Do you remember playing the game “Telephone” when you were a young child? It went something like this: A teacher would have her students gather around in a circle right next to each other. She would then whisper a sentence or two into a student’s ear. That student would then whisper what he thought he heard into the ear of the student next to him. This would repeat until the original student was on the receiving end of the message. Inevitably, the last statement sounded nothing like the original message. It’s a lot like that in IT staffing Industry.
Think for a moment of all the folks that potentially can be involved in making a contract or direct hire placement. You have the sales executive, the recruiter, the candidate, perhaps a sourcer, your manager, HR, the hiring manager, who may or may not be the “Economic Buyer” who has budgetary control, the “User Buyer” who does not have budgetary control but can certainly say “no,” MSP representatives, third-party partners, and of course, many times the candidate’s significant other.
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Aside from all the players involved we have to remember we are selling a very emotional, sometime life altering opportunity. This is very serious stuff to many of the folks involved. It’s easy for us to think of the “six open orders” as occasions to make money, but we should also try and remember there are human beings involved in each one of these “orders” or “requirements”. Furthermore, the current candidate driven market almost guarantees every solid candidate multiple offers. Finally, many times we’re dealing with folks who speak English as a second language. There are multiple areas when communication can break down and a potential deal can fall apart at the last minute.
I propose that the sales executive in each opportunity should consider herself as the conductor of an elaborate orchestra. It’s the responsibility of the sales executive to make sure that the communication process is clear and everyone, as reasonably as possible, is on the same page. The CC function is a terrific tool to use when communicating back and forth logistics of the opportunity that are not confidential. In too many times I can count, I’ve seen a breakdown in communication between two colleagues at the same firm that has resulted in a lost opportunity. Make sure you clarify and confirm, cross your “t’s” and dot your “I’s” and do the best you can making sure everyone is on the same page so that the communication is clear and concise.
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