What would you do if a prospective client said? “You have five minutes to tell me ‘why’ I should use your service.” Do you have a well prepared and thought out approach to differentiating yourself from the competition if you were given only five minutes in which to do so? Most recruiters and staffing professionals do [...]
Archive for July 2004
What’s the owner’s success formula? It’s very simple; Systems = Freedom. If you, as the owner of your firm, go on a 4-week vacation, what happens to your business? What happens to the quality and quantity of activity? Some authors have defined the strength of a small business as being directly proportionate to how much [...]
Each week on your desk needs a customized strategy. This is how you do it. You look at your entire week of pending deals and follow these steps. Do this at the beginning of the week. Spend some quiet time thinking about your clients and candidates and do it while you have your activity list [...]
“Getting a job order.” “Obtaining a search assignment.” The very words imply that you need to talk someone into something. Or even worse — out of something. The object is writing up the almighty JO. Some offices even have quotas for them. Contests. Awards. But are they “hot?” Are they even “real?” Let’s look at [...]
We all know we have to make “cold calls” to keep our client base fresh. That does not mean it is easy or even that we like it. Probably more important is whether it is good use of our valuable time. Since we only have time to spend I try to spend it the most [...]
Two situations have arisen immediately after the last issue hit the streets. We asked Jeff for advice: Situation #1 Major law firm client posts new opening on their website. Recruiter sees it, recruits perfect person and Emails resume. Immediately upon receipt, the client calls and says “Sorry, that person is known to one of our [...]
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