The Client’s Challenges Are Yours

blending team

There’s nothing like undertaking a huge project with a known client with whom you have a long and positive relationship. That was the case for us a few years ago when one of our clients, Nemours Children’s Health, a major healthcare provider in Delaware and Florida, prepared to open a new hospital in Orlando.

Through that process, and other experiences serving clients over the years, we have come to use what we call the Blank Sheet of Paper approach when working with a client to develop solutions.

Here’s how it works. We don’t make assumptions in our approach or just go to a “solutions file” when the real need and opportunity is a customized solution that would match the client’s unique culture. business, budget and talent challenges. Rather, welisten, and based on those conversations covering the client’s goals and our established relationship, we put a plan into action, together.

In the case of Nemours, we had worked together on projects for the past 10 years. Such a long-term relationship creates an atmosphere of trust and willingness and an expectation that we, the recruiting firm, will develop creative solutions in response to issues that inevitably develop. First we identified a physician recruiter, then three healthcare recruiters (for nurses, therapists and auxiliary hospital staff) and two recruitment coordinators. From there the work began and lasted right through the hospital’s grand opening.

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The benefits of long-term business relationships are obvious. But what are the keys to maintaining such relationships especially in a business climate where competitors are ever-present?

First, consider your staff and your client as being members of the same team. Know the client’s priorities as well as your own. Be able to anticipate client feedback instinctively… as fellow team members often do.

Second, consider approaching your clients with a Blank Sheet of Paper, practically and philosophically. Even if you feel very confident in your relationship, be open to new possibilities, really listen to identify underlying objectives and then be flexible with your solutions.

Then, keep your lines of communication open well into the solution phase. You’re on the same team, so of course the client’s challenges are your challenges.

Melissa Beckler, Nemours’ talent acquisition manager, recently attributed the success of this project to our recruiters “becoming part of the Nemours family.” That’s the ultimate compliment and a perfect way to nurture an on-going business relationship.

MORE: Cultivating Client and Consultant Relationships

Chris Burkhard

Chris Burkhard
Chris Burkhard is president of CBI Group.

Chris Burkhard

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2 Responses to “The Client’s Challenges Are Yours”

  1. […] Client’s Challenges Are Yours – Chris Burkhard, President of the recruiting firm CBI, gives this tip in his article for Staffing Stream: “Consider your staff and your client as being members of the […]

  2. […] Client’s Challenges Are Yours – Chris Burkhard, President of the recruiting firm CBI, gives this tip in his article for Staffing Stream: “Consider your staff and your client as being members of the […]

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