Look to the quality of your questions and where possible try and focus on the impact of the role not being filled will have for the client.  This line of questioning ensures that we understand the real ‘need’ for the hire and gives us some leverage with the client when it comes to rate, timelines and commitment.  If you think about it, if we just ask why the job has cropped up, how important it is that they fill it and how urgently they need the vacancy filled they’ll all give us the same answers and it’s hard for us to prioritise our workload.  So recognise that clients hire, not because of what’s already happened but because of what will happen if they don’t.