by Zach Price

As a recruiter, it’s easy to get caught up in metrics, placements, and filling the role. But if that’s all you focus on, you miss the bigger picture—and so does your candidate. The most meaningful and lasting relationships in recruiting are built not by pushing people into roles, but by becoming their trusted decision-making partner.

It Starts With Conversations

The more people you speak with each day, the “luckier” you get. You don’t just randomly stumble upon candidates ready to make a move—you increase your odds by consistently showing up. With every conversation, you improve your understanding of the market, uncover new candidates, and stay ahead of those juggling multiple offers or playing hard to get.

But to be more than a transactional recruiter, you need to go deeper. What’s the pull for each candidate you work with? Why now? What are they chasing or trying to fix?

Maybe it’s about time. The candidate who now saves 54 minutes each way on their commute just gained nearly two hours back every day. What could they do with that time? Be there for their kids’ dinner? Finally get to the gym? That’s real value. You can’t know what matters until you ask—and listen.

Timing and Trust Go Hand in Hand

Strong relationships often take shape outside of regular hours. People open up differently when they’re not squeezed between meetings. Engaging after hours doesn’t just build trust—it builds longevity. The average person changes jobs five times in their career. When you support someone without pressure or ego, they’ll come back to you for the next move. And the next.

Be especially aware of the bigger opportunity when helping someone navigate leadership transitions. If a company is aging out of its leadership, it’s not just a hiring need—it’s a chance for your candidate to step into influence and growth. Help them see that perspective.

It’s Not About You

One of the most important things to remember? Don’t punish candidates for having more than one opportunity. That’s not a threat—it’s a chance for you to step up as their partner in making the right decision.

Ask about their experience changing jobs. Are they used to having multiple options on the table? Is that how they make decisions—or is this new territory and they’re overwhelmed?

People compare. It’s human nature. And job changes are scary. There’s always fear in the unknown, and there’s fear in missing out on a better option. Respect that fear. Work through it with them. If the other offer genuinely seems better for them, say it. Give them permission to step away from your process. That level of candor earns respect—and future loyalty.

Your Role Is Bigger Than a Placement

Being a recruiter means more than filling a job—it means coaching people through one of the most important decisions they’ll ever make. When you take the long view and prioritize their best interest, the placement becomes a byproduct of the relationship—not the reason for it.

In the end, if you help someone make the right call—even if it’s not with your client—you haven’t lost anything. You’ve built trust, created value, and likely just set the stage for your next win.