There’s a story about Pablo Picasso that speaks well to the enormous time investment that recruiters make (to know the candidate market, to really understand the industry we serve) well in advance of actually being engaged in a search. It goes; a woman sees Pablo Picasso sitting on a park bench, idly sketching. She approaches and asks for sketch. He says yes, does it and as he hands it to her says “that will be $5000.” The woman is outraged and says “that only took you 15 minutes!” to which Picasso replies, “No Madam, that took me 40 years.”