Page 122 - James Caan - The Real Deal

The Real Deal

‘Hi, John, I’ve been speaking to the team who interviewed you,
and one of the things that really impressed them about you is your
eagerness to take on management responsibilities.’ It was import-
ant that I was able to tell him they were committed to putting his
promotion in writing in case he thought I was just telling him what
he wanted to hear. He had to know it was a genuine opportunity
if he was going to give up his existing job for it. I didn’t want to
put anyone with an organisation that wouldn’t deliver its prom-
ises: I wanted to build relationships that would help me grow my
business. ‘What they’d like to do is meet you again to talk through
how it might work. How are you fixed for Thursday at 10 a.m.?’
I’d then get straight back to the client and say something like:
‘John’s been talking it over with his wife and this is definitely what
he wants. However, I think what he’d like to do is just explore that
whole avenue of management . . .’
Somehow or other I would keep both sides talking to each other
until they shook hands and signed a contract. It took me about five
weeks to get my first client, another four to fill the position and
another six to get paid: it was nail-biting until I received the
cheque. First I had to get the offer, then the candidate had to resign
– and you never know what an employer will do to keep a good
member of staff – then he had to work his notice period: it took
so long that unless I monitored every stage closely, the deal could
easily have fallen apart and I wouldn’t have got paid.
Once a candidate had accepted a job, I would call him up and
tell him we should have a beer to celebrate, which again is
something I don’t think most recruitment professionals do.
‘I think your new job is going to be absolutely fantastic. It’sa
great opportunity. You must be really proud of yourself.’ I wanted
to get feedback on how I’d done so that I could perform better for
the next candidate. ‘So tell me, John, are you happy with the way
I’ve looked after this for you? Is there anything I’ve done that you’re
unhappy with, or any way the service was not as you’d have liked?’

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