Is anyone else receiving an unusually high number of declined offers?

Understanding the Surge in Declined Job Offers: A Recruiter’s Perspective

In today’s competitive hiring landscape, recruiters are often faced with unique challenges that can impact the success of their hiring initiatives. One such phenomenon gaining attention among industry professionals is an unprecedented increase in declined job offers, including instances where candidates accept offers but then rescind before their start date.

A seasoned in-house recruiter with over a decade of experience within a global manufacturing organization shared insights into this trend. Despite broader economic uncertainties causing many companies to pause or slow their hiring efforts, this organization continues to actively recruit for a diverse range of roles across the United States. However, the recruiter has observed a notable rise in candidates rejecting offers — not only at the acceptance stage but also during the window leading up to the start date.

Over the past three weeks alone, the recruiter reports eight instances of offers being rescinded or accepted candidates declining before onboarding. These cases predominantly involve white-collar, higher-paying positions where the offers have closely aligned with candidate expectations regarding compensation and benefits.

This surge in offer declines raises several questions about potential underlying causes. Possible factors include shifts in candidate priorities, changes in the job market landscape, or external influences such as competing opportunities or economic uncertainties. It also underscores the importance of maintaining engagement and clear communication throughout the hiring process to mitigate dropout rates.

For recruiting professionals experiencing similar patterns, some strategies may be beneficial:

• Enhanced Candidate Engagement: Regular communication and relationship-building can increase candidate commitment.
• Transparent Offer Discussions: Ensure both parties have aligned expectations during negotiations.
• Market Insight: Stay informed about industry trends that may influence candidate decision-making.
• Candidate Experience Optimization: Streamlining the hiring process can keep candidates engaged and minimize attrition.

While these approaches may not prevent all declines, understanding and adapting to evolving candidate behaviors are crucial in navigating this challenging recruitment environment.

If your organization is witnessing similar trends or you have insights to share, engaging with professional communities or industry networks can provide valuable perspectives and support. Sharing experiences can foster solutions tailored to the current dynamics of talent acquisition.

Conclusion

The rising rate of declined offers highlights a complex hiring landscape characterized by shifting candidate expectations and market conditions. For recruiters and HR professionals, staying agile, communicative, and informed is essential to successfully attract and retain talent in these uncertain times.

Have you observed similar trends in your recruitment efforts? Share your experiences and strategies in the comments below.

Recruiters who have been laid-off…what are you doing now?

Navigating Career Transitions in a Tumultuous Job Market: Insights for Recruiters Facing Layoffs

The current economic landscape has proven to be exceptionally challenging for professionals across various industries, and recruitment specialists are no exception. Recent experiences shared by laid-off recruiters highlight the uncertainties and complexities of today’s job market, prompting many to reevaluate their career strategies.

A Personal Perspective on Industry Shifts

One seasoned recruiter reflected on experiencing two layoffs within six months—a situation that underscores the volatility many are facing. Despite actively applying to numerous recruiter roles across different work arrangements—local, remote, and hybrid—responses have been scarce. Notably, even positions that previously garnered strong interest now seem elusive, with call-backs remaining rare.

The individual shared that prior to these layoffs, they commanded a salary nearing $150,000. Currently, they have been exploring contract opportunities at significantly reduced rates, such as a $25/hour position, and recently excelled in an interview for a local role. However, negotiations revealed an industry downturn: initial salary expectations were reduced dramatically, and subsequently, posted salaries for similar roles were lowered or altered, revealing a stark decline in industry compensation norms.

This veteran recruiter, with nearly a decade of full-cycle recruitment experience, expressed confusion about their current market value. The drastic shifts have not only impacted earnings but have also introduced a level of uncertainty about the profession’s future prospects.

Questions for the Community

This situation raises important questions for fellow recruiters and industry professionals:

• How are you adapting to the current employment climate?
• Are you actively applying for roles, and if so, are you securing interviews?
• Have you considered freelancing or consulting as alternative career paths?
• Are you contemplating independence or entrepreneurship?
• Or, are you trying to hold steady and wait out the storm?

Personal Anxiety and Industry Realities

The individual admitted that initially, there was a sense of acceptance; however, the prolonged period without tangible opportunities and the shrinking runway of personal savings have begun to induce concern. There was hope of returning to agency work if necessary, but even that avenue appears to be closed, with agencies unresponsive.

