“I deal with recruiters who charge half of what you charge.  Why should I deal with you at your fee of thirty percent?” “Hey, that’s a really good point,” I thought to myself.  I would probably ask the same question if I was in my prospective client’s shoes.  He was

I have found over the years that when it comes to recruiting candidates, most big billers prefer to begin with the indirect approach (“Who do you know?”) and then transition to the direct approach (“How about you?  What would interest you in making a move?”). But you know what?  Both

We are in the recruiting profession.  The recruiting profession is a sales profession! Cold calling is part of any good sales professional’s responsibilities.  Information available on the Internet and social networks has actually converted most cold calls into informed warm calls. You may have an established client base, but if

In recruiting, time should be a closely guarded ally, one that is treated respectfully and with care.  Because wasting time is more than a productivity issue—it strikes at the very core of what we do.  It can put a career in free fall. We have all found ourselves engaged in

It felt like someone kicked me in the stomach. I just left the third message for the candidate without a getting a single call back.  He had a great background and the first time I talked with him two weeks ago, he said there were some pretty important issues motivating