Let's imagine a typical client who has deployed PSL. This client receives two cold calls in the same morning. He is too busy to field these calls but is able to quickly direct them to the website, which explains that if an agency is genuinely interested in recruiting for his company, he will be keen to review their completed application.

The first call is from an experienced recruitment professional who has identified this client as a key prospect; he already recruits in this specific industry sector for several similar companies. Although a little disappointed at not having the chance to "pitch" the client, the recruiter goes on line and reviews the form he was asked to complete...

He quickly notices that it is not a long winded "application to tender" type application process, but a simple form he can complete in a few minutes. He also notices the form allows for him to provide a couple of references of clients he has recruited for in the same industry sector. Seeing that the form allows him the chance to differentiate himself from the rest of the competition (the key point he planned to make in his pitch), he decides to invest a few minutes completing the form.

The second call is from an experienced cold caller, he makes 50+ cold calls a day to see what he can pick up, has no real insight into the clients business and no relevant expertise to offer them. The cold caller decides not to even view the form, and makes a mark in his database not to call the company again (he only likes people he gets to pitch), and moves onto his next cold call.

The client does not immediately review the application from the experienced recruiter, but gets back to him a few months later when his current suppliers are struggling to assist him with a new vacancy that is proving difficult to fill.