IT Hire Wire

Five Key Steps to Make it Happen & Keep Clients Returning

In my experience as an IT account executive, I’ve found that making the sale and successful placement is only one layer of my job. Most of my clients expect more than that - they depend on me to give them leading advice on the market and trends that may affect them right now.  I’m more than just a manager of their needs; I’m a person they can turn to for answers, someone they can trust.

With that in mind, I got to thinking about what value really means to my clients and how I bring that value to them. By value, I don’t just mean the value that comes with doing my job successfully and placing the right person for the job, I mean the perceived value-the value that comes with the market expertise I bring to my clients on a regular basis to steer them in the right direction and the trust that they have in me.

Here’s what I came up with as the top five steps I use to bring my value to the table:

1. Evaluate clients’ wants and needs. This may sounds like an obvious step, but many account executives don’t do this because they’re so focused on making the sale. My colleagues and I at Hudson really take the time to meet with our clients and listen to what they need.
2. Manage Expectations. If you really listen to what the client says, you’ll be able to manage their expectations along the lines of what’s going on in the market place. As an account executive, this also gives you the opportunity to promise less so you can deliver more. A common practice I use is to build in more time for the placement then what may actually be needed. This way, I have the extra time if something happens and have the chance to make the client even more satisfied when the placement is made quicker then thought.
3. Communicate the whole time. Keeping in constant contact with the client, giving status updates and information on what’s going on in the field helps the client feel secure in your relationship. This especially helps me to show them that I’m consistently and constantly working on their placement. It also allows them to see that you’re attentive to their needs and available to make changes when needed.
4. Measure your results and follow up. It’s one thing to make the sale and/or placement and be done with it all. It’s another to actually follow up and see how the person is adjusting to the role and the corporate culture. Reaching out to clients a few months after you work with them makes them see that you really care about the success of their company and the candidate you placed. It’s also a good way to foster repeat business. When clients think you care, they’re more likely to return when another need arises.
5. Spread the news. Once you get good feedback from a client, put it in writing. Testimonials about how much one client valued your expertise and relationship may be just the deciding factor of a client who’s on the fence about whether or not to work with you. Testimonials have worked countless time in generating new business for me.

At the end of the day, the client wants to know that you’re there for them. With these few tactics up your sleeve you’ll be able to show them your value and keep them coming back.

 

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