Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Tax Tips to Share With Your Candidates

IRS logo

Looking for a new job? Your candidates certainly are. Here are some tax tips to include in your candidate newsletter.

Resume preparation: You may deduct costs associated with the preparation of your new resume, if you are searching for a new job in your present occupation.

No breaks: You are not allowed to deduct job search costs, if there was a substantial break between the end of your last job and the time you began seeking a new job.

No first timers: You cannot deduct job search costs, if you are seeking a job for the first time.

Ask Barb

Make Your Team Accountable So the Business Grows

Ask Barb

Hi Barb:

I have a very tenured team who love working for me. I don’t believe in micro-managing, but I feel we could be achieving so much more as a company. How do I go from no rules or standards to implementing accountability without losing everyone?

I sent them to a conference in Las Vegas and they didn’t attend the sessions and had no problem telling me. My last two hires quit because they felt like outsiders to my four tenured recruiters. I now realize my business will not grow or prosper unless I make changes, but I don’t know where to begin. What would you do if you found yourself in my position?

John R., Dallas, TX

Dear John:

There is no value in beating yourself up for mistakes you’ve made as a


What’s the State of Recruiting Today? Take the Survey and Help Us Find Out

Survey icon - Stuart Miles - free

Last year we discovered recruiters prefer talent acquisition to most any other name. We learned that recruiting quality prospects was harder in 2014, even if some of the corporate recruiters we surveyed thought otherwise.

And looking back on the results of last year’s State of Recruiting Survey, it seems some recruiters were whistling past the graveyard when it came to predicting the difficulty in recruiting this year.

Now we’re conducting this year’s recruiting survey, and we want you to take part. In addition to corporate recruiting, we’re collecting information specific to the search and staffing sectors. Among the questions we ask are some the specific challenges presented by your clients. Your opinion of hiring managers is among them.

We also ask about your use of metrics, analytics and KPIs to measure productivity and performance. One especially useful question deals with the most effective way of reaching candidates, i.e. phone, texting, email, etc.

The more responses we get from agency recruiters, the more useful the results. So please, spend the 6 or 7 minutes it will take and complete the survey. And add your comments to fill in any blanks. Those who participate will get early copies of the results.

Image: Stuart Miles / FreeDigitalPhotos.net

Celebrating Successes

Even A Falloff Can’t Take My Kodachrome Away

Coffee cigarette-123rf

I intentionally slept in for the good news. Offer is in. Fifteen minute celebration. “Kodachrome,” my good news song. Two cigarettes. Huge cup of coffee. Back to work. Close deals.

We all celebrate in different ways. This was my way of celebrating. I had just hit $75K in billing for the month of January. Then I had to figure out how to squeeze out another $25K. I had one more interview that looked promising. I have to hit $1 million in 2014. I repeat: I have to hit $1 million in 2014. No more excuses. I clipped $240K for the last quarter in 2013. I must keep up the pace, running fast with no time to slow down.

Industry News

Staffing Awards Winners Announced

Best of staffing logo

Inavero, the staffing agency quality rating firm, has named the winners of its annual Best of Staffing award, giving the nod to 160 agencies whose clients gave them high marks for meeting their hiring needs.

In a second category, this one the top scorers as rated by the talent they placed, Inavero named 116 agencies. Many of these were double-winners, earning a berth on both the rankings by clients and by the talent.

According to Inavero, the Best of Staffing Award was earned by fewer than 2% of all staffing agencies in the U.S. and Canada, winners earned satisfaction scores more than three times higher than the industry average.

Fees, Jeff's On Call!

The Law Doesn’t Care Who Arranged the Interview

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:

You didn’t arrange the interview.

How Client Pays:

Arranging the interview has absolutely nothing to do with your right to the fee. The legal issue is whether your activities caused the hire. You’re not


9 Steps To Making a Winning Job Offer

Why offers rejected - MRI 2014

Editor’s note: In this column, Jorg Stegemann, one of Europe’s leading independent search consultants, offers advice to hiring managers on making an offer. Much of what he has to say here also applies to you. You may not make the actual offer (unless you can convince the hiring authority that you are the best person to do that). However, not only should you coach your client on how to make the offer, but follow-up yourself.

Congratulations! After having screened dozens or hundreds of resumes and having conducted numerous interviews, you have found the perfect fit for your vacancy. Weeks or months of hard work come to an end. Make sure you get it right at this critical point of time of the hiring process. One false move can result in a refusal. If you screw it up now, you have to start at zero again. After all, a significant percentage of all job offers made are turned down. Making it right is an art and a science.

Here are the nine steps to making a bullet-proof job offer:


Recruiting On Facebook Using Groups

Facebook professional network

By now, every recruiter interested in online sourcing is aware of Facebook Graph search; most are probably less aware Graph Search has now disappeared (take a look at this article from Tim Sackett for more information).

The Graph Search advanced filters have been completely removed, but searching on Facebook is still possible. So recruiters who have been actively recruiting on Facebook should be able to continue searching and contacting people much as they have been.

Ask Barb

Are You Building Value? Here’s What to Consider

Ask Barb

Hi Barb:

I’ve been in business for 12 years and often wonder if I’m building a business that would be considered a sound investment. What areas are most important to review?

Andrew B. San Jose, CA

Dear Andrew:

There are many things to review to determine if you are creating value in your business. Some of those would include the following 11 areas:


Get More Results From Your Marketing Efforts

2 minute recruiting new

This article gives you quick, easy-to-implement ideas on various subjects. This month’s topics have to do with improving your recruiting calls and expanding your marketing reach.

Topic #1: Getting a “Yes” on 90% of your recruiting calls

When you make a cold call (to a candidate) are you first looking to pitch a job or learn about the candidate’s skills and aspirations? Are you looking to open a dialogue or sell a job? If you are like a lot of recruiters, you start off the conversation by attempting to sell the candidate on the job opportunity.