Can Your Clients Admit Weakness?

Simply put, a recruiters' goal is to find top talent to fill positions for their clients and make a fee.  But what happens when a client can't admit they have a need or worse yet, don't know they have a need. After reading an article on Business Week about a company called Bonobos, I realized how the mentality of some CEOs needs to change in order to propel their businesses forward.  In the Business Week article, Andy Dunn details his company's rapid growth and success followed by declining profit margins and workforce shortages.  Dunn came to the realization that in order to grow his business he needed to step back and let the "plumbers do the plumbing".  He did this by hiring a recruiter to find the missing pieces to his business and ultimately grow.  

By helping a client or prospect identify what they don't know, you can create an opportunity to not only make a placement but to also transform your client's business by finding the right talent to fill the void.  Asking your prospects or clients "what are you not good at" may ruffle some feathers, but keep in mind you're doing this to help them and ultimately help the business.