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‘It’s Been a Good Year’: How Split Placements Helped Bob Small

by | Dec 1, 2010 | Recruiter Training, Top Echelon Blog

Has 2010 been a tough year for recruiters?  You’d better believe it . . . but many recruiters have enjoyed better than average years. And some have enjoyed good years.

Not great years, but good years.  However, in this economy, good is sometimes plenty good enough.

Preferred Member recruiter Bob Small of Carroll Technology Services, Inc., is one of those recruiters who’s enjoyed a good year in 2010.  How has he done it?  In large part, by relying on his Trading Partners.

“It’s been a good year,” said Small.  “Not anything like the record levels in 2003 through 2007, but it’s definitely been a good year.”

Small is currently ranked 15th in the Network in terms of overall production.  This year, though, not all of that production has been from direct-hire placements.

“I’ve had more contractors out there, which has been good,” said Small.  “I haven’t done much contracting in the past, but it’s been working out for me.”

A couple of the Trading Partners with which Small has worked extensively are Philip Bartfield of Bartfield Search, Inc., and Dave Sgro, Jr. of True North Consultants, LLC.  However, it was a conversation that Small had with Dave Sgro, Sr. of True North Consultants, LLC that helped change his perspective—and improve his Network production—this year.

“Dave told me that he tries to have a certain number of Top Echelon touches every week,” said Small.  “I thought to myself, ‘He’s right, I’ve become too content with the Maryland [Regional] Core Group and the Trading Partners I’m comfortable with.’  I decided I needed to reach out to other recruiters.”

Among the different recruiters that Small contacted were Ed Nathan of Systems Search and Linda Gutekunst of LR Solutions, LLC.

“I’m looking to do more things in Top Echelon and to expand my networking space,” said Small.  “I’ve been busy trying to find people for these recruiters’ job orders.”

Making the decision to move out of his comfort zone and have a certain number of “Top Echelon touches” every week has translated into more job orders for Small.  He has not only his own, but also those of other Network Members.  No matter how busy Small is, though, he still finds time to communicate consistently.

“I have a lot of job orders on my desk, but I’m still trying to keep in contact with other recruiters,” said Small.  “I like to let my Trading Partners know what’s going on, either through email or over the phone, but I also like to call other recruiters who have job orders and say, ‘Hey, I might be able to help you with that.’  I like to stay in touch with people, so they think of me and keep me in mind.”

Small started in the recruiting industry in 1988 and Carroll Technology Services, Inc., joined Top Echelon Network in 2004.  During the past six years, Small has made a total of 47 Network placements, ALL of them split placements.

Small has some advice for those Preferred Members who want to enjoy more success within Top Echelon Network.

“You’re not going to have success with every recruiter in the Network,” said Small.  “But if you don’t reach out and try, you’re not going to get anywhere.  You have to participate and you have to put forth the effort.”

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