What is Going On and How Do We Stop It?

Hi Danny: 

Just last week we had 2 accepted offers go south. And we have had offers not accepted. One took a counter offer after accepting and the other wanted a loan and to moonlight and the client was considering the loan but not the moonlighting. Any way to save? (It is too late now, but curious what we can do to avoid these challenges?) 

AccordingToDanny replies: 

As disheartening as it is to lose deals like this, try to remember what it was like when it was less candidate centric, when unemployment was 3 times as high as it is now, and clients had no interest in paying your fees. This market is hard, in its way, but it is a playground in the big picture. You’ll have more turndowns because candidates, according to a Marist Poll, overwhelmingly (84%) say they have no fear of losing their job and even less fear of getting another one. The chips on their shoulders are real and they are not going away soon. 

Without you giving me the details of the deals you lost, the best I can do for you is tell you to play defense in this market. There is no absolute protection…we deal with humans, they are mercurial and often self-involved, and we live in a free society where they can change their mind about where they want to work…but we can make some market adjustments: 

• Cover your candidates. Don’t send them out once to your favorite job and then try arm wrestling and brow beating them to take it. They’re going to look at 3 other jobs, make them yours. If one company will see them, so will others. Get on it!

• Above all other job order criteria, prioritize “urgency” …a company that can’t wait will move faster, pay more, and settle for less than the perfect match of their job specifications.

• Lower your submission standards. Send out that person that used to be marginally qualified. Companies are settling, but they can’t settle if you don’t submit…adapt to the market realities!

• Don’t send out any candidate who doesn’t have other interview activity (or isn’t seeking it) …turndowns often come from sending out candidates who are curious but not “furious.” We place people angry about some compensation slight, some cultural misfit or insult, or some personal diss.

• If your job makes their life (commute, lack of flex, hours, spousal day care pick up) more inconvenient, in this market that’s a turndown…. find someone else.

• Make sure your clients collaborate with you on counteroffer. What they say to your candidate means much more than what you say.

Play defense!!