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
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
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
I caught myself staring out the window at the front pasture, so icy and desolate in the late winter afternoon. It had been cold lately . . . unseasonably cold for Atlanta. And, with the vanishing warmth, I started having negative daydreams. What was going on with the economy? Did
As a management consultant and trainer to the industry, I look at our industry and how it functions from a unique perspective. I consider myself more of a student of the business rather than a trainer. I want to find out why things work so that I can develop a
There is a familiar adage: “Make hay while the sun shines.” And that day is upon us, my friends. Recruiters everywhere have an opportunity to take advantage of an economy that is growing, because it’s also one that’s experiencing a significant skill and talent shortage. In the next few paragraphs,
When I first joined the recruiting business 15 years ago, there was a veteran recruiter in the office who shared with me his “secret” for recruiting success. “Scott, when it comes to candidates and clients,” he said, “remember this: T. A. L.” I asked him what “T. A. L.” stood
A friend of mine started his career in executive search several years ago. I mentored and coached him, and in his first twelve months, he billed over $300,000. What made his early success even more remarkable was that he had never been in a sales career before. He had poor
A couple of blog posts ago, I touched upon the indirect vs. direct approach of recruiting candidates. In today’s post, I’m going to discuss the direct approach used by big billers, specifically the “three call” technique. I’ve outlined the parameters of each of those calls below, naming them “The Initial
Welcome to our series of posts in the Top Echelon Recruiter Training Blog: “Jeff Allen’s Collection Tip of the Week.” Each week, we’ll highlight one collection tip from Allen, JD/CPC, the world’s leading placement lawyer. Since 1975, Allen has collected more placement fees, litigated more trade secret cases, and assisted more
