Being Assertive / Creating Urgency Roundtable - Ian Sons presenting

📝 Summary Team reinforced assertive communication techniques—"telling, not asking"—to drive urgency and ownership in client and colleague interactions. Emphasis on timely follow-ups, clear expectations, and consequences for inaction. Best practices, examples, and actionable methods shared for candidate, client, and internal coordination effectiveness. 📌 Discussion Points Assertive Communication: Telling Not Asking Emphasized stating expectations and next steps rather than seeking permission Assertiveness not to be confused with aggressiveness; focus on clarity and leadership Avoided "food order mentality" by proactively directing candidates and clients Used paraphrasing to clarify and then state recommended actions Cited improved leverage and urgency as outcomes Urgency and Follow-Up Best Practices 1-2-3 Takeaway method reinforced: escalate follow-up, culminating in clear consequences for inaction Recommended daily follow-ups and multi-touch outreach where warranted Timed follow-ups (e.g., send clearance Monday, escalate by Friday) Escalate gently; start neutral, increase assertiveness only as needed Value of persistence: "the finances are in the follow-up" Concrete Examples of Effective and Ineffective Messaging Replaced vague asks ("Any interest?") with clear next-step instructions and time-bound actions Frame questions so they direct action, not just probe status Linked assertive messaging approach to improved candidate/client accountability Avoided ambiguity—each outreach should drive to actionable outcomes Handling Deadlines and Incentives When possible, set clear deadlines, explain consequences of missing them Used both consequences (e.g., removal from consideration) and incentives (e.g., signing bonus if prompt) to drive decisions Discussed tailoring tone and approach based on relationship with client or candidate Internal Collaboration and Accountability Applied assertive follow-up with colleagues for client-side actions Strict on CC requirement and timely communication handoff Advises confirmation with originator if altering crafted messages before forwarding to clients Advocates daily clearing of action lists (e.g., clearances, sendouts) Client and Candidate Value Propositions Highlighted importance of communicating value on both sides—candidate must demonstrate worth; client must offer compelling proposition Encouraged painting realistic scenarios to create urgency and reveal natural consequences Education and Mindset Development Noted newer candidates often misunderstand process urgency or market realities Used stories and analogies to illustrate competitive risks and consequences Instilled ownership mindset: finish what you start, clarify expectations, follow up relentlessly