​“What have you got for me?”

Is a question I often hear straight away when candidates pick up the phone. I can understand why. If a recruiter calls you, the natural assumption is that they’re calling about a role.

But the reality is that quite often, I’m not calling with a job in mind.

Sometimes, I’m simply calling to catch up, understand what’s happening in the market, and to check in on how life has been recently. Over time, it’s made me think about when the most valuable time to speak to a recruiter actually is.

You don’t have to be looking to have a conversation

For many candidates, the conversation with a recruiter starts when they’ve already decided they want to move. Of course, that’s an important conversation to have, but I think there can be even more value in starting the conversation before you reach that point.

Some of the strongest candidates I speak to are already in great roles. They’re happy with their company, performing well, and have no immediate plans to leave. They’re not applying for jobs and often say to me that they’re not “actively looking”.

That doesn’t mean there’s no value in speaking to them.

In fact, I’d argue that those are often the most useful conversations to have. It’s simply an opportunity to understand what’s happening in the market, discuss career ambitions and keep an eye on what might be possible in the future.

Because things change

Circumstances can change very quickly. You could be made redundant. A new manager might come in and completely change the dynamic of your team. The company could restructure. Your priorities outside of work might change. Or, you might simply reach a point where you realise you’re ready for something different.

You never really know what’s around the corner.

When that happens, it’s useful to already have someone you know and trust, who understands your experience, your ambitions and, importantly, what you would consider moving for.

If the first time you speak to a recruiter is when you urgently need to find your next role, there’s naturally a lot to cover. They need to understand your background, what you’re looking for, what you’re earning, what motivates you and what would make you move.

When you’ve already built that relationship, the conversation is very different.

It’s not just about jobs

I think there’s sometimes a misconception that speaking to a recruiter means you’re committing yourself to looking for a new role.

It doesn’t. You don’t need to have your CV ready. You don’t need to be applying for jobs. And you certainly don’t need to take the next opportunity that comes along.

Sometimes, it’s simply about having a conversation.

What are people with similar experience seeing in the market? Which skills are in demand? What are companies looking for? What could your next move potentially look like? And perhaps most importantly, what would actually make you leave a role you’re happy in?

Those conversations can be useful even if you have no intention of moving in the immediate future.

There might be an opportunity that isn’t right for you today but could be worth revisiting in six months or a year. You might discover a type of role or business you hadn’t previously considered. Or you might simply come away with a better understanding of where your experience sits within the wider market.

Build the relationship before you need it

For me, that’s where the real value of a recruiter relationship comes in.

It shouldn’t just be about having someone to call when you’re ready to move. The best relationships are built over time, through conversations that happen when there’s no immediate need for anything.

That means that when the time eventually does come to make a move, you’re not starting from scratch. The recruiter already understands your background, what you’re looking for and what would genuinely make you consider leaving your current role.

But keeping the conversation open means that when the right opportunity, or the right moment, eventually comes along, you’re in a much better position to recognise it.