Given the number of typos I run with, you may be surprised to know that I love a bit of Scrabble. I play my wife who is a very intelligent woman, but overall, I still edge it a bit more than she does. Scrabble isn’t just about spelling. It’s about strategy and vocabulary. I like to think that, given I have written more than several Alexandre Dumas novels of blog content, Scrabble is also a useful brain exercise to help me fulfil my weekly curse. Although the games are typically very close, it is probably the only time that my wife and I never argue. That’s not to say we argue any more than the average opinionated, stressed, over-busy, English couple. We just never argue over Scrabble. Firstly, like playing bass guitar and singing, patting your head and stroking your belly, and being a nice ACT voter, you can’t have a reasoned argument and triple word score simultaneously. That isn’t what I’m referring to however. The reason we never argue over Scrabble is something that might revolutionise your life. It’s something that could be applied to the smallest task and to the biggest conundrum; We both play by the f*cking rules.
To be clear on his, we have read the rules of scrabble and play to them without exception. We don’t allow a word that isn’t. We don’t use acronyms or names or nicknames or words that are unique to us. We just play by the rules and whoever plays best that round takes home the glory. To me this seems normal. Unremarkable. What everyone does. However, I saw a few things that made me realise that we’re the weirdos. The biggest thing was Instagram. On occasion, I’ve seen people playing Scrabble. Me, having something wrong with me, always zoom in on the table. The “words” I see always blow my mind. Zs put on their side to form Ns. Brand names. Made-up words. Friends’ names. Pet names for each other. The lot. It’s people like this who put chilli con carne on triangular Mexican crisps and call it dinner. Seeing this, I go back to zooming in on bikini content. That’s my safe space.
Why do I tell you this? Well it got me thinking about the rules us recruiters play by. Or should be. Those rules, mutually agreed, are our terms of business. Terms are a funny ol’ thing. Signed and agreed in advance, they somehow still seem to cause a load of arguments. If you haven’t had someone question or challenge your terms after the fact, then you haven’t worked in recruitment long enough. Terms are typically signed without complaint. Especially with those firms operating without internal recruitment or a PSA. However, this was the easy bit. The second a candidate leaves on month four, your terms will be questioned. In fact, if a candidate leaves in month 11, a discount on next hire will be expected. If a contractor has earned you lots of margin, just wait for the temp-to-perm/shit-to-fan situation. I don’t actually blame the clients who challenge the terms. They probably haven’t read them before signing. Or they just want a favour. Everyone has the right to ask the question. The blame for this culture of retrospective negotiation typically sits with us recruiters. If my wife will let my pet name for her (sugar t*ts) score on the Scrabble board, then I’m only going to push my luck more next time. If us recruiters continually kowtow to our clients’ demands that we extend the free replacement guarantee, reduce the fee because an ancient CV exists somewhere on an ATS, or reduce the temp to perm because…well. temp to perm, then clients will continue not just to ask, but to expect. And that’s when relationships deteriorate. You as a recruiter will be blamed. You’ll be told that you’re damaging the relationship. That you’re obtuse. That other firms are waiting in the wings. Even your boss might think you’re not offering “client care”. You will be accused of damaging a relationship by playing by the rules. The opposite of course is true. You’re the good guy and never forget that. Put a smile on your dial, puff out your chest, and politely say “Thank you for asking, but we only work to our agreed-upon terms of business. Now how ’bout those ABs??”.
The terms aren’t in place to screw our clients over. Sometimes the terms give the client the advantage. Those facts are actually an irrelevance however. Both parties have signed them, and that’s the agreement that matters. If both parties hold each other to them religiously, there’s no room for argument. Trivial Pursuit on the other hand…
^SW
