The Value of Face to Face Briefing Meetings

Sounds a bit weird to make so much of having face to face client meetings but COVID sent us all into online meetings and, in person, has been very slow to return.

Being an Executive Search consultancy that needs to really absorb a client's culture to perform at our best and find candidates who align to their culture and values, online meetings haven't been an ideal medium for us!

Having taken a brief in an online meeting recently, we started the search but decided it was too complex not to meet face to face and so we did. We needed to present our initial research data to gain the client's thoughts to ensure we were taking the search in the right direction. I find the whole dynamics of face to face compared to online so much better but perhaps that is just me?

Following on from this meeting, we have now made great progress with the headhunt and most importantly the client is assured we are on the right lines.  But what are the benefits of face-to-face meetings when taking an executive search brief?

• Building Trust and Rapport: Face-to-face interactions build trust and rapport between the executive search consultant and the client. Trust is hugely important in the executive search process, as clients need to have confidence in the headhunter's ability to understand and fulfil their specific requirements
• Uncovering Unknown Needs: Most virtual meetings are on a time scale to fit in with both client's and headhunter's diaries and, as such, they stick to a very structured agenda. When meeting in person, more time is usually catered for which allows for conversations to naturally evolve (I have heard it called "water cooler chats"). Generally, this will lead to certain needs being uncovered which actually turn out to be crucial in the success of the headhunt
• Real-Time Clarifications and Questions: During a face-to-face meeting, executive search consultants have the opportunity to seek immediate clarifications and ask questions in real-time. This direct interaction allows the headhunter to delve deeper into the client's expectations and gain clarity on any ambiguous points. It also enables the client to provide instant feedback, ensuring that both parties are on the same page throughout the briefing process
• Understanding The Culture: Understanding a company's culture is is our number one priority in executive search, and this understanding is often best achieved through in-person experience. Finding people who have the right experience/qualifications to fulfil a role is often the easier part of the executive search process. Finding someone who fits the culture of the client on the other hand isn’t and by having the best understanding of their culture by absorbing it will lead to finding the most suitable candidate
• Communication: Face-to-face meetings foster clearer and more effective communication. Nuances in tone, pitch, and emphasis are better understood in person, minimising the risk of misinterpretation. Additionally, direct communication allows executive search consultants to adapt their approach based on the client's reactions, ensuring a more personalised and effective collaboration

Conclusion: While virtual meetings undoubtedly offer convenience, the personalised touch of face-to-face meetings remains far more valuable for both the client and the headhunter. The depth of understanding achieved through in-person interactions, the establishment of trust, and the ability to read unspoken cues contribute to a successful headhunt. We are not suggesting that there is no place for virtual meetings and sometimes they can be extremely useful, but to gain maximum benefit from the time spent, face-to-face meetings should be done when possible.