Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Ask Barb

When In Doubt, Send Them Out



Ask Barb

Dear Barb:

This is going to be a loaded question, but I want to ask if you think men or women are better at our profession. I think women are more intuitive, and that the guys in my office often screen out candidates that our clients would hire.

It seems like the hardest people to convince are often my co-workers. You always say, “When in doubt, send them out,” and let the client decide.

How-To, The Business of Recruiting

Are Poor Listening Skills Costing You Money?



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Phone laptop office womanNote: Yesterday, Jeff Allen discussed the importance of having a “phone voice” and how to improve how you sound and what you say when taking on the telephone. Today, the focus is on listening skills.

Poor listening skills are costing you money.

If you’ve ever hung up from taking a job order only to discover later you missed an important detail and blew a placement, then you know just how expensive a mistake it was.

These things happen, but if it’s more than a once in a blue moon thing, blame your listening skills.

In truth, our listening skills have never been especially great. A 1983 study found that on average, viewers who just watched and listened to the evening news could only recall 17.2% of the content when not cued, and the cued group never exceeded 25%. A study a few years later found participants could recall only about 10% of their conversations immediately after they took place.

How-To, Jeff's On Call!

A Four Step Program to Improving Your Phone Voice



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The phone voice is almost everything in making placements. Even in personal meetings, 38% of the meaning is conveyed by the voice. Surprisingly, the words themselves only convey 23%. What you convey it is more important than what you say.

Since recruiters (and lawyers) talk so much, they tend to become deaf to their own voices. We practice a four-step program of simple voice improvement techniques. We’ve achieved unbelievable results in negotiation and trial using them. Since I introduced them to our favorite recruiters they’ve made more placements. It’ll work for you too.

Let’s get started!

Fordyce Forum

What’s Happening to Sourcing?



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What’s behind the dramatic rise last year in agency placements? Is LinkedIn now a job board? And what’s the significance of more temp conversions?

Watch our interview with Gerry Crispin, co-founder and partner at the recruiting consultancy CareerXroads, as he discusses the firm’s source of hire study.

Learn what’s behind the numbers and what it means to your recruiting efforts.

Industry News

CareerXroads Survey: Agency Placements Took Big Jump In 2013



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CareerXroads source of external 2014Evidencing the increasing difficulty of recruiting quality talent for key positions, employers turned to search firms to fill more of their openings last year, nearly doubling the percentage of jobs filled by independent recruiters from 2012.

The 50 employers, some with more than 200,000 workers, who took part in the just released source of hire survey by the recruiting consultancy CareerXroads, reported filling 5.9% of their external opening with candidates from third party agencies.

It’s the largest agency share since CareerXroads began asking about third party placements in 2003. That year, employers attributed 1.2% of their external hires to agencies. In 2012, employers said 3.1% of their hires came from agency referrals.

How-To

5 Tips For Improving Your Social Media



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social media illustrationThe way we use social media has evolved tremendously since the early days of MySpace. With the success of LinkedIn, we have begun to move our professional relationships to the web, and have slowly developed a proper networking etiquette for doing so. Recruiting through social media, however, is a practice whose rules are still being written.

Because there is no “right” way to do it, the unknown that accompanies social recruiting can make the idea intimidating to recruiters and hiring managers. However, as the power of social media continues to grow, it is important to embrace it as a crucial element of your recruiting strategy.

Here are five of the best practices for hiring via social media:

Ask Barb

Lesson Learned: If You Signed It, You Have to Live With It



Ask Barb

Dear Barb:

How do I get around signing agreements that are written by my clients?

We just got burned by a client who hired someone from us and demanded a refund after nine months. I didn’t even realize the terms were refund vs. a replacement.

I have no intention of refunding the fee because I think their contract is unreasonable, but this is one of our best clients and I don’t want to lose their business. How can I make them see this situation from my point of view?

Can you give me a short script I can use when contacting them back? I’m a fair guy, but a refund after nine months is a ridiculous request.

John S., Fort Smith, AK

Dear John:

Industry News

Tech Worker Numbers Continue to Grow; Temp Is 3rd Fastest Sector



Techserve alliance June 2014

Techserve alliance June 2014The number of IT workers grew at a pace faster than the national jobs rate, and better than many other sectors, including healthcare.

Temp, however, grew faster than all but two other sectors tracked by the Bureau of Labor Statistics.

TechServe Alliance, the national trade association of the IT and engineering staffing industry, reports IT employment grew 3.2% from June 2013 to June 2014, adding 144,200 workers. The Alliance says there were 4,664,800 IT jobs as of last month.

Jeff's On Call!

What Happens to My Fee When My Client Buys the Candidate’s Employer?



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Hi Jeff,

You have helped me collect fees twice in the past, and the Jeff’s On Call! column has greatly contributed to our success. This is just indispensable.

I have a question that really needs answering, and would appreciate your help.

A client of mine who has hired about 6 to 8 sales reps from me in the last few years gave me a search for a sales person when I ran into him at a trade show in Las Vegas. I placed the sales manager who gave me the search.

I scheduled 8 interviews and he liked one candidate best. They are scheduled to meet for a second interview with the VP of sales again soon. The candidate currently works for a competitor and the word on the street is my client may be purchasing them as soon about the same time as the interview. It has been a rumor for months.

The sales manager told me he did not know if they would pay my fee if they buy the company because the sales rep would be an employee of their company. I told him I didn’t know the legal ramifications, but as far as I am concerned I set up the interviews and will be due a fee.

Motivation

The 9 Elements of Resiliency and 6 Steps to Building It



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make it happen training - free milesEditor’s note: These tips are excerpted from The TRACOM Group’s workbook, “Developing a Resilient Mindset.” 

Filter — How you filter information and interpret the world.

  • Personal Responsibility is the belief that successes or failures at work are determined by one’s own talents and motivations as opposed to external forces such as luck or good timing. Those who are high in personal responsibility believe they control their own destiny and attribute events to their own traits. Rather than relying on external factors such as luck to achieve objectives, they look inward to their own talents and motivations and attempt to exert control over situations.