How do you network and build relationships with key decision-makers in your client organization?

Identifying your target contacts involves understanding your client organization's structure and key decision-makers. Utilize organizational charts, networking events, and professional platforms like LinkedIn.Engage with colleagues and industry peers to gather insights and referrals. Prioritize individuals who hold influence over key initiatives or areas relevant to your objectives.

Construir relacionamentos sólidos com os principais tomadores de decisão em uma organização cliente requer uma abordagem estratégica e proativa. É essencial participar ativamente de eventos do setor, conferências e encontros de networking para estabelecer conexões significativas. Além disso, demonstrar interesse genuíno nas necessidades e metas da organização, buscando oportunidades de colaboração e oferecendo insights valiosos, pode fortalecer os laços profissionais. O uso eficaz das redes sociais profissionais, como o LinkedIn, também é uma ferramenta poderosa para se manter visível e criar conexões duradouras.

Before you reach out have you done your research? Do you understand the business, what they do and what they need? Don’t send a generic email with no thought behind it as it will be ignored and make it impossible to forge a meaningful relationship with them. Get to know the people who make the decisions, do they actually need help? If so, what help do they need ? Provide examples of how you have helped other people with the same issue and what that outcome was. Be honest, never over promise and under deliver.

Reaching out with value involves providing relevant and helpful insights, resources, or solutions to your target contacts. Tailor your communication to address their specific challenges or interests. Offer to share industry reports, pertinent articles, or recommendations tailored to their goals. Demonstrating knowledge and understanding of their priorities or industry trends can be incredibly valuable.

Following up and nurturing relationships involves consistent, thoughtful engagement. Send personalized follow-up messages, share relevant resources, and schedule follow-up meetings or calls. Regularly communicate and demonstrate genuine interest in their needs.

When asking for a meeting with a key contact, be clear, concise, and respectful in your request. Clearly state the purpose and potential value of the meeting for both parties. Offer specific date and time options, and express flexibility to accommodate their schedule. Emphasize the benefits of the meeting and make it easy for them to respond, such as by providing a few options for scheduling. Always convey appreciation for their time and consideration.

When preparing for a meeting, thoroughly research the attendees and their company, understand their pain points, and consider potential areas of collaboration or assistance. Prepare a well-structured agenda and have any necessary materials or presentations ready. During the meeting, be attentive, engage all attendees, and succinctly deliver key points. Maintain a courteous and professional demeanor, actively listen, and ask relevant questions to ensure a productive discussion.

I personally think this is the biggest mistake people make when working with decision makers. All too often we have a "what have you done for me lately" approach to sales. Sales = relationships. Just like any relationship in life, it takes work. Don't only invest in the relationship when you need something. Check in, stay engaged, offer to help, and most importantly, care about them and their business needs.

While the recruiting team is constantly busy pipeline candidates for roles across the business, the hiring manager only deals with this topic temporarily and is otherwise involved in one of the specialist departments. Hence for staffing service provider creating a good rapport with the hiring manager is essentials as it is the person who knows best what the applicants need to have in terms of experience, soft and hard skills.