In our business, our biggest competitor is not other recruiters. It is the fear of change and the fear of the unknown in the candidate’s mind. We are in the business of recruiting exceptional candidates who are ‘passive candidates’ and not actively looking. That’s where the margin is in executive search. So when you engage these people on the phone and you find out that there is some hope of them considering other opportunities, you need to hold on to that openness in their mind and never let it go. What can kill the deal, and at any point in the process, is their fear of change and the fear of the unknown.