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?
Recruiting is a relationship-building business. Our profession is no different than any other sales profession. People give their business to individuals they like, as well as to those who provide them with results. It is not your job to agree or disagree with your clients or candidates. It is your
Anybody who has paid attention to the news in recent weeks and months knows that the United States Stock Market has gone on somewhat of a “roller coaster” ride, soaring both up and plunging down (sometimes during the same day). However, here’s the big question: has this affected recruiters’ production, and
A few years ago, I was watching a documentary on PBS about monkeys who lived by a river. When they showed how a monkey went about foraging for his food, I felt as if I was watching a big billing recruiter work his magic. The monkey was looking for insects underneath
Recruiting is a relationship-building business. Our profession is no different than any other sales profession. People give their business to individuals they like, as well as to those who provide them with results. It is not your job to agree or disagree with your clients or candidates. It is your
In numerous training articles and materials, I’ve mentioned a little book with profound advice. This book is titled The Four Agreements by Don Miguel Ruiz. In the beginning of his book, Don Miguel says that we didn’t get to choose our beliefs, but that they were handed down to us from our ancestors, who
So the candidate told you he is happy where he is in his career, but also just admitted to you that there may be something better out there? What’s next? How do you handle this critical conversation where the candidate seems to be on the fence so early in the
Over the years in my career, even though I am considered a “nuts and bolts” type of a trainer, I have been lucky to associate with some of the great sales trainer motivators of all time. I grew up in recruiting listening to Tommy Hopkins and J. Douglas Edwards; flew
The false notion of candidate control damages the performance of most recruiters in the qualifying call. Candidate control is a myth. Candidate leadership is the reality and the main driving force of this critical conversation that will move your candidate forward in the search process. There are three objectives in
