No different than we can use an indirect approach when recruiting a candidate, we can use this same approach when pursuing new client development. This approach can be used to demonstrate market mastery and consultative questioning, as well as allows the opportunity for a client to volunteer themselves or their own needs. This is a great approach to use when you have a specific client in mind that you would like to target and partner with. Perhaps you know that they have done projects with your target client in the past, or they used to work at a firm you are targeting, or sit on a board with the leadership of your target client. This call can not only arm you with plenty of information to approach your target client and have a higher level of differentiation than all other recruiters.
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