Congratulations! After countless marketing presentations, you’ve found a prospective client who has an opportunity that you could potentially fill. Before you drop everything and start making recruiting calls on behalf of that prospective client, there are two more steps that must be taken in the process. The first step is to prioritize this search assignment and select only those searches that you have the highest likelihood of successfully completing. The second step is to take a quality, in-depth search assignment that highlights numerous critical areas pertaining to this opportunity. Skipping or shortcutting either of these two steps will result in a much longer, less efficient, and less effective search process.
Taking a thorough and solid search assignment is the most valuable tool you have for determining how you can best partner with and serve your clients. There are ten essential areas of a Solid Search Assignment Profile – the first nine are listed in this section with questions and dialogue for each. The last area of the form, “Establishing the Proper Service Charge and Terms”, will be covered in the next section of the Exchange.
The Pareto Principle (also known as the 80-20 rule), when applied to recruiting, says that roughly 80% of our placement success will come from as few as 20% of the job orders and search assignments on our desk. The better job we do at identifying which 20% of our job orders are the highest priority, the faster we can generate over 80% of our revenue. There are three primary buckets in which we can group our prospective search assignments – “Can’t Help”, “MAPPING”, and “Quality Search Assignment”. Let’s break down each bucket: