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The Rule of 3 for Staffing and Recruiting Firms

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What is the Rule of 3?

At Haley Marketing, we have a number of critical core values we live by. One is the “Rule of Three” – a simple test we use to make decisions:

  • Is it good for the client?
  • Is it good for Haley Marketing?
  • Is it good for the Haley Marketing team member?

If a decision fails any one of these tests, we look for a different way to proceed.

Simply put, our Rule of Three is about creating win-win-win decisions because those are the ones that result in the longest lasting, most successful relationships.

So, how does the Rule of Three apply to a staffing or recruiting firm?

Exactly the same way it applies to us!  In any professional relationship, you need a positive outcome for the client, the vendor and the employee.  If fact, we actually learned the Rule of Three from the General Manager of the staffing firm that launched Haley Marketing!

However, in staffing and recruiting, you might want to expand this rule to the Rule of Four.  When evaluating decisions, ask yourself:

  1. Is this decision good for the client?
  2. Is this decision good for the candidate?
  3. Is it good for your company?
  4. Is it good for the account manager, recruiter or other representative of your firm?

When you fill a position for a client, the last thing anyone wants is a fall off. It’s essential that there is a great fit for the client and candidate, and that the terms of the placement are good for your company and your employees. That’s an easy one.

But what about those times when you don’t quite have the right fit candidate? Do your recruiters apply the Rule of Three? Or do they try to force fit a less than perfect person into an opening? When a placement fails the rule of three, you can count on an unhappy client and candidate.  And that in turn leads to an unhappy recruiter…and business owner.

How about when the client is asking for a discount on your fees? Most often, discounts are good for the client, neutral for the candidate, and bad for the employee and firm. But sometimes, discounts are good for everyone, for example when they lead to a higher volume of business with a client, or they allow you to make a fast placement because you already have an available candidate.

What happens when the Rule of Three fails?

When the Rule of Three fails, one party doesn’t lose – typically, everyone loses. The client might get a deal on price, but lesser service. A candidate might get sent to a job where she can’t be successful and that damages her career. And anything that is bad for your clients and candidates ends up being bad for your team and your organization in the long run.

If you see the Rule of Three failing, it’s time to take a step back and reevaluate the situation. Maybe needs and goals have changed, or maybe communication has been misinterpreted and needs to be revisited. No matter what the reason for the issue, it’s time to correct the problem. Here are a few questions to ask when evaluating an issue:

  • What were the goals? Are we meeting those goals?
  • Have the goals or needs changed?
  • Has the perception of the situation – for any of the parties – changed?

Once you determine the cause of the failure, whether a candidate realizes that they’re no longer interested in a specific type of position, a client decides that they have new requirements for a position, or whatever else it may be, you can take the appropriate steps to resolve the matter. Acting quickly and alleviating any negative feelings is key to ensuring that the rule of three is met, and you are strengthening your business relationships.

Want to make sure your marketing efforts are following the Rule of Threes? Talk to one of our marketing specialists today to see what Haley Marketing can do for you!

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