NPCs: The Secret Weapon for Winning Clients Before Roles Even Open

In the fast-paced world of recruiting, staying ahead of the curve is crucial for success. But what if you could go beyond simply filling open positions and actually proactively win clients by identifying and presenting them with ideal candidates before they even realize they need them? That's where the concept of Named Potential Candidates (NPCs) comes in. In this post, we'll explore how understanding the client-side and leveraging industry expertise can transform your approach to agency ownership, using insights from our recent conversation with Chance Wood, founder of One Degree Agriculture. Chance's experience saving his company $1.5M in agency fees gave him a unique perspective and competitive edge as a recruiting founder, and he shares invaluable lessons on how to build a thriving agency by focusing on relationships, clarity, and execution. Ready to dive in? You can listen to the full episode on this topic here: How an Industry Insider Built a Recruiting Agency From Scratch (No Fancy Tools).

Introduction: The Power of Proactive Recruiting

Traditional recruiting often involves waiting for job orders to come in and then scrambling to find suitable candidates. This reactive approach can leave recruiters feeling like they're constantly playing catch-up. But what if you could flip the script and proactively present clients with candidates so compelling that they create a role just to hire them? This proactive approach is at the heart of what makes utilizing Named Potential Candidates (NPCs) so powerful. It's about identifying top talent in your niche, understanding their career aspirations, and then strategically connecting them with companies where they can make a significant impact. This not only positions you as a trusted advisor but also gives you a competitive edge by showcasing your deep understanding of the industry and its key players.

What are Named Potential Candidates (NPCs)?

Named Potential Candidates, or NPCs, are individuals you've identified as being highly desirable and qualified within your niche. Unlike traditional candidates who are actively seeking new roles, NPCs may be happily employed but open to exploring opportunities that align with their long-term career goals. The key to effectively using NPCs is to go beyond simply collecting resumes. It's about building relationships with these individuals, understanding their skills, experience, and career aspirations, and then proactively identifying companies where they would be a perfect fit. This requires a deep understanding of your niche and the specific needs of your clients. It also requires strong networking skills and the ability to build trust with both candidates and clients.

Think of it this way: instead of waiting for a client to tell you they need a "Marketing Manager with 5 years of experience," you approach them and say, "I know you've been looking to expand your presence in the Southeast market. I've identified Sarah Jones, who has a proven track record of success in that region and a deep understanding of the local customer base. She might be a great fit for your team." This approach demonstrates your proactive thinking, your industry knowledge, and your commitment to finding the best possible talent for your clients.

Chance Wood's Journey: From Industry Expert to Recruiting Founder

Chance Wood's journey into the world of recruiting is a testament to the power of industry expertise and a deep understanding of the client-side. Before launching One Degree Agriculture, Chance worked in the agricultural industry, giving him firsthand experience with the challenges and opportunities faced by companies in that sector. This experience proved to be invaluable when he transitioned into in-house talent acquisition, where he was responsible for finding and hiring top talent for his company. It was during this time that Chance realized the inefficiencies and frustrations that often plague the traditional recruiting process. He saw firsthand how agencies often failed to truly understand the client's needs, resulting in wasted time and resources. This realization sparked the idea for One Degree Agriculture, a recruiting firm built on the principles of industry expertise, strong relationships, and a proactive approach to talent acquisition.

Chance's background allowed him to speak the language of his clients, understand their pain points, and identify candidates who not only had the right skills but also the right cultural fit. This deep understanding of the industry gave him a significant advantage over traditional recruiters who lacked that firsthand experience. It also allowed him to build trust with his clients and become a true partner in their talent acquisition efforts.

The $1.5 Million Insight: Running TA Like an Agency

One of the most pivotal moments in Chance's journey was when he saved his company $1.5 million in agency fees by running the talent acquisition function like an internal agency. Instead of relying on external recruiters to fill open positions, Chance took a proactive approach, building relationships with potential candidates, understanding their career aspirations, and then strategically connecting them with his company. He treated each hiring manager as a client, taking the time to understand their specific needs and tailoring his search accordingly. This approach not only saved the company a significant amount of money but also resulted in higher-quality hires who were a better fit for the company's culture and long-term goals.

