Published on 8/11/2006

For a recruiter, no disaster compares to an accepted counteroffer and in today's candidate short market place you have to accept that candidates could well to talking to both other recruitment firms and directly with employing companies.Most of us would rather suffer a year's worth of phone rejection than face those four fateful words, "I've changed my mind."

To protect your investment in time, money and client goodwill(and if you hate hearing "I have changed my mind", having to tell the client that the candidate has changed their mind is even worse), it makes sense to closely monitor the entire placement process. If you discover that your candidate lacks sufficient motivation to make a job change—or is using your client's job as career leverage—you should immediately place the deal on a heightened state of alert.

Even a candidate that you know well, have a good understanding of motivators and is a perfect match for the role can catch you by surprise change their minds. To protect against a counteroffer that may be bubbling beneath the surface, look for these common warning signs:

Warning Signs

1. Delays or interruptions. If the candidate suddenly takes to being unavailable or needing to reschedule client it could indicate a renewed affection for his current employer.

2. Prolonged indecision. A candidate who takes forever to make up his mind, or constantly needs more information, never wanted the job in the first place.

3. Inappropriate consultations. When a candidate discusses your client's job with a current supervisor, it's a sure sign he's angling for a counteroffer.

4. Timely reviews. It's funny how quickly a candidate's boss will fork over a raise, especially when the candidate indicates that he's looking around.

5. Resignation letters that leave the door open. Always review a draft of the candidates resignation letter especially if you're working with an inexperienced or high-risk candidate; and encourage them to remove any phrases such as, "I hope there may be an opportunity here for me in the future," or, "This has been a difficult, heart-wrenching decision for me."

To win the war against counteroffers, vigilance and preparation are your most powerful allies. If a placement opportunity begins to smell funny, it is a good idea to close the candidate once and for all—or find another candidate for the job. Otherwise, you could be in for a rough ride, with little control over the outcome of your search.