“Our firm’s growth was 20% last year, and I’m still frustrated,” he said. He was a new client, running a $30 million-a-year, fee-based professional services firm in San Francisco. His frustration wasn’t based on a monetary or a revenue issue. It was a performance issue. To his competitors, at least those who
Sure, there are millions of job seekers in the marketplace right now. Obviously, those people don’t have to be recruited for an open position as much as, say, a passive candidate who really isn’t looking for a new opportunity. However, as any recruiter will tell you, many companies are looking
A few years ago, a recruiting firm owner called to tell me about some frustrations he was having with his top two producers. “They are like poison in the office,” he told me. “The only reason I let them stay here is because they pay the overhead. But over the last
As a recruiter, you HAVE to differentiate yourself. Why should someone do business with you? What can you say that your competition can’t say? What can you say that your co-workers can’t say? Why have you targeted certain facilities as clients you want to represent? Hiring authorities have shared the following
You need confidence when you deal with high-level decision-makers, strong candidates, and even stronger gatekeepers. If you don’t sound like you have it, they won’t even take your call. And if you do get through, they’ll think you’re an amateur. Have you ever heard a mousy recruiter on the phone?
We were all likely taught that you should never start a search without a signed agreement. This makes good sense for many obvious reasons. However, what do you do if a hiring manager authorizes you to send people for a search, but does not return your agreement promptly? Hiring authorities (like
It is important for you to continually upgrade and attract new clients. Most individuals in our profession generate 75% of their sales from less than five clients. That way of conducting business is NOT recession proof and could lead to inconsistent sales and profits. Today, I want to share with you
So you’ve done the work of tracking down the name of a key individual and now you’re about to make that all-important call, but you’re worried about being questioned by a gatekeeper. Here are some ideas for making sure that your call gets put through. First, here are five tips
You’ve been there before. You spent weeks and weeks recruiting on an assignment, and now you’re sitting there, scratching your head and wondering why your client doesn’t call you back from any of the three messages you’ve left. Remember the first cardinal rule of human behavior? “People only do what is
Recruiters have been battling the Human Resources department at clients since the beginning of time. (Okay, not THAT long, but you get the point.) Even for those recruiters who have a good working relationship with the HR departments of their clients, friction inevitably arises during searches. But how much friction?
