Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Sourcing

When Sourcing Nurses, the Phone Is Your Friend



Nurse with blood pressure-free-Sira Anamwong

Nurse with blood pressure-free-Sira AnamwongAccording to the U.S. Bureau of Labor Statistics’ Employment Projections 2012-2022 released in December 2013, registered nursing is listed among the top occupations in terms of job growth through 2022.

The registered workforce is expected to grow from 2.71 million in 2012 to 3.24 million in 2022, an increase of 526,800 or 19%. The BLS also projects the need for 525,000 replacements nurses in the workforce bringing the total number of job openings for nurses due to growth and replacements to 1.05 million by 2022.

According to the “United States Registered Nurse Workforce Report Card and Shortage Forecast” published in the January 2012 issue of the American Journal of Medical Quality, a shortage of registered nurses is projected to spread across the country between 2009 and 2030. In this state-by-state analysis, the authors forecast the shortage to be most intense in the South and the West.

Industry News

New Bullhorn CRM Designed to Aid Sales Growth, Spot Trends



Bullhorn CRM screenshot

Bullhorn CRM screenshotNo longer a temporary fix for a sudden spurt in a company’s workload, contingent staffing has become such a strategic part of the corporate workforce mix that predictions are temps will soon account for more than 20% of the Fortune 500 headcount.

With that growth comes a need for greater sophistication by staffing firms to predict client demand, enhance productivity, and uncover opportunities from the dozens of client and potential client contacts a busy agency makes every day.

That’s what Bullhorn’s newest iteration of its CRM was designed to do.

Ask Barb

I Send Them Out, But They Keep Interviewing



Ask Barb

Dear Barb:

It seems the internet has really reduced our ability to control our candidates. They have no loyalty, and even when we have sent them on an interview with the exact opportunity they said they would accept, they still continue to interview. How do we increase candidate loyalty and control?

Edward S.
Portland, OR

Dear Edward:

If you only send a candidate on one interview, they will schedule interviews

For Managers, How-To, The Business of Recruiting

Here’s How to Plan Your ‘Grand Vision’ For 2015



Target Plan

Year-end is a great time. We get to reflect over what we have accomplished and what we have yet to do. We get to celebrate what we did right and we get to write off our failures as part of the past. And we get to redirect our efforts in a new campaign. It’s a cleansing of sort and if done properly will provide energy and direction going into the New Year.

When I look at year end planning, I believe it begins with the overall Vision Statement. This Vision Statement should describe the “grand, overall” destination of where you want to be. I learned from the great Mike Gionta, that a good Vision Statement is a one-page statement that tells a story as if it had already happened. Basically, write a one page statement as if you were 5, 10, 20 years in the future describing what your life has accomplished. Revisit this statement annually and modify it as you deem appropriate.

With the Vision Statement in place there are certain “Big Bucket” plans that will need to be addressed. They all must work together to support the Vision Statement and the execution of these plans will allow your Vision to become reality. The Big Bucket items that I believe fit our industry are:

Industry News

New Facebook Business Service Being Developed



fordyce-default

Facebook logoFacebook is testing a new professional service specifically intended to be used in the workplace.

The company has so far been mum about “Facebook at Work.” However, the Financial Times, which disclosed the secret project, said it is designed as a collaboration tool, allowing users to share documents, communicate with colleagues and build networks of professional contacts. Because it will enable users to keep their social network completely separate from their professional one, the new service is being considered a competitor to LinkedIn and to services from Google and Microsoft.

Fees, Jeff's On Call!

No Proof Your Fee Schedule Was Accepted? You Lose



Jeff Allen COllection Tip

Editor’s note: Jeff Allen has heard every employer excuse you can imagine for not paying up — and dozens more that defy imagination. A few years ago he began documenting them in a weekly collections column. Because of the importance of collections, Fordyce will periodically reprise the most common situations he addressed. The complete collection is here.

What Client Says:

The fee schedule wasn’t received.

How Client Pays:

You’ve probably wondered where all those undelivered emails and letters with fee schedules went.

Industry News, Staffing

Are You Ready For the Affordable Care Act?



ACA illustration

ACA illustrationIn less than two months, businesses with 100 or more workers will be required to provide some sort of healthcare coverage for their employees.

This includes staffing companies who are employers of record. And it has potential consequences for those who use back office providers who serve as the W2 employer of record.

The rules of the Affordable Care Act can be complicated. For instance, the health plan must provide “minimum value” and it must be “affordable.” Even the rules for determining how many employees you have is not nearly as simple as counting up the number of paychecks you issue. The formula includes your FTEs, which are calculated by adding regular hours, holiday hours, paid time off, and overtime and dividing by 120.

How-To, Sourcing

How To Write An InMail Subject Line That Gets Results



InMail illustration

If you’re not getting the response you want from your InMails, the problem could be as simple as your subject line.

With LinkedIn again tightening up the consequences for InMails that go ignored, improving your response rate is not only good for your sourcing, but good for your wallet. You don’t want to get burned by LinkedIn for getting negative feedback on InMails, and you certainly don’t want to repel potential candidates by reaching out to them in ways they don’t appreciate.

With this in mind, I’d like to share some methods that have worked for me.

Ask Barb

Avoiding the Hot Lead Brush Off



Ask Barb

Dear Barb:

My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says they are not hiring. At that point, you can’t call the client a liar, even though you know they are. In the past, this is the way we landed many new clients, but it’s not working in this market. Do you have any suggestions?

Emily H.
Minneapolis, MN

Dear Emily:

When you have a candidate inform you of a company that is interviewing,

Industry News

Veterans Unemployment Declines As Companies Make Good On Promise



veterans day 2014

As America honors its military veterans today, there is encouraging news on the jobs front: The unemployment rate for the nation’s veterans has declined sharply in the year since the last Veterans Day.

Thanks to a nationwide focus on hiring veterans, and especially younger veterans who served in the post 9/11 military, unemployment for all veterans went from 6.9% in October 2013 to 4.5% last month. The national unemployment rate dropped 1.4 percentage points to 5.4%. (All percentages are non-seasonally adjusted.)

Contributing to the sharp decline was a project launched three years ago by JPMorgan Chase and 10 other large employers. As its name implies, the 100,000 Jobs Mission committed to hiring 100,000 veterans by the end of 2020. Now, with more than 170 companies participating, the project has employed more than 190,000 former military.