It’s a tactic that’s as old as recruitment itself. Engage with a candidate whose role includes managing and leading a team, then flip them into a client.

It doesn’t seem that clean any more. Too many recruiters worry about the flip as if it requires a specific moment. It’s not a judo throw.

Better to shift your mindset as to the conversation you’re having and shift it to the one you should. If you want to convert more business and build lifetime relationships with senior professionals in your market, stop calling them candidates and clients. Build the lifetime value with the individual as a business professional.

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