On finding the clients your business can serve best.

A good client relationship has to work on an ordinary Tuesday. The crew arrives when expected. The recruiter understands the role. A question gets answered before it becomes a problem. That is the kind of working relationship I want an introduction to make possible.

When a company tells me it wants to grow, my first question is what it can deliver consistently. Which customers get the most value from its work? Where can it operate? How much additional business can it support? Those answers shape the search.

The best client for your business is one whose needs you can meet well, consistently, and on terms that work for both sides.

For a commercial cleaning company, that means looking at service area, building type, staffing capacity, and the demands of the account. A property manager needs to understand how supervision, communication, and service issues will be handled. Where public housing is involved, the published procurement process determines how a vendor can participate.

For a staffing or recruitment agency, the brief starts with sector knowledge and the roles it can support. Healthcare, aviation, and technology each call for specific expertise. Research needs to establish the employer’s requirements, the relevant hiring team, and whether outside recruitment support is a plausible fit.

I use public information to establish a starting point: procurement notices, employer announcements, hiring activity, and workforce data. Each source answers a different question. A sector forecast gives context; a specific requirement helps direct further research. An initial signal still needs to be checked against the company’s actual situation.

Before making an introduction, I want to be able to explain why the conversation could be useful. What requirement might your business address? Who is responsible for it? What is known about timing, and what still needs to be established? Any gaps should be clear to the people involved.

The next step should be proportionate to that information. It may be a short call to establish fit, a discussion of service requirements, or a review of a published tender. You can then decide whether the opportunity deserves a site visit, a proposal, or a more detailed hiring brief.

That is how I approach the work: begin with your capabilities, research the relevant businesses, and give each conversation a clear purpose. Growth should bring you relationships your business is equipped to sustain.