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Service, in its most refined form, is the art of
anticipating a customer's needs and satisfying them without having to ask. It
involves occupying a position in which the customer is clearly superior and the
service provider clearly of a lower status. It's not an accident of language
that the terms "service" and "servant" share the same
root. A servant provides service. Political correctness aside, the 'servant'
mentality is a question of working to understand the boss' needs and
discovering ways to meet them. It requires an intimate understanding of the
motives, desires and ambitions of the boss. While this makes treachery possible,
the development of trust through the anticipation of customer needs is at the
root of most really successful mid-sized consultancies. It's the essential
element of growth and success for service companies. A trusted servant provides remarkable service. "Customer Intimacy" was shorthand for
"Serving Customers More Effectively Through The Development of An Intimate
Understanding". Although we were pleased to see the idea leap out into the
economy, it appears to have lost some of its real meaning. When we initially
published the seminar for web consumption, there were no "Customer
Relationship Management" systems. There were no high-promise - low delivery
bastardizations of the idea in our space. The original notion was that better
service comes from a better understanding; that intimacy and trust were the
goals. The fascinating thing about a customer-servant
relationship is that it is not reciprocal in the ordinary sense. "Customer
Intimacy" is a paradox, not a promise of equal standing. Customer Intimacy
requires giving without direct getting at the service provider level of the
game. The Customer pays for intimacy with money. The customer buys service. Between so called Relationship Management
Systems (which remind you to send birthday cards and collect a 'dossier' on a
customer) and the disparity in technical competence between suppliers and
customers, the core idea of service seems to be lost. We wonder if customers
ever hear a heartfelt "I want to understand what you are trying to
accomplish." or "I'd like to understand your job better." Great recruiters do this with their candidates.
Understanding the whole person in the candidate seat (the customer) is the
essence of 21st Century Recruiting. With or without fancy products to manage the
process, this is the name of the game. That, in huge quantities usually provides
a lower quality experience for recruiter and customer alike. In the end, the Recruiter is a servant, perhaps
a trusted servant. It's not a job that is easily executed. The customers come in
two varieties (hiring authorities and candidates). Their needs are divergent and
occasionally opposing. The best Recruiters deliver a constant stream of intimate
service to a large pool of satisfied customers.
Bernard HODES Group
because talent matters
We Know What You're Up Against
Fear not. The e-recruiting tool for the real world
has arrived. Introducing Hodes iQ, the award-winning Web-based
application that enables recruiters to source a greater number of
candidates, market opportunities on their corporate career site, and
manage candidate response. Smart, seamless, user-friendly and affordable,
Hodes iQ gives you the right candidates, for the right price, right away.
Brought to you by Bernard Hodes Group. With over 30
years' experience providing breakthrough staffing solutions and
recruitment communications, clients large and small look to us for
strategic solutions for the Web-from career site development to response
management technology.
Put Hodes iQ to the test.
Real Recruiting. Real Answers. Real Time.
Hodes IQ
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