Chat with us, powered by LiveChat Recruitment Guarantee: Two Key Questions for Search Consultants

Recruitment Guarantee: 2 Key Questions for Search Consultants

by | Apr 13, 2020 | Recruiter Training, Top Echelon Blog

By and large, recruiters are trained to tell their clients that they’re in the placement business, not the performance guarantee business.  However, if this is true, then why do they provide a guarantee on their placements?

The fact is, whether right or wrong, our clients consistently judge us through the performance of the individuals we place.

Nothing else has real value, if the newly placed employee does not properly perform the essential functions of the position and deliver to your client performance outcomes that meet or exceed their expectations.

Incongruity exists because, as recruiters, we do not control the post-hire environment, nor do we directly supervise the newly hired employee, both of which have a direct impact on their performance.  In fact, most job failures are not the result of an inability to do the job.  Rather, most job failures result from an inability of well-intentioned people to work effectively together.

Recruitment guarantee: what are we guaranteeing?

Therefore, should we offer a guarantee and if so, what are we guaranteeing?

When a new client brings up the subject of your guarantee, begin by asking a couple of key questions.  These two questions will help determine what we as recruiters are guaranteeing.

1. “When you say ‘guarantee,’ what specifically do you mean?”

Listen carefully to their answer.  It could be as simple as “what is usual and customary for the industry” or it could include provisions that are beyond the reasonable boundaries of a realistic business relationship.  Then ask the key follow-up question.

2. “Why is the guarantee important to you?”

Again, listen carefully to the answer because it will set the stage for everything that follows.

If the guarantee is important because the company has a history of high turnover, a significant problem exists.  This turnover problem must be discussed and dissected in detail in order to uncover the causes.  Do not proceed without having this in-depth discussion.

Assuming the client’s response is reasonable (i.e. to protect their investment), then focus your discussions on how to develop and implement a selection process that will help ensure they make the right decision.  After all, it is wiser to do the job right the first time than to squander time and resources in fixing an avoidable mistake.

This squandering of resources occurs even when a guarantee is present.  Bottom line: anytime a guarantee needs to be implemented, everyone has already lost.

However, we live in an imperfect world primarily because of the variation and volatility of the people who exist within it.  Therefore, both you and your client need to be accountable for those aspects of the situation over which you have direct control.

Top Echelon’s Training Library

Top Echelon offers a free monthly webinar as part of its Recruiter Coaching Series. After the webinars are over, we post the recorded version of the webinars in our Recruiter Training Library. These webinars touch upon a variety of recruiter-related topics. These topics deal with both candidates and clients. As always, our goal with these webinars (and corresponding videos) is to help recruiters make more placements.

In addition to training and webinars, Top Echelon offers other recruitment solutions. These solutions include the following:

For more information about Top Echelon and the products and services that it offers, visit the Top Echelon website by clicking here.

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Terry Petra is one of the recruiting industry’s leading trainers and business consultants.  A Certified Personnel Consultant since 1975 and a Certified International Personnel Consultant since 1989, Petra has extensive experience as a producer, manager, and trainer in all areas of professional search, including retainer, contingency, and contract, as well as clerical/office support and temporary.  For more information about his services, visit his website or call 651.738.8561.

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