Clients tell you what they think you need to know. Not what you actually need to know.
Most missing information isn't in the "won't tell" category. It's in the "didn't think to mention" category. The difference matters for how you extract it.
The Information Gap
Every brief has three layers:
- What they say: The JD, the requirements list, the salary range
- What they know but don't say: Preferences, past failures, team dynamics
- What they don't know they know: Implicit expectations, cultural fit markers
Your job is to surface layers 2 and 3.
Why Stories Beat Bullet Points
When a client says "we need a self-starter," that's abstract. Anyone can claim to be a self-starter.
But when they tell you: "Last month, Maria noticed our customer churn was spiking. Without being asked, she dug into the data, found the root cause, proposed a fix, and implemented it. That's what we need." — now you can evaluate candidates.
Stories are specific. Bullet points are abstract. With a story, you can assess candidates. With a bullet point, you're guessing.
Questions That Unlock Real Information
About the role:
- "Walk me through a typical week for this person"
- "What's the hardest part of this job?"
- "What would make someone fail in the first 90 days?"
About past hires:
- "Tell me about someone who was great in this role"
- "What went wrong with the last person?"
- "If you could change one thing about your previous hire, what would it be?"
About the team:
- "How would you describe the team's working style?"
- "What type of person clashes with this group?"
- "Who would this person work with most closely?"
Get Access to the Hiring Manager
HR gatekeepers are often well-intentioned but they filter information. Agencies with direct access to hiring managers have 2x higher placement rates.
How to get access:
- Frame it as "helping us send better candidates faster"
- Offer a brief 15-minute calibration call
- Position yourself as a partner, not a vendor
Don't Ask for Information. Offer a Tool.
Clients don't refuse to give information. They refuse to do work. There's a difference.
"Can you write a detailed brief?" = Work for them.
"Can you spend 10 minutes talking to our AI?" = Easy for them.
Information is the currency of recruitment. Whoever has it, wins.
TalentByTeam: A Tool You Can Offer
What if you could give clients a simple link that extracts everything you need? TalentByTeam conducts AI interviews with hiring managers, team members, and even departing employees.
You get hours of insights. They spend minutes. Everyone wins.
Get the information that wins placements
Stop asking for briefs. Start getting team intelligence.
Learn More