Industry Implications and Forward-Looking Strategies

This anecdote underscores a broader trend impacting recruiters and talent acquisition specialists amid economic upheaval. The job market’s contraction has led to falling salaries, reduced openings, and diminished employer engagement. For professionals in this space, agility and proactive adaptation are vital.

Possible strategies include:

• Expanding skill sets to diversify marketability.
• Exploring niche or emerging industries that may be less affected.
• Building a personal brand and leveraging online networks.
• Considering contract or freelance opportunities to maintain income streams.
• Staying informed about industry trends and salary fluctuations.

Conclusion

While the current climate presents significant hurdles, it also offers an opportunity for introspection and strategic realignment. Recruiters and talent acquisition professionals are encouraged to remain adaptable, seek out new avenues, and continue honing their skills. Sharing experiences and insights within professional communities can provide valuable support and guidance during these uncertain times.

Stay resilient, stay connected, and be proactive as you navigate your career path forward.

For those of us still manually screening resumes — what are your quietest pet peeves? [N/A]

Navigating the Manual Resume Screening Process: Common Pet Peeves from Recruitment Professionals

For those of us still committed to reviewing resumes manually—without the aid of Applicant Tracking Systems (ATS) or automated filters—the experience can be both rewarding and challenging. While the human element allows for nuanced assessments, it also brings about certain frustrations that can slow down the process. Today, I want to share some understated pet peeves I’ve encountered during manual resume reviews, with the hope of fostering a broader conversation among HR practitioners and recruiters.

1. Ambiguous or Unhelpful File Naming Conventions

One of the most straightforward yet persistent issues I face involves resume file names. Resumes often arrive labeled as “resume_final_v3,” “doc1,” or other generic titles that provide no insight into the candidate’s identity or the role they’re applying for. This lack of clarity forces me to open each document individually and spend time renaming files to keep my workflow organized. While not a dealbreaker, these unnecessary steps accumulate, leading to avoidable delays and frustration. Clear, descriptive filenames—such as “Jane_Doe_Project_Manager.pdf”—can streamline the process significantly.

2. Overly Decorative or Cluttered Resume Designs

In the age of digital creativity, some candidates opt for visually elaborate resumes crafted on platforms like Canva. While creativity can be a plus, overly decorative resumes—think gold swirls, multiple fonts, layered text boxes, and ornate borders—often hinder the primary goal: quickly and easily understanding a candidate’s qualifications. Such designs can be distracting and make it difficult to locate key sections like “Experience” or “Education.” As recruiters, we value clarity and simplicity; a clean, modern layout with organized sections serves both candidate and reviewer better.

3. Lack of Context and Focused Content

A resume should serve as a clear snapshot of a candidate’s skills and achievements relevant to the role. Yet, some resumes tend to be cluttered or lack focus, making it harder to assess suitability efficiently. Consistency in formatting and straightforward presentation ensure that the most pertinent information—such as previous roles, accomplishments, and skills—is immediately accessible without sifting through layers of decorative elements.

Calling All Recruiters and HR Professionals

What are some of your quietest pet peeves when manually screening resumes? Are there specific nuances or recurring issues that irk you but might go unnoticed amid the busy hiring process? Sharing these insights can help us collectively improve our workflows and candidate experiences.

In Summary

While manual resume review allows for personalized evaluation, simple habits—like descriptive file naming and clean, uncluttered formatting—can make the process more efficient and less frustrating. Let’s continue to advocate for clarity, professionalism, and simplicity in our candidates’ materials, aligning with our own needs as diligent recruiters.

Being a Recruiter on the Market is a Wild Experience

Navigating the Challenges of Recruitment: A Peek Behind the Curtain

Recruitment can often feel like a rollercoaster ride—full of highs and lows, unpredictability, and moments of frustration that test even the most seasoned professionals. As someone deeply involved in talent acquisition, I’d like to share some insights into the realities of being a recruiter in today’s competitive job market.

The Frustration of Perfect Matches

One of the most challenging aspects of recruitment is applying for roles where you are undoubtedly the right fit. You meet all the criteria, possess the necessary skills, and have a genuine interest in the position. Yet, despite this, applications can sometimes be met with silence or outright rejection. It’s perplexing and can feel dismissive, especially when you’re fully qualified and eager to contribute.

