Collaborating with a competitor was the best thing I could have done when developing ClayRichards. It was important that I had control over the quality of candidates being submitted to clients including the satisfaction of my candidates. The transition wasn’t easy because I recognized people will usually accept most monetary offers when presented. I had to learn and understand the psychology prompting a non-suitable response. My strategy, however, differentiates me from competitors because I not only match clients’ needs, I actively listen for pain points to better understand how to create a position for my candidate. " The offer should always end with a YES; I trust my approach will continue to lead with an agreement."