I am a Senior Business Development Manager. I am connecting with prospective and existing clients to ascertain staffing needs and business trends and then I work with our recruiting team to find the right match for their needs. At its core, it is sales from many standpoints: selling clients on candidates and firstPRO; selling candidates on clients; and selling the internal recruiting team on jobs. Having described it as selling, I don’t view my role as strictly a sales function. I believe that clients return with additional needs because of the customer service we provide and the results that we deliver.
What do you love most about the job?
At the heart of it, helping people find meaningful work is the most rewarding part of what I do. Helping clients not only fill gaps but add impactful talent to their teams also means a great deal to me. Doing both while working with the recruiting team is as good as it gets. As I mentioned above, a common thread in my daily work is selling, but I view my role more broadly as someone who is building relationships through addressing needs and I think that approach is what has worked for me.
What are the biggest challenges in your job?
The human element because part of our work entails attempting to control others’ actions and realizing so much of that is out of our control is both humbling and frustrating, and yet still motivating. Also, despite the best efforts, we may not always have the full picture – especially from prospective candidates who may have other opportunities or priorities and from clients who are also working with other firms.
What accomplishment are you most proud of?
Having made lifelong connections and friendships with people I am fortunate to call clients and consultants is gratifying.
What’s the best piece of advice you’ve ever gotten?
The best piece of advice I’ve ever received is to control the controllable and always remember you are not the only person on someone’s calendar.
What are some of the standout factors you’re looking for when you match candidates with clients?
These days soft skills win the day. It is often the differentiator between someone getting hired and not. Having the skills in a description is one thing, having the “it” factor that is the missing value add makes all the difference.
Do you stay in touch with your previous placements?
I do my best and some of them remain my best friends. I should write a thank you note to each of them from over the years. Thanks for reminding me. I am so fortunate.
What do you like to do for fun outside of work?
I love watching sports, especially college athletics from lacrosse, football, baseball, basketball…you name it, I’m a fanatic. Spending time with my wife Kerstin and my golden retriever Paul is always time well spent, my cherished moments.
If you could travel anywhere, where would you go?
I would say Australia or New Zealand. The length of that flight seems daunting but the idea of going somewhere and not just being in a different place, but a different season seems beyond odd but intriguing.