want to experience a high level of success at recruiting, you need to learn two very important lessons:

  • It is not your job to agree or disagree with your clients.
  • It is not your job to agree or disagree with your candidates.

In fact, neither of them welcomes your opinion and often don’t follow your advice. The truth is you never really know who your clients will hire. You can’t screen for chemistry, company culture, and personality.

On the client side, it is your job to listen to the feedback you get from your client and figure out exactly what type of talent they will hire.

Article Continues Below

On the candidate side, it is your job to present an opportunity that hits this candidate’s hot buttons so they will accept an offer when it is extended. You deal with human beings on both sides of the sale who change their minds. It’s just easier to work with them when you learn not to agree or disagree with them, but rather figure out what will lead them up to an offer and acceptance.

Barbara J. Bruno, CPC, CTS

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


Leave a Comment

Your email address will not be published. Required fields are marked *