H

ANDLIING THE OFFER STAGE OF A PLACEMENT

Allow me to paint a picture. You just qualified an assignment. You

secure a service agreement. You create a target list and your recruit

presentation. You make room on your desk to start the search. You

make a ton of calls, talk to many potential candidates, gain the

interest of a few and narrow it down to the top 3 or so best

candidates. You present the candidates, set up the interviews, coach

and debrief throughout the process and your client decides to pull

the trigger on the one they like best. The next thing you know your

hiring manger says, “I’ll take it from here.” Sound familiar?

Why is it that some hiring managers want our help throughout the

process until it reaches that critical stage? The stage when both

parties have to make the most difficult decision to date. The stage

when emotions are at there peak…when our work here is almost

done. Is it ego? Is it tradition? Is it that your hiring manager wants

to close the deal? It could be anything.

The key to being the one to make all offers starts at the qualifying

stage and continues throughout the hiring process. In order to

secure the responsibility for making the offer, follow these simple

steps:

1.

Act like a consultant… not an order taker.

2.

the offer.

Know why it’s in the client’s best interest for you to make

3.

them.

Explain to the client in terms that are meaningful to

4.

Be matter of fact in your delivery.

5.

phase.

Consistently reinforce this process throughout the hiring

6.

placements that didn’t happen when you weren’t the

one making the offer.If necessary, let the hiring manager know about