Ask Barb: Screening Candidates

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Jan 25, 2012

Dear Barb:

I’ve heard you say, “When in doubt send them out! Too often we screen out candidates our clients would hire.” Do you have any empirical evidence or data to support your assertion?

Alan T., Sarasota, FL

Dear Alan:

Every time an experienced recruiter has left my firm over the past 33 years, we have generated a higher level of revenue from their clients. The main reason: They “knew” what their clients would hire. I believe we never know what our clients will do. They surprise us on a regular basis. If our candidates meet the minimum requirements of the job specs we have been given by our clients, we need to submit that candidate and allow our clients to make their own decisions on whom they hire. We have placed hundreds of candidates we didn’t necessarily like, but our clients loved them.

This is what I’m referring to when I say, “When in doubt – send them out.” I’m not talking about sending unqualified candidates, but I am trying to teach recruiters not to think that they can read the minds of their clients.

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

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