The Ping and the Silence

A particularly frustrating scenario occurs when recruiters attempt to engage directly with the hiring team. Imagine sending a well-crafted InMail to the Director of Talent Acquisition, who responds promptly and encourages you to connect with the hiring manager. You reach out professionally, introduce yourself, and hope to establish a dialogue. Instead, your outreach goes unanswered, and subsequently, you receive a boilerplate rejection email. This kind of ghosting can be disheartening—it leaves you questioning the process and the often impersonal nature of corporate hiring.

Reflections on the Recruitment Process

Such experiences highlight the complexities and sometimes opaque nature of modern recruitment. While it might seem as though the process is straightforward—applications, interviews, offers—the reality involves many layers, including internal priorities, communication gaps, and the often overwhelming volume of applicants.

A Humbling Perspective

Despite these glitches, I remain committed to my role. Every interaction, whether successful or not, provides insight into the broader hiring ecosystem. It’s a reminder that behind every application is a real person with hopes and ambitions, and that the recruitment journey, though challenging, is ultimately about finding the right match—on both sides.

Final Thoughts

Being a recruiter on the open market is undoubtedly a wild experience, fraught with moments of ambiguity and rejection. Yet, it’s also an opportunity to refine one’s approach, build resilience, and gain a deeper understanding of organizational needs. For job seekers and recruiters alike, keeping a professional perspective and maintaining perseverance can make all the difference.

Author’s Note: Navigating the hiring landscape requires patience, empathy, and persistence. Understanding the often unseen complexities can foster better collaboration and ultimately lead to more successful placements.

HR saying not to discuss salaries

Navigating Confidentiality: How Recruiters Can Respond Professionally When Asked About Salary Discussions

In the recruitment industry, transparency and adherence to legal standards are foundational to building trust with candidates. Recently, a recruiter shared a common yet concerning scenario: being instructed by Human Resources to advise prospective employees not to discuss their salaries. This practice raises significant legal and ethical questions, and recruiters must be prepared to respond confidently and professionally.

Understanding the Issue: Is Advising Against Salary Discussions Legal?

Legislation in many jurisdictions, including the United States, explicitly protects employees’ rights to discuss their wages. The National Labor Relations Act (NLRA), for example, affirms employees’ right to talk about wages and working conditions. Employers and recruiters alike should be aware that discouraging such conversations can be considered a violation of federal law.

Despite instructions from HR to advise candidates not to discuss salary, recruiters need to prioritize compliance and ethical standards. Doing so not only safeguards the recruiter’s professional integrity but also ensures legal adherence.

Responding Professionally When Asked About Salary

When faced with such directives, recruiters should aim to maintain professionalism while also asserting their boundary. Here are practical tips for handling these conversations:

1. Stay Informed and Confident
   Know your rights and the legal framework protecting salary discussions. This knowledge allows you to confidently explain your position.

2. Use Neutral, Professional Language
   For example:

3. “I’m committed to transparency throughout our process, and I’m unable to comment on specific salary details at this stage.”

4. “As part of our company policy, I’m not authorized to discuss salary specifics until later stages of the hiring process.”

5. Redirect Focus
   Shift the conversation to aspects you are permitted to discuss: skills, experience, role responsibilities, and the overall benefits package.

6. Clarify Your Position
   If pressed further, gently reiterate:
   “My goal is to ensure a fair and transparent process, and I am committed to providing accurate information when appropriate.”

7. Document the Conversation
   Keep records of any instructions given by HR that may conflict with legal standards, and consider raising concerns through proper channels if necessary.

When to Escalate

If you consistently receive directives that conflict with legal obligations, it may be necessary to escalate internally or seek guidance from legal or compliance officers within your organization. Upholding ethical standards ultimately protects both the recruiter and the candidate.

Final Thoughts

The recruitment profession is built on trust, integrity, and legality. While organizational policies should be respected, they must not contravene laws designed to protect workers’ rights. As recruiters, standing firm with professionalism and clarity ensures that both candidates and companies uphold fair employment practices.

Disclaimer: This article is for informational purposes only and does not constitute legal advice. Consult legal professionals for specific guidance related to employment laws in your jurisdiction.

If you’re a recruiter or HR professional navigating similar challenges, sharing your experiences or questions in the comments can foster a helpful dialogue.