This experience gave Chance a unique perspective on the recruiting process. He realized that the key to success wasn't just about finding candidates with the right skills but also about understanding the client's needs and building strong relationships with both candidates and hiring managers. It was this insight that ultimately led him to launch One Degree Agriculture, with the goal of bringing that same level of expertise and proactive approach to other companies in the agricultural industry.

Why NPCs Beat Job Orders for Business Development

The traditional recruiting model often relies on waiting for job orders to come in before starting the search for candidates. This reactive approach can leave recruiters feeling like they're constantly chasing their tails. However, by focusing on NPCs, recruiters can proactively win clients and establish themselves as trusted advisors. Instead of waiting for a client to tell you they need a specific role filled, you can approach them with a pre-qualified candidate who you believe would be a valuable addition to their team. This demonstrates your deep understanding of the industry and your commitment to finding the best possible talent for your clients.

Furthermore, by presenting clients with NPCs, you're essentially creating a need where one may not have existed before. You're showing them the potential value that a specific individual could bring to their organization and sparking a conversation about how they could leverage that talent to achieve their business goals. This proactive approach not only increases your chances of winning new business but also positions you as a strategic partner rather than just a transactional recruiter.

Chance's One-Two Punch Outreach Approach

Chance's success in building One Degree Agriculture can be attributed in part to his effective "one-two punch" outreach approach. This approach involves a combination of targeted phone calls and personalized email follow-ups. The initial phone call is used to establish a personal connection with the potential client, understand their needs, and gauge their interest in learning more about the candidates you have identified. The email follow-up then provides additional information about the candidates, highlighting their skills, experience, and how they align with the client's specific needs. This combination of personal contact and targeted information helps to build trust and establish credibility, increasing the likelihood of winning new business.

The key to this approach is personalization. Chance doesn't rely on generic email templates or automated outreach tools. Instead, he takes the time to research each potential client, understand their business, and tailor his outreach accordingly. This demonstrates his genuine interest in their success and his commitment to finding the best possible talent for their organization. This personalized approach is what sets him apart from other recruiters and helps him to build long-lasting relationships with his clients.

The Scaling Mistake to Avoid

One of the biggest mistakes that new agency owners make is trying to scale too quickly. In the rush to grow their business, they often lose sight of the importance of building strong relationships with their clients and candidates. They may focus on hiring more recruiters, investing in fancy technology, or expanding into new markets, without first establishing a solid foundation of trust and credibility. This can lead to a decline in the quality of their service and ultimately damage their reputation.

Chance emphasizes the importance of focusing on building a strong foundation of trust and credibility before attempting to scale. This means taking the time to understand your clients' needs, building relationships with top talent in your niche, and consistently delivering high-quality service. Once you have established a solid foundation, you can then begin to scale your business strategically, ensuring that you maintain the quality of your service and the trust of your clients.

Advice for Industry Professionals Considering Recruiting

For industry professionals considering a career in recruiting, Chance offers valuable advice based on his own experience. He emphasizes the importance of leveraging your industry expertise, building strong relationships, and focusing on providing value to your clients. Your industry knowledge is your unfair advantage. Use it to understand your clients' needs better than anyone else and to identify candidates who not only have the right skills but also the right cultural fit. Build relationships with both clients and candidates, taking the time to understand their goals and aspirations. And always focus on providing value, whether it's by finding them the perfect candidate or by offering them insights into the latest industry trends.

He also stresses the importance of being patient and persistent. Building a successful recruiting agency takes time and effort. There will be setbacks along the way, but it's important to stay focused on your goals and continue to provide value to your clients. By leveraging your industry expertise, building strong relationships, and focusing on providing value, you can build a thriving recruiting business that makes a real difference in the lives of your clients and candidates.

Conclusion: Leverage Your Expertise to Win Clients Proactively

As Chance Wood's journey demonstrates, building a successful recruiting agency is not just about filling open positions. It's about leveraging your expertise, building strong relationships, and proactively presenting clients with talent that can transform their organizations. By focusing on Named Potential Candidates and taking a proactive approach to business development, you can differentiate yourself from the competition and establish yourself as a trusted advisor in your niche. So, take a page from Chance's playbook, embrace your industry expertise, and start building a recruiting agency that wins clients before roles even open. You can learn more about Chance's strategies and insights by listening to the full episode here: How an Industry Insider Built a Recruiting Agency From Scratch (No Fancy Tools). It's time to revolutionize your recruiting approach and unlock your full potential!