To define a ‘win” in our industry is landing a deal. But, how often do we step back and get the story behind the deal? How often do we place diversity ahead of commission? In my current role, I work directly with our delivery teams to implement recruiting strategies for our managed services provider (MSP) programs division. While the role in and of itself can be complex, it’s nothing compared to the challenges of recruiting in the MSP/VMS (Vendor Management System) space. Contractors continuously come on and off of assignment and it’s my recruiting team's job to redeploy contractors to the appropriate role while satisfying the client’s need first and foremost.
In this type of recruiting landscape, it’s easy to go on autopilot focusing solely on filling the role in front of you. But, what I’ve learned over the years is that the key to "winning" isn't in the details; it's about caring for the people you are representing. Recently, we identified a fantastic candidate while working on a scientist role for one of the world’s largest pharmaceutical clients, located in Massachusetts. After posting a job on LinkedIn, a highly-qualified candidate emerged. The candidate then informed us that she was hearing impaired.
Our client was informed of the process each step along the way and the candidate nailed the interview. However, with the highs come the lows. After a positive interview, we were informed that the opportunity went on hold due to budgetary reasons. Through steady coordination, patience, and a can-do attitude, the client eventually called back specifically requesting the candidate we submitted two months prior for the role that had once been dead in the water.
Which brings me back to the advice bestowed upon me at the start of my career. We want to win everything, but that doesn’t mean we should. Recruiters have a great responsibility to learn about the candidates they represent and find them the best job on the market – for them. As we all know in this industry, job opportunities can fall through, but good candidates should never get left behind.