We are living in the service age. Every buyer wants services to be delivered better, faster and at the lowest possible cost. Our clients are not looking for “adequate” service or even “good” service- they are looking for firms that can surprise them with exceptional service. Clients want to feel as though they are getting [...]
Archive for December 2003
Four decades ago, McGraw-Hill had a promo featuring this guy as a typical buyer.This guy was staring out from a page, saying: I don’t know who you are.I don’t know your company.I don’t know your company’s products.I don’t know what your company stands for.I don’t know your company’s customers.I don’t know your company’s record.I don’t know [...]
Michael Korda noted in his bestseller Power! How to Get It, How to Use It: The person who receives a telephone call is always in an inferior position of power to the person who placed it. Except for a placer. You’re not exactly treated like the Chairman of the Board. Our industry has done almost nothing about [...]
Closing the deal requires the highest skill sets of the placement and search process. It’s the end of the game, and you have spent all this time and emotional energy cultivating the client, gaining their commitment, and putting everything in place. The objections have been covered. Their decision has been tied down and nailed shut, [...]
Recruiters everywhere are on the brink of a great period in our industry. The New Year is just a few weeks away and this recruiter is more excited about the business than ever before. I have seen several periods of economic recession and recovery in the last three decades. This one offers more opportunity [...]
This recession has been difficult for people in our industry. I started to say past recession because there are some positive signs that companies are hiring and reaching out for our help. I know first hand that the contract recruiting industry is booking significant business. In past recessions, increased use of contract recruiters was a [...]
This is a phrase I hear constantly when talking with companies about their hiring needs. Everyone seems to be looking for that magic account executive or perm recruiter that can bring accounts, turn a switch and voila… Billing! Unfortunately, Cinderella gets the better of how this story ends.I agree with the value of [...]
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