In a recent post on the GMA News Centre, I highlighted the importance of ‘Why’ as the 1st of the 3 key steps within our sales / consulting process.

In my opinion, the 3 fundamental steps in our engagement with any person within recruitment or consultancy are:
1. Identify and prioritise the ‘needs’, not just the ‘wants’.
2. Match your tailored solutions to these ‘needs’.
3. Close – a specific agreed action of next steps to a timescale.

I believe our understanding the ‘why’ (normally multiples) that drives what our prospect candidates or clients need, is the very basis and starting point for our engagement with them.

We’re then in a far better position to deliver our ‘How’. The how we do what we do, that delivers our added value to our candidates and clients and why they come to us 1st when they’re looking for a new role or new talent.

Our understanding of the individual’s primary drivers is the basis for us to develop and consult with them to deliver tailored solutions that are the best available to them in the current market.

It is not just our specialist and current market knowledge that enables our ability for this consultant approach; it must primarily be, our focus on our ‘How’ we deliver it based upon our Vision, Mission and Values.

When these are clear, shared and owned individually and across the business, then our candidates and clients are more likely to receive a consistent and high-quality service, specific to their needs.

How clear are you on your ‘How’?

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