Too many sellers think they’re trusted partners—but clients often still see them as replaceable vendors. Climbing the Relationship Pyramid means moving from transactional to transformational. It starts by listening more than talking, understanding your client’s world, and adding value even when nothing’s on the table. When you solve their problems, you earn their trust—and that coveted seat at the table.

With ASA Staffing World around the corner, one thing is certain: AI will dominate every conversation. Staffing leaders are asking tough questions—will AI replace recruiters, where should we start, how do we ensure accuracy, what’s the ROI, and how fast is this moving? The truth: AI won’t replace recruiters, but those who master AI will outpace those who don’t. Here’s how to answer the top 5 questions shaping the future of staffing.

Recruiting isn’t just about offers—it’s negotiation from the very first “hello.” Every interaction with a candidate shapes trust, value, and commitment. By asking the right questions, addressing concerns early with LAER, and staying consistent, recruiters set the stage for smoother offers and stronger relationships. Those who focus on trust and alignment throughout the process win more placements.