Candidate quit within the first week

Navigating Early Turnarounds: Lessons from a Six-Day Candidate Departure

In the world of in-house recruitment, few experiences are as disheartening as seeing a promising candidate resign within the first week. This scenario, while challenging, offers valuable insights into the complexities of talent acquisition and the importance of managing expectations on both sides.

A Brief Reflection on the Experience

Recently, I encountered this exact situation. Having been in my recruiting role for eight months, I was optimistic about our process and the candidate’s enthusiasm. The journey with this individual was smooth—I maintained regular contact, ensured they felt valued, and their qualifications aligned perfectly with our needs. Their eagerness to join our organization made the outcome all the more disappointing.

Despite thorough preparation and genuine enthusiasm, the candidate decided to leave after just six days. Naturally, this led to feelings of frustration and self-doubt. It’s easy to internalize such setbacks, questioning what could have been done differently.

Understanding the Broader Context

Adding a layer of complexity, this occurrence coincided with ongoing support for a business partner who has historically exhibited communication challenges—delayed responses and inconsistent follow-up. When things finally seemed to click for both of us, this unexpected resignation felt like a significant setback, intensifying the sense of discouragement.

Lessons Learned and Moving Forward

While it’s tempting to take these outcomes personally, it’s important to remember that talent acquisition is inherently unpredictable. Early departures can be influenced by numerous factors beyond your control, including candidate circumstances, internal company dynamics, or even personal reasons.

Here are some strategies to help navigate such situations and minimize self-criticism:

1. Reflect Without Self-Reproach: Analyze the process objectively. Did expectations align with reality? Were there signs you might have overlooked? Use these reflections to refine your approach, rather than as personal failures.

2. Seek Feedback: If possible, gently inquire about the candidate’s reasons for leaving. Sometimes, external factors or misalignments become apparent only through open dialogue.

3. Build Resilience: Recognize that recruitment is a numbers game. Each experience, successful or not, contributes to your growth as a professional.

4. Adjust Expectations with Stakeholders: Maintain transparent communication with both your team and supporting partners, especially when external factors or internal challenges arise.

5. Practice Self-Compassion: Recruiters often carry a heavy emotional weight. Remind yourself that not all outcomes are within your control and that each experience is an opportunity to improve.

Final Thoughts

While the disappointment of a candidate departing shortly after joining is undeniable, it’s essential to use such moments as learning opportunities. Developing resilience, seeking constructive feedback, and maintaining a collaborative mindset can help turn setbacks into stepping stones for future success.

Remember, every recruiter encounters hurdles — what matters most is how we adapt and grow from them.

Recruiters are not emotional punching bags, btw.

Understanding the Human Side of Recruitment: Why Respect Matters

In today’s challenging job market, the recruitment industry is under significant strain. The landscape is characterized by an oversupply of candidates and a scarcity of available positions, leading to widespread fatigue among hiring professionals. While these conditions certainly test everyone’s resilience, it is essential to remember that recruiters are human beings who deserve respect and understanding—especially from those navigating the hiring process.

Recent incidents have highlighted a concerning trend: some candidates, upon rejection, have expressed their frustrations inappropriately toward recruiters. For example, there have been instances where applicants have sent emails filled with anger, accusations, and personal attacks after being turned down for a role. While rejection is inherently difficult, expressing hostility toward recruiters—who are often simply mediators in the hiring process—is unprofessional and unwarranted.

It’s important to recognize that recruiters do not control hiring decisions. They are tasked with managing the complexities of talent acquisition, which includes balancing company needs, candidate qualifications, and logistical constraints. When a candidate receives a rejection, their emotional response can be intense, especially if they have been searching for a long time or are facing their own uncertainties. Nevertheless, venting that frustration in ways that demean or insult the recruiters is neither productive nor acceptable.

In one notable instance, a recruiter received an email that not only challenged their judgment but also implied they lacked intelligence and courage. Such responses go beyond constructive feedback—they constitute a form of emotional disrespect. Reacting this way not only undermines personal dignity but also fosters a negative environment that can cascade into team culture and organizational reputation.

Employers and recruiters alike are embracing the importance of maintaining professional decorum, even amidst stress and disappointment. If you’re disappointed with a rejection, it’s okay to feel upset; however, channeling that emotion into respectful communication is crucial. Remember, recruiters are often managing internal pressures—such as layoffs, hiring freezes, and the emotional labor that comes with talent acquisition—while still striving to treat every candidate with dignity.

