This month I have the pleasure of introducing Kevin Smith, passive candidate researcher/recruiter extraordinaire who has agreed to help with some of the more technical aspects of this column, especially the monthly tip at the end of each column. Kevin is newly associated with our SwatRecruiting service and is one of the most talented Internet [...]
Archive for September 2004
I’ll never forget the most miserable hour of my day when I first started in the business. It was ‘plan time.’ This dreaded hour was spent hand-writing names and numbers of those people I was going to call, and if I didn’t call them, then I’d have to spend an entire hour the [...]
I recently had a conversation with one of my coaching clients who is a working owner in a small firm about a frustration he was experiencing. He had recently put a lot of time and effort into a search assignment and the client had flaked on him and was no longer returning his calls. This [...]
Sterling, a U.S. based human resource company, was first enticed into China in 1990 as the principal executive recruiter for a multi-national client that had undertaken extensive due diligence regarding the China marketplace. The client was willing to gamble that certain political changes and economic reforms would take place in the 1990’s that would [...]
We are constantly asked about the “law” that covers compensation to a consultant when he or she leaves with placements still outstanding. Determining when a “placement” has occurred under these circumstances is a little like trying to figure out when a fetus becomes a human being. Owners tend to sound like abortionists, ex-employees like [...]
Stop kidding yourself. If you don’t know your numbers, you’re working blind and the likelihood of reaching your full potential, as a staffing professional, is very much in doubt. For over thirty years, I have documented the fact that achievement oriented people know their numbers in most, if not all, aspects of their daily activity. [...]
Well, I survived another year in the trenches under the auspices of my sponsor firm, a two-man generalist operation working almost exclusively in Missouri and the Midwestern states which surround our state. For twenty years, they have worked the small to mid-sized company market at the VP levels. They normally deal with the CEO/President/Owner of [...]
Paratroopers take great pride in their jump boots. They spend many hours each year spit shining them to the traditional airborne gloss. On the day before JFK was elected President, I made my first parachute jump at Fort Benning, Georgia. Exiting the plane and jumping into thin air at twelve hundred feet was [...]
The Case for Ethical Competitive Intelligence (CI) In early June my partner and I were preparing for a presentation to a prestigious group of senior-level corporate recruiting officers. The subject was how CI, conducted ethically and professionally, could provide an advantage to the corporate HR and recruiting functions by unlocking the competitive intelligence in [...]
Overcome The Myths Of Negotiating For A Positive Selling Experience
September 1st, 2004
Wouldn’t it be great if every client agreed to all the terms of a sale, no questions asked and no negotiation required? Although most people answer “yes” to this question, any salesperson knows that negotiating a sale is never that easy. And while negotiation is one of the most commonly practiced functions of communication, it [...]
Paratroopers take great pride in their jump boots. They spend many hours each year spit shining them to the traditional airborne gloss. On the day before JFK was elected President, I made my first parachute jump at Fort Benning, Georgia. Exiting the plane and jumping into thin air at twelve hundred feet was [...]
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