Account development is a process and not an event. That process generally involves a series of contacts with a prospect leading to an opportunity for demonstrating the value of your services through the generation of activity on one or more of the prospect’s staff openings. If you are able to successfully fill the [...]
Archive for January 2003
Why does the media glory in other’s misfortune? During January, I’ve received no fewer than a dozen calls from reporters around the country asking me to write the epitaph for the headstone of the recruiting industry. They don’t appear to have any interest at all in the good news that the industry has been rebounding [...]
For most practitioners in our industry, the purpose for preparing the candidate prior to a meeting with a client is to improve their interviewing skills, provide information on the company and position and to overall increase the likelihood of the candidate competing successfully for the offer. Although worthwhile objectives, if your candidate prep is focused [...]
Practitioner Frank Risalvato regaled us a few months ago with some client stupidity scenarios he’s encountered. He’s also a great believer in the sanctity of the accord with clients since he understands that misunderstandings can morph into disappointment and defeat.In his negotiating with a new client, the verbal agreement regarding who pays what when and [...]
For most in our industry, 2002 was a bad year. For many, 2001 was no bargain either. After a full year or perhaps two of consistently declining revenues and a slow-to-disastrous market, the tendency is to become depressed and think that things will never improve.Of course they will! Despite claims of “sea [...]
I will do more for my productive consultants and less for those who are just taking up space. I pledge to set optimistic, but realistic, goals for my firm and my consultants. I promise to stop listening to economic doom and gloomers and other assorted naysayers. I will make every effort to regularly provide training materials to my [...]
For as long as I can remember, people like me have been telling people like you about the importance of obtaining an errors and omissions insurance policy for your business. If just one jury believes that you should have checked this reference or verified that degree before referring a candidate, you can be hit with [...]
Does it get any nuttier than this? A long time reader tells us that one of his client companies was looking to recalibrate their preferred recruiter list for the next two years so they decided to have an on-line auction for those recruiters already on their approved vendor list. Like a reverse eBay operation, they [...]
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