Ultimately, fostering a culture of kindness and respect benefits everyone involved. Candidates should feel free to express their disappointment, but they must do so thoughtfully. Recruiters, on their part, continue to work tirelessly behind the scenes, often with limited control over hiring outcomes. Recognizing their humanity and extending kindness can make the entire process more humane and constructive.

In conclusion, let’s reinforce a simple principle: Recruiters are not punching bags for frustration or disappointment. They are professionals committed to connecting talent with opportunity. Respectful communication and understanding create a healthier, more productive hiring environment for all.

How I Finally Nailed My Interviews

Mastering Job Interviews: Strategies to Turn Nerves into Success

Securing a job interview can be a daunting experience, often accompanied by feelings of anxiety and self-doubt. Many candidates find themselves stumbling over questions, experiencing awkward silences, or providing vague answers. Having faced my own share of interview mishaps, I understand the frustration that comes with it. However, through persistent effort, experimentation, and a few strategic mindset shifts, I was able to improve significantly. Here, I share my insights and practical tips to help you confidently navigate your next interview.

Transform Nervous Energy into Positive Power

Rather than attempting to suppress adrenaline, learn to harness it. I found that redirecting nervous energy into enthusiasm makes a substantial difference. To do this, I practiced a “power pose” for five minutes before each interview—standing tall with hands on hips or arms raised, as suggested by body language research. Repeating affirmations like, “This is excitement, not fear,” helped reframe my mindset. Although it might seem unconventional, this mental approach helped reduce freeze-ups and boost confidence.

Master the Art of Ending Answers Gracefully

A common pitfall during interviews is rambling after answering a question, which can undermine your credibility. A simple yet effective technique is to consciously conclude your responses with a deliberate pause. After finishing your answer, count silently to three before asking if the interviewer needs further elaboration. This not only demonstrates self-control but also conveys a collaborative attitude, signaling that you’re attentive to the interviewer’s cues and willing to expand if needed.

The Importance of Immediate Reflection

Debriefing yourself immediately after each interview is essential for continuous improvement. Take note of what went well and identify areas for growth. This habit helps you refine your responses, manage nerves more effectively, and build greater confidence over time.

Viewing Interviews as Skills to Be Developed

Perhaps most importantly, recognize that interviewing is a skill—something that can be learned and perfected with deliberate practice. Like any muscle, it grows stronger the more you exercise it. Consistency, preparation, and a growth mindset are key components of becoming an effective interviewee.

Final Thoughts: Embrace the Process with Optimism

Avoid approaching interviews as a life-or-death scenario. Instead, see each opportunity as a stepping stone, knowing that setbacks are part of the journey. If you don’t succeed initially, trust that the right opportunity is still ahead, and that rejection doesn’t define your potential or worth.

For more detailed advice and personal experiences, I recommend exploring this insightful Reddit post: https://www.reddit.com/r/interviewhammer/comments/1jz6pzt/want_to_pass_your_interview_interview_hammer/

In conclusion, mastering interviews involves mindset shifts, strategic communication techniques, and ongoing practice. Treat each interview as an opportunity to grow, learn, and showcase your best self. With resilience and preparation, you can transform nervousness into a catalyst for success.

Sending final round candidates breakfast money the morning of their interview

Enhancing Candidate Experience: The Impact of Thoughtful Support During Final Interviews

In the competitive landscape of talent acquisition, the candidate experience has become a crucial differentiator for organizations striving to attract top talent. Final interview stages are often laden with anxiety and uncertainty for candidates, who may be navigating multiple opportunities and weighing their options. Recognizing this, innovative companies are exploring ways to create a positive and memorable interview experience that subtly communicates their organizational culture and values.

One approach that has yielded remarkable results involves providing candidates with a small gesture of appreciation on the day of their final interview. For instance, some organizations send a $30 prepaid breakfast gift card accompanied by a note saying, “Get a great breakfast, come in energized and ready to show us why you’re amazing.” This simple act can set a welcoming tone, making candidates feel valued even before they step through the door.

