When rates turn and the market slows, some leaders' recruiting pipelines quietly dry up. Others barely notice the shift.
The difference almost never comes down to who worked harder during the downturn. It comes down to who built visibility before they needed it.
What the Strong Pipelines Have in Common
Leaders with warm pipelines through a downturn built their presence during the stable years, when there was no urgency and no deadline forcing their hand.
That early work compounds quietly. By the time the market tightens, their name is already something candidates recognize, not something they're discovering for the first time under pressure.
What This Means Right Now
If the market feels calm right now, that's not a reason to wait. It's the best possible time to build, because nobody watching can mistake it for desperation.
The leaders who wait for the downturn to start building are always a full cycle behind the ones who didn't.
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