Dear Miss J,

It seems to me that this whole recruiting thing is just like dating; I look in all the right places for the ‘right one’, and lo and behold, there it is - the potential ‘dream client’. I gather up the courage to call the person and find out about them. Then I relay how truly attractive I am (purely from a business viewpoint that is). We talk a little more, and then it’s time for that first date. Should I go? Is this person right for me? Maybe we can continue our relationship by telephone or email? How do I know if this is a match made in heaven or just an accident waiting to happen?

Loveless of Lutherville, MD

Dear Loveless of Lutherville,

First consider whether it would be a worthwhile visit, and then think about why you want to go on this date (meeting) in the first place.

Will this meeting be worthwhile? Think, how many awful dates have you had? How many winking, food dribbling, train-spotting washouts could have been avoided with just a few more qualifying questions? When deciding on dates or client visits, it is best to qualify them. A two-hour drive to see a prospect that might have a requirement in 6 months is probably not the best use of your time. Admittedly, if that job was going to be a $250k VP of Business Development with a 25% fee, of course you would go! But if it is going to be a $20 an hour tech support job with a client that has no plans for growth and has not taken on anyone new in 2 years - is this your ‘dream client’? If you have three other meetings to go to in that town, with a time gap to fill, then by all means, go to that one too.

Do you see what I am recommending? Ask as many qualifying questions as you can to be ahead of the game and plan your time accordingly.

Also consider your reason for wanting to go to meet that client. Again, you can think of it like dating. The first date is to find out whether this relationship is going to work. Can you give them what they want, and can they give you what you want - their business! So you should find out about their environment, their plans, and their challenges/issues. You are far more likely to make a successful placement with a client you meet than one that you don’t. So my answer is no, do not continue your relationship by telephone if you think you and the client have a future together. When I think back to the clients I visited (which was very nearly every one) and those I did not, I remember one particular client I visited almost weekly. Because I did visit regularly I was able to have an excellent feel for the client, their environment, and their needs. Therefore I was able to look at a résumé and know immediately if that candidate was a fit. I would not have been able to make such a judgement had I not seen the place for myself and gotten to know the different levels of people, from reception to CIO, within the organization.

Let me know if you want to take the next step. If you do, let’s talk about asking for that first date!

Sincerely,
Miss J