At our organization, implementing this practice significantly impacted our hiring success. Our talent acquisition team initially debated its necessity, but the results speak for themselves. Since introducing this gesture, our offer acceptance rate for final candidates has increased to 81%. Candidates have shared that receiving the note and breakfast stipend alleviated their nerves, allowing them to approach the interview with confidence. One candidate mentioned that she was so anxious she couldn’t eat that morning, but the message from us made her feel cared for and helped her relax. Another noted that this was the first time an employer acknowledged the difficulty of interviews from a candidate’s perspective.

Moreover, this practice fosters positive perceptions of our company, even among candidates who ultimately do not receive an offer. Several have expressed in feedback that, despite not being selected, the experience made them eager to consider applying again in the future.

From a logistical standpoint, implementing this approach is straightforward. The support is typically sent via email or messaging platform immediately after confirming the interview time, taking only seconds per candidate. Since its adoption, our recruitment costs have remained efficient. Interestingly, despite spending approximately $30 per finalist, our cost per hire has decreased due to the higher acceptance rate. This approach even garnered approval from our CFO, who noted the financial efficiency of improved candidate engagement—especially when doubling efforts for senior or managerial roles.

Ultimately, this practice underscores a fundamental truth: people remember how they are made to feel. Investing in candidate well-being and demonstrating genuine appreciation before they even become employees helps establish a foundation of trust and mutual respect. Organizations that prioritize these small, meaningful gestures foster stronger relationships and stand out in the competitive talent market.

In the end, thoughtful touches like providing breakfast support during final interviews are more than just acts of kindness—they are strategic investments in your employer brand and future talent pipeline.

I’ve been recruiting developers for 20 years and here are my secret hacks

Unlocking Developer Recruitment Success: 20 Years of Proven Strategies

Recruiting talented developers is both an art and a science. Having dedicated two decades to this endeavor, I’ve accumulated insights that go beyond traditional methods. Over the years, I’ve engaged in thousands of outreach efforts, navigated countless rejections, and refined my approach to better connect with the developer community. Here are some of the most essential strategies I’ve learned — insights that can elevate your recruiting game to new heights.

1. Gain Basic Technical Fluency

You don’t need to be a coder to effectively engage with developers, but possessing foundational technical knowledge is crucial. Understand fundamental distinctions, such as the difference between Java and JavaScript, and recognize what various frameworks accomplish. Learning the basics for just a weekend can prevent countless frustrating conversations and help you speak their language with confidence. This foundational understanding demonstrates respect and genuine interest, which resonate strongly with developers.

2. Avoid Overstepping on Developer-Centric Platforms

GitHub and Stack Overflow aren’t traditional social networks; they are sanctuaries for developers. Attempting to network or promote your roles within these environments often backfires, leading to alienation rather than engagement. Instead of attempting to ‘sell’ or ‘pitch’ in these spaces, focus on understanding the community and respecting its norms. Remember, genuine relationships stem from authenticity, not opportunism.

3. Engage in Developer-Centric Communities

You don’t have to be technical to learn from developers. Platforms like daily.dev and Hashnode host vibrant conversations about what excites and frustrates developers, as well as what they value most in their work. Immerse yourself by quietly observing—reading posts, comments, and discussions. Within a week, you’ll gain insights into developer motivations that no formal recruiting course can teach, making your outreach more authentic and effective.

4. Practice Radical Transparency

Honesty is always the best policy. Ditch vague promises of “competitive salaries” and instead be upfront about compensation, company culture, and recruitment processes. Transparency builds trust and respect. Developers appreciate straightforward communication — even if the initial information isn’t ideal — because it shows integrity and professionalism. Vague or evasive responses, on the other hand, tend to push promising candidates away.

5. Cut Through the Noise: Be Genuine, Not Salesy

Developers aren’t inherently anti-recruiter; they dislike dishonesty and hype. Shift your approach from trying to ‘sell’ a role to having genuine conversations. Show curiosity about what they’re building, ask what challenges they face in their current projects, and learn what motivates them about their work. Authentic interest and respect go a long way in building meaningful connections.

Final Thoughts

Effective developer recruiting requires stepping into their world—listening, respecting, and being authentic—even if those spaces weren’t originally designed for outreach. By understanding the community’s nuances and embracing transparency, you’ll develop a reputation as a trustworthy recruiter rather than just another email sender. Once you internalize these principles, you may find you don’t need to rely on any gimmicks or hacks — genuine relationships will do the heavy lifting for you.