- Have a purpose behind every phone call, email or letter.
- Get in front of your client at every opportunity, taking job briefs, presenting shortlists or undertaking performance reviews.
- Deliver exactly what the client really wants.
- Take the time to learn about your client at a personal level.
- Acknowledge when you have made an error, openly and honestly.
- When negotiating, always ask for something in return when asked to discount fees or modify the process.
- Educate clients by asking the right questions, not by telling.
- Focus on helping clients get a better result, not on making placements.
- Only submit candidates that accurately match the brief. This builds trust and opens the door for exclusivity, repeat business and referrals.
- Personally mail or email articles of interest on a regular basis.
