Properly preparing clients before each and every interview provides you a timely opportunity to focus the process, maintain control, and help insure a successful outcome. Unfortunately, most practitioners miss this opportunity because they either do not understand how to execute appropriate client preparation or they are fearful of their weak positioning.The client preparation that [...]
Archive for April 2004
As the economy continues to improve, many owners of search firms are now beginning to add to their staffs. The development of a new consultant is complex and time-consuming, with factors of training and management playing large parts. Yet the best training and management will serve no purpose if the right candidate has [...]
The false notion of candidate control damages the performance of most recruiters in the qualifying call. Candidate control is a myth. Candidate Leadership is the reality and the main driving force of this critical conversation that will move your candidate forward in your search process. There are three objectives in the qualifying call, and four steps [...]
The topic of “burnout” comes up frequently in my consulting work with recruiting and staffing firms. This is particularly true when the economy is in recession and the overall business environment is less than robust, although “burnout” can happen to anyone at anytime. Actually, it is rare that I hear about a staffing professional suffering [...]
Big Biller For this month, I had the pleasure of reviewing the Big Biller applicant tracking system from Top Echelon. I was a member of this venerable organization for many years and my lack of participation at this time is in no way to be considered a lack of respect and admiration for this top flight [...]
Search consultants by nature are risk takers. Whether we are owners, managers, recruiters or researchers, every time we pick up the phone, we take risks. We all know too well that the placement process can break down at any time for any reason. This costs us time, money and heartache. Webster’s [...]
The statistics of our 19th Annual Earnings Survey are in with some surprising results. The survey was Emailed to about 3,500 readers who were picked at random from our current reader database. As of this writing, we received usable information from 1,100 firms. The increased response was due to the Emailing’s ability to allow participants [...]
How many times has your heart been broken by a candidate that looked good at first and then fizzled as the interview process got rolling? The following list provides a starting point for you or your staff to examine when evaluating people. It’s a tool for reducing the amount of time that you waste in [...]
A few years ago, when this business of search and placement was simpler and easier, most of my clients would say “why not” when considering the hire of a strong IT sales pro that I had referred to them. After all, they had an open head count, they were selling products left and right, [...]
Patrick Coyne was popular with the other sales people in his firm but he was always the lowest producer in his region and in the country. As a matter of fact he finished dead last in sales production for five consecutive years. The new vice president of sales ordered Coyne’s manager to give him one [...]
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