The key to debriefing decision makers directly is to demonstrate the importance of communicating after the interview. Lead statements and questions help clients understand why you are asking certain questions or proceeding the way you are. For example:

“(Name of client), I need you to call me immediately after the interview because the candidate will call after they leave you. A brief discussion with you will give me information as to how you would like me to pursue this candidate, and also answer any questions and concerns that you may have. Also I may have headhunted the candidate specifically for your opportunity; if I don’t give them your thoughts as soon as possible they may lose interest in the opportunity. Finally, the sooner I get your feedback the more accurate it is likely to be.”   

Here are some questions that you might like to ask clients when taking the debrief.

CLIENT DEBRIEFING QUESTIONS

1. How did the interview go?

2. Do you feel the candidate is able to handle the position?

3. What do you feel are the candidate’s strengths/weaknesses?

4. Are there any areas of their background where you would like more detail?                      

If yes, what information would you like?

5. What is it about their personality that will fit best with your company?

6. I have interviewed several other candidates. Would you like me to check on their availability?

7. Would you like me to check references?

8. How would you like to proceed from here? Second date? Testing?

9. Do they need to speak with anyone else?

If so, who?

10. Will the next meeting be an offering interview? If not, at what stage would you be making an offer?

If yes, what do you plan on offering?

11. RECONFIRM PACKAGE NEEDED FOR THE CANDIDATE TO TAKE THE JOB

12. Let the client know that you are on his side:

“Our existing clients present their offers through us because it works best that way for them.  We are in a better position to make sure:

(a) that the candidate is sincere;

(b) that the candidate will not take a counter offer from their present employer;

(c) that the candidate is not just using the offer as leverage to obtain a raise from their current employer;

(d) that the candidate has a complete understanding of your offer and your company’s benefit package

“WE PROVIDE THIS AS PART OR OUR SERVICE TO YOU. You don’t have to present the offer through us, but we have found that it is usually in your best interests to do so.

“May I convey a firm offer to ____________ now, on your behalf?

Remember that your role is to help employers make informed hiring decisions.  By asking trial closing questions, you are allowing the client to evaluate all information and help them through the process.  As a professional recruiter, you get paid to help people make decisions. 

Tony Seager is the co-founder of Seal Recruitment Training Solutions. He also still manages a successful recruitment business. Email [email protected]