Something happened to me about a month ago. Actually, it didn't happen to me. I kinda made it happen. By not being disciplined.
Last spring I closed a search for VP of Marketing for a large retailer. It was one of those projects where everything went right: Good candidates, good interviews, and the search required just the right amount of time and effort on the part of the client for them to feel happy about paying my invoice.
Recently the client's President, who has since become a friend, calls me and says "Harry, I need a VP of Human Resources, and I want you to handle the search. The VP of Marketing you found me is a rock star, and I know that HR is not your thing -- but you really understand our culture and our strategy ... etc."
To which I respond "I am flattered that you would ask, and I am thrilled to hear that my candidate is working out so well. HR isn't my thing. However [here's where the trouble starts] ... because it's you, I'm willing to handle the search provided that I am not your only resource. I'd hate to see you pin your hopes on me."
So I take the search and proceed to strike out. Major league. And the client begins to feel neglected because he doesn't see any candidates. Like, none. It's not that I can't find people to submit. It's that I know this client, and it takes a very smart, very resilient, results-oriented person to work for them. I'm not seeing that anywhere. And I certainly don't see any candidates whom I think would justify my search fee.
One day last week I called the client to give them an update on the search, and I sense their mounting frustration with me. It seems that while they do have another recruiter on the search, she's failing too. But regardless, I feel that my reputation has lost its luster with the client. Right or wrong, in the client's mind, by not being part of his problem's solution, I have become part of the problem. That sucks, because a pampered client is a loyal client -- and loyal clients drive referrals!
Which begs the question: Would my relationship have been better served by adamantly declining the project on Day One? Or did I do the right thing by at least trying to close the search? After all, don't I have an obligation to help a friend?
