The document discusses the importance of building strong relationships in recruitment. It describes how Lucy LoRusso-Storrier of Reed recruitment built a strong relationship with the author through her empathy, perseverance, and ability to listen. While most recruitment agents disappoint through a lack of personalization or care for both candidates and clients, Lucy prioritizes understanding human behavior and always maintains contact rather than disappearing after placements. The document concludes by advising recruiters to follow Lucy's example in personalizing interactions, maintaining long-term relationships through regular communication and care, and prioritizing understanding over quick sales.

1. Hey human! - recruitment by people for people.
The purpose and the reason, empathy and perseverance, listening and understanding; just few elements, which make any person achieve
greatness in this modern world. And like any other disciplines, recruitment has been transformed over the last decade. The process of
change never stops, but in recent years especially the purpose and the reason have experienced some shaky grounds.
Few weeks ago, while waiting in a queue to get my afternoon kick of caffeine and staring blankly at the rain outside, I remembered that few
years ago in this very place on a very similar afternoon I was having the most enchanting phone call with a lady in Reed recruitment, who
after just few minutes made me feel that anything was possible. It was from that day Lucy LoRusso-Storrier has been continuously flavouring
my life.
The phone call was regarding an opportunity that was absolutely perfect for
me, but my CV only had traces of desired experience. But this situation left
in Lucy’s hands, resulted in an almost immediate interview, and a start date
a week later. From that point, anywhere I went I took Lucy with me. When I
changed jobs, and Reed wasn’t on the supplier’s list, I made sure Lucy met
the right people. When I was ready to move on, Lucy was my first point of
contact. Over the years, I was a candidate and a customer. And if I ever only
dealt with Lucy, I would say that all the recent articles talking about
recruitment is dead are just full of rubbish. Unfortunately, Lucy is an
exception and not the norm. So what makes Lucy special? She understands
the purpose and the reason and has empathy and amazing perseverance.
In my professional life I have met and dealt with many recruitment agencies.
And although always giving benefit of a doubt to anyone when we first
meet, I have mostly experienced disappointment and/or frustration.

2. Lucy has never disappointed. Her professionalism and relationship building meant that interests of her clients and her candidates were
always taken into consideration. She always listens to her clients to understand their requirements and provide them with honest and
objective advice (always in that order!). Similarly, her high calibre candidates can rely on her advice and guidance. In the world of Lucy, no
one looses and everybody wins. What makes her succeed is her deep understanding of human behaviour, decision-making process and
genuine empathy. Her actions are intended, reasons honest and words meaningful.
So here are few very simple pointers on how to build better relationships:
1. At least know my name…
I have had recruitment agents asking me for my name, whether I would like to
apply for my current job I was leaving and if I wish to apply for a job that was
relevant to me maybe 5 years ago.
When you call a candidate you don’t need to be as intimate with details as their
shoe size but know your basics. Whether in person or over the phone, first
impression counts massively.
2. Let’s communicate…
Any successful communication starts with listening. Almost every sentence will
hide insight to who I am and what my goals are. Remember you are trying to
sell me an idea; a promise, future and you need my commitment. You want to know me and it’s not all about you.
3. Our new relationship…
Commitment, trust, respect. So we had a great first contact, and then your best friend is trying
his/her luck, you still include me on the general mailing list, you don’t call when you promised and
then call me 6 times within 2 hours with 3 follow up texts and 2 emails. Treat me the way you want
to be treated, it will go long way. Only tell me you understand my concerns when you actually do.
Trust me, we can sense when we are being told the phrases which supposed to make you sound
empathetic vs. the actual feeling.

3. 4. Let’s talk money…
So we both did great and we are entering salary negotiations. Why am I worth so little to you? And why this candidate worth so much? Be
my trusted advisor and not someone who is rushing to close the sale.
5. Contract…
I read every contract I sign, I want to know my risks, obligations and rights. I came across a contract where you are almost signing your life
away and requests to amend any clauses were met with red tape and rejection. Moreover, the pressure to sign sometimes is extreme with
‘kind’ words of: ‘don’t worry that never happens’. Any good relationship is based on compromise, right?
6. Don’t end the relationship…
Job well done and you disappear of the face of the earth, just to reappear few years later and talk to me like we are meeting for the first time.
That’s just cold.
Be more like Lucy :) don’t make simple mistakes and appreciate the power of a well
built relationship.
At Reveal we help companies and individuals to achieve more from reading and
understanding behaviour. Recently, we have visited Lucy and the Reed branch in
Camberley and delivered body language workshop. It is the awareness of your
environment and continuous improvement that will help you win clients and
candidates over.
*Lucy LoRusso – Storrier is a Senior Recruitment Manager at Reed Procurement
and Supply Chain.
** For more details visit www.revealgroup.co.uk and get in touch to find how we
can help you