Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Fees, Jeff's On Call!

No ‘Mistake” If You Caused the Hire



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:

There was a mistake about who referred the candidate.

How Client Pays:

How-To

4 Tips to More Effective Job Ads



infojobs toilet paper dispenser ad

infojobs toilet paper dispenser adThe writing process for a job advertisement should be the same as that of any other advertisement: Begin with identifying your customer.

Thinking of your role as a product will enable you to structure your job advertisement in a manner that best appeals to the target customer of that product, tailoring your language and the format to suit them.

Your job advertisement should meet four basic criteria:

Business, For Managers

What to Measure to Recruit More Efficiently



Arrowchart-free

Arrowchart-freeConventional wisdom: You can’t manage what you don’t measure.

More than just a business world cliché, there’s plenty of evidence that measured performance does lead to a more effective organization in areas as diverse as sales, manufacturing, professional services, and recruiting.

Many organizations use metrics to understand how their sourcing and recruiting processes are working, and where there is room for improvement. But are sourcing professionals and recruiting managers measuring the right things?

Ask Barb

Go After the High Margin Business



Ask Barb

Dear Barb,

We are a light industrial staffing firm and have been in business for 10 years. Two years ago, I heard you suggest that we consider business that is high margin. I didn’t take your advice and now our margins are decreasing and I don’t even know what the Affordable Care Act  is going to do to us.

Can you define what you meant by high margin business? I don’t know that I will be in business next year at this time, if our margins continue going south. Some of the big guys in our business are the ones who are responsible for driving rates down.

Tom F.
Cleveland, OH
Candidates

Want to Recruit Me? Here’s What It Takes For Me to Respond



fordyce-default

bigstock-Job-Employee-Man-Candidate-Sea-8608360I recently met a “very placeable candidate” (some call them most placeable candidate) and gained intriguing insider knowledge that will show you how important trust is between a candidate and a recruiter.

To give you an overview, a VPC has great technical, communication, and leadership skills, with a personality that fits well with any company. Recruiters love meeting VPCs, but we also know they are called and emailed by many recruiters – constantly.

The VPC I connected with said she receives 50-100 calls andemails each week from local IT recruiters. I had to ask, “What do you with all those calls and emails?”

Jeff's On Call!

Instant Falloff? Worry About Protection, Not Collection



ask-jeff4

Hi Jeff,

I am a big fan of yours, and have followed the Jeff’s On Call! column for years.

We just just heard something very disturbing, and need your help.

Our client is in in Pennsylvania, and we made two placements with them in the past. We were paid with no problems.

Our most recent hire is a controller who lives here in Florida and was expecting a moving company to arrive tomorrow for relocation to her new position. She just received an email from our client telling her that they lost a big contract, and decided not to have her start with them. She is furious, as you might expect.

Industry News

Temp, Healthcare, Construction: Bright Spots In Disappointing August Jobs Report



Econ indicators Aug 2014 v2

Econ indicators Aug 2014 v2Only a handful of industry sectors lead by temp, healthcare and construction added jobs in August, the weakest month this year for U.S. jobs growth.

In what can only be described as a disappointing report, the Labor Department this morning said the economy created a mere 142,000 jobs in August, a number far off the 220,000 to 230,000 economists forecast. Unemployment inched down to 6.1% from 6.2%.

It was the smallest increase yet this year, and follows six months of gains over 200,000 jobs each. Going into August, the monthly average gain in new jobs was 230,000.

Temp grew by 13,000 jobs, bringing the year’s total to 124,500 new temp jobs. On average, staffing firms are adding 15,600 new jobs a month this year. That puts the industry ahead of where it was last year at this point, when the average monthly increase was 14,000 jobs.

For Managers

Want Better Results? Tailor Coaching to the Individual



Business training

Business trainingAs a billing manager, I never seem to have the time to coach my people consistently and they have such a limited attention span that I get the feeling, especially with my veterans, that they aren’t really into learning anyway. How do I find the balance and provide them what they need in a format that is of interest and relevant?

This question ranks as number one among owners, billing managers, and even trainers trying to find the balance between their own work load, and providing their recruiters with essential skills and knowledge. We are all experiencing work environments that are intensely more competitive and constantly changing, with business goals and objectives that continue to escalate. And while there are still seven days in a week and 24 hours in a day, our challenge is to do more with those same seven days and 24 hours then we did just a year ago.

So how do we begin to find the gift of time to coach our people? And who is to say they are open to receiving it?

Industry News

August Hiring Dips; SHRM Predicts Strong Manufacturing Job Growth This Month



Econ indicators Aug 2014 v1

Nonfarm employment compare Aug 2014The hand-wringing over today’s ADP private employment report should not be taken as evidence of any kind of sudden reversal of hiring.

The 204,000 private sector jobs ADP and its forecasting partner, Moody’s Analytics, said were created in August demonstrates that the hiring surge of the last several months still has legs. That the number was less than the 215,000-220,000 jobs economists expected and the lowest count since March, may be disappointing, but the August dip is familiar to any recruiter with more than a few years experience.

Business Development

How I Nearly Lost My Business When I Stopped Marketing



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hand marketing buttons-freeRecently, a colleague asked me, “What was the most rewarding mistake you ever made in business?”

It’s a great question, and I quickly had an answer for him because it was an incredibly painful mistake. However, it proved to be an invaluable lesson that has served me well in the years since. I’m sharing so perhaps you can learn it the easy way.

The lesson: Don’t ever stop marketing because you think you’ve reached the point where you don’t need to. And, secondarily, believe the old adage that warns, “Don’t put all your eggs into one basket.”

My Story

Years ago, my public relations company connected with a large publishing house that served many prestigious authors. The first few of its authors we