Do you find it difficult to create the energy to start making your round of phone calls in the morning? If so, then you are not alone. Even veteran big billers admit to me that sometimes it takes them as long as four hours to get the nerve to pick up the phone and make [...]
Archive for June 2004
Chapter 18 The intended flow of this book is to move smoothly throughout the entire placement process from planning and organizing your desk through the completion of the search, and then into developing the initial client to a solid repeat account embodying exclusives. So far, I believe we have achieved this. Nevertheless, we don’t want [...]
When I went from consultant to personnel manager, I was amazed how little I understood about the psychological makeup of hiring authorities. I thought they were like me. When I went back to working a desk, the realization that they weren’t enabled me to make placements much more successfully. This column is designed to show you [...]
“Dear God, so far today I’ve been pretty good. I haven’t cursed; I haven’t talked about my neighbor; I haven’t lost my temper; I haven’t been mean to anyone; I haven’t been greedy; I haven’t been selfish; I haven’t had too much to drink; I haven’t been nasty or coveted anything. I’m thankful for that. [...]
Recently a recruiter who had just asked his new client to pay an “engagement fee” contacted me. The client’s response was: “What’s the matter? Do you have a cash flow problem?” The recruiter was caught off guard by the client’s question and was not certain how to respond so he bought some time [...]
The Fatal assumption: One of the biggest reasons that so many small businesses fail is that they lack a clear system of operation. Michael Gerber, author of the E-myth, talked about what he calls the “fatal assumption” that many business owners make. It goes something like this; because you understand how to do work of [...]
From anthropology we have borrowed terms that describe a few basic types of sales personalities: the farmer, the hunter, and that exceptional hunter, the warrior. These descriptors provoke an immediate understanding for the corporate recruiter, who after all, has his own anthropologic moniker - headhunter. Let’s imagine our headhunter, whom we will call “H.” sitting [...]
RESUMate Anyone who reads this column with any regularity knows that I review recruiter database software almost every month, as the interest in that topic remains high among the Fordyce subscribers. Most of the software reviewed in this category is extremely complex for many recruiters as many packages try and be so many things to [...]
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