Yesterday our firm kicked off a CEO executive search for a privately held company in Austin. When possible, I always ask my staff along with me to listen directly to the client as they describe their needs related to the executive recruiting project. As I sat there listening, I was really proud of my staff as they dug in and listened intently and also asked great questions of our client.
Why bring your staff of researcher(s) and recruiter(s) along to client meetings?
1) It sharpens the target for our team. They hear directly from the client what they truly want in a recruited executive and they will pay strict attention to company culture.
2) A rapport develops with the client and the staff and this is great in the event they need to reach directly back to each other later in the project.
3) The client feels that you are putting your entire, best effort into being successful with the project.
4) Adds to the positive morale of your team as it gets them out and about in front of the client directly and it also sends a subtle message that you think they are important and vital to success (they are).
5) Your team will feel like they have “skin in the game.” Now that they know the client, they will feel personally connected and will not want to let the client down. It becomes more personal.
6) If the client adds additional challenges to the search, the research and recruiting staff will take this in stride as they better understand the client source.
7) It develops your staff so that they can someday be on direct point with the client. If you are a truly good leader, your direct reports will use your actions as a template for their actions and growth in the future.
I thought of about 7 reasons why you want to take along your research and recruiting staff to client meetings. There are probably more. In the end, you possess more probability of success with the executive search project by bringing your staff along to client meetings.
