The Difference Between a Job Order and a True Client

No matter what kind of year you’re having on your recruiting desk in 2016, recruiting trainer Greg Doersching of The Griffin Search Group believes there’s ONE thing that you should absolutely be doing right now. And that thing involves telling the difference between a job order and a true client.

“The single-most important thing you should do is take a group of special companies—companies you want to work with—and try to make them clients by the end of the year,” said Doersching.  “It’s going to take at least the rest of the year to build a relationship with them.”

According to Doersching, some recruiters don’t spend enough time building relationships with company officials.

“They all want the low-hanging fruit,” said Doersching.  “That’s the difference between taking a job order and having a true client. There are recruiters who will call two or three times, and then they stop calling, when it takes three times before the person on the other end of the line will even remember their name.”

Doersching once called into a company for five years before landing his first job order with that company.

“I would call every two and a half months, about five or six times a year,” he said.  “Eventually, the hiring manager called me back and said, ‘We think we need you.’  I’ve placed seven people with them so far.

“Ultimately, it’s about doing what’s smart instead of what’s easy.”

How many times do YOU call into a company before you stop?  A few months?  A few years?  Five years?  Do you stop—ever?

When you receive a job order from a company, is it just a single order from a company? Or is it one of many job orders from a true client?

— — —

Greg Doersching is managing partner and founder of The Griffin Search Group, a national search firm working in the direct hire placement industry.  Recognized as one of the most cutting-edge voices in recruiting, Doersching has presented training sessions for the National Association of Personnel Services (NAPS); the American Staffing Association (ASA); and the Association of Canadian Search, Employment, and Staffing Services.  Click here to learn more about Doersching, his family, and his training.