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This article is based on a conversation between Brad Bialy and Patrick Morin on Take the Stage, a podcast/vodcast presented by Haley Marketing. For this episode and others search for “Secrets of Staffing Success” on your preferred podcast player or watch past episodes on YouTube.
Most staffing firms talk about culture internally.
But the best ones apply it externally, too – especially in how they place candidates and serve clients.
In this post, we’re looking at how understanding and aligning with your client’s culture can transform you from a “necessary evil” into a trusted advisor – and how culture drives better placements, stronger relationships, and more business.
Culture Isn’t Just for Internal Teams
Yes, your internal culture matters – but in staffing, it has a direct impact on your external brand.
Patrick Morin made it clear: “If you understand your client’s culture – and you place people who fit – you reduce problems, boost longevity, and strengthen the relationship.”
Even on a 12-week assignment, a well-matched candidate creates fewer headaches, integrates faster, and reflects better on your firm.
The Hidden ROI of Cultural Fit
When you know how your client operates – how decisions are made, what expectations look like, and what values drive their team – you’re not just filling an order.
You’re:
- Reducing churn.
- Improving performance.
- Building trust.
And when trust builds?
Clients don’t micromanage. They don’t shop around.
They pick up the phone and say, “Send us three more.”
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From Necessary Evil to Trusted Advisor
Morin referenced an insight from Tom Erb: most staffing firms start out as a necessary evil.
But when you consistently deliver candidates who get your client’s culture (not just the job) you elevate your role.
“It’s like being in a car,” Morin said. “If the client trusts you, they relax. If they don’t, they try to drive from the passenger seat.”
Want to take the wheel?
Start by aligning not just on job specs, but on company culture.
Your internal culture builds consistency. Understanding your client’s culture builds trust.
Together, they position you as a true partner, not just a resume-pusher.
And in staffing, that’s how you stop being a vendor – and start being indispensable.
In the Next Post in Our Series…
You’ll learn about the three cultures that create disruptors. See you there!
The post From Candidate Fit to Becoming a Trusted Advisor: A Conversation with Patrick Morin appeared first on Haley Marketing Group.
