Should recruiters wait for vacancies before approaching clients?
No. The best recruiters create opportunities before vacancies exist. Instead of waiting for job briefs, they proactively represent exceptional candidates, build relationships and start conversations that lead to future hires.
While it’s easier than ever to send an email and wait for a reply, recruitment has always been built on conversations. The recruiters who consistently win business don’t wait for the perfect opportunity—they create it.
From the expert…
If I speak to a good candidate, I want to go and represent them in the market. I want to be doing my bit to help them get their job. That’s not going to come from me sitting and waiting for a vacancy to land on my desk.
Don’t let vacancies dictate your business development
When you meet a candidate who genuinely stands out, don’t wait until the perfect role appears.
Ask yourself: Which businesses would be stronger with this person on their team?
Then start the conversation.
The aim isn’t to force a placement where one doesn’t exist. It’s to introduce talent that can solve problems, spark hiring discussions and position yourself as someone who understands both the market and the people in it.
Waiting for vacancies puts recruiters on the back foot
Years ago, recruiters had more opportunities to win work simply by making enough business development calls.
Today, most organisations have established recruitment processes. They may have preferred supplier lists, internal talent teams or procurement teams deciding which agencies they work with.
That means waiting for a vacancy often means joining a process that’s already underway.
By the time a job lands in your inbox:
Other recruiters may already be working it.
The hiring process has already been defined.
Your opportunity to influence the client is limited.
Creating conversations before a vacancy exists gives you a completely different starting point.
Great candidates create opportunities
The strongest recruiters don’t just fill jobs.
They represent people.
When you discover an exceptional candidate, they become a reason to speak to clients—even if those clients aren’t actively hiring today.
A great candidate can make a hiring manager reconsider future plans, accelerate recruitment or create a role that wasn’t previously on the roadmap.
Instead of asking: “Do you have any vacancies?”
The conversation becomes: “I’ve met someone who could make a real impact on your business.”
That’s a far more valuable discussion.
Relationships still matter
Technology has changed recruitment. Relationships haven’t.
It’s tempting to rely on email because it feels less intrusive than picking up the phone or arranging a meeting. But meaningful business relationships are still built through conversations.
The recruiters who consistently win long-term clients stay visible, keep in touch with their market and understand what their clients are trying to achieve—not just what jobs they’re recruiting for today.
Put this Cheat Code into practice…
The next time you interview an outstanding candidate:
Identify five companies where they’d add genuine value.
Research the hiring manager or decision-maker.
Pick up the phone or arrange a conversation.
Explain why this person stood out.
Focus on the business opportunity—not whether there’s currently a vacancy.
You won’t convert every conversation into a placement. But over time, you’ll build stronger relationships, uncover hidden opportunities and become known for bringing value before you’re asked.
Key takeaways…
Great recruiters create opportunities instead of waiting for vacancies.
Candidate-led BD is often more effective than vacancy-led BD.
Exceptional candidates can open doors that job adverts never will.
Relationships are still one of the biggest competitive advantages.
The best client conversations often start before anyone is hiring.
Luis Cajao
As Wave’s Marketing Director, Luis heads up the ever-busy Marketing Department. With his background in brand and design, Luis is at the forefront of brand strategy at Wave and oversees all Marketing-related projects, from our industry-leading reports, to our websites, to marketing material, to client work. Problem solver, creative mind, designer at heart, master juggler.
