Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Industry News

July Makes It 6 In A Row For +200K New Jobs



Temp workers July 2014

Temp workers July 2014For the sixth consecutive month, the U.S. added more than 200,000 new jobs, a streak not seen since 1997.

Data from the government’s Bureau of Labor Statistics said 209,000 new jobs were created in July across a broad swath of industries.The agency also adjusted upward by 15,000 its initial numbers for May and June.

Healthcare, one of the consistently strong growth areas throughout the last several years, added 21,500 workers, though hospitals and nursing homes and care facilities cut a combined 14,300. Temp employment was up, but by 8,500 workers, the smallest increase since October.

The Business of Recruiting

3 Traits to Look For When Hiring Recruiters



Rockit Recruiting culture

Rockit Recruiting cultureThe most common traits I hear discussed when talking about what makes a good recruiter tend to sound the same: personable, friendly, people-person, good communicator.

At the risk of being contrarian, I have to disagree. You might hire a (insert above adjective here) recruiter once, but you will hire over and over again a recruiter who delivers. At RockIT, we have identified three traits we equate with delivery: organization, attention to detail, and the ability to prioritize their  time.

When we are hiring, as we are now, we look for folks with some technical background, or 1-2 years of experience recruiting in any domain. So how do you accurately assess and compare candidates who have little or no recruiting experience?

Uncategorized

Job Board Revenue, Earnings Show Market Continuing to Grow



Job board revenue Q2 2014

Job board revenue Q2 2014Doubters may be questioning the strength of the U.S. jobs recovery after Wednesday’s announcement by ADP that 218,000 private sector jobs were created in July — lower than expected — but the job boards aren’t.

Two of the three publicly held careers publishers have so far reported their 2nd quarter results, and in both cases they’ve wowed Wall Street.

LinkedIn this afternoon announced it grew revenue by 47%, crossing over into billion dollar territory halfway through the year. The company earned 51 cents a share (after adjusting for one-time expenses) versus the 39 cents predicted by analysts.

Business Development, Closing

If You’re Always Closing, You’re Not Selling



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Leads sign with salesClosing techniques are as old as the sales profession; isn’t “Always Be Closing” the A-B-C of sales?

Could this practice have anything to do with the sales profession being the least respected profession of all?

The world of sales has always revolved around the seller — in our case, this would be you, the search consultant — and your products or services, features, brand and so on. Too many salespeople still do dog-and-pony shows and apply all kinds of closing tricks from the puppy dog close to the take away close.

(Some simply open a cold call with the sure loser: “Do you have any jobs that need to be filled.” But that’s a topic for another day.)

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?



Phone laptop office woman

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



Placements and the law logo

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



Careerxroads Job board data 2014

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: