Basic Training conjures up many images for people who served in the military. Unbelievable, comical, weird, and life changing experiences are all interwoven in the fabric of your military memories. One recruit, as the story goes, enmeshed in basic training decided that army life was not for him. He began to go to every formation, [...]
Archive for October 2004
People like to believe they are rational, even when the exact opposite case is true. Think of it as a poor man’s Dilbert cartoon: “My decisions may be completely wrong, but I’m totally convinced!” Human Error Study after study by scientists Daniel Kahneman and Amos Tversky has identified three major sources of human error that [...]
If you could be like Superman and spin the world in the opposite direction and go back in time, would you have taken on that recent loser client? I’ll never forget my worst client. He always seemed to call me with a big fat retainer check every time I needed the money. [...]
I’m preparing for upcoming training events and need your help. What can I share with you to help increase your income? Think about all the steps in the placement process. I’m listening. {Pause} Try mental telepathy. >>> Got it! The most common question I’m asked is this: What one technique above all others will [...]
Practitioners as well as their prospects and clients often misunderstand one of the most fundamental principles of our business. This misunderstanding creates a multitude of problems ranging from heavily discounted fees to nonproductive working relationships, all of which can seriously compromise the likelihood for achieving a positive outcome. This fundamental principle can be stated in two [...]
The goal of an effective manager is to produce excellent results without a lot of effort. This idea is simple to grasp in theory but is poorly executed by most firms. There are two common scenarios that tend to exist in recruiting firms, both of which prove ineffective over time. Scenario one: The soft manager- [...]
This is an easier question to ask than to answer. Perhaps that’s why we’re asked so often … and why we answer it differently almost every time. It’s an important question, though, and one for which our industry must develop workable standards if the legal problems addressed in “Re-Recruiting A Placed Candidate” (TFL, 2/04) are [...]
How to identify and remove the four reasons why closing is difficult There are several reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying experiences in the past, over which you could have no control, prospects are conditioned [...]
Last month, we presented a number of alternative ways to charge for services rendered to search/placement clients. Here are several more ways to earn dollars from client companies. Although every company’s needs are different, it appears that almost all employers are susceptible prospects for the right presentation to outsource all or a part of the hiring [...]
As the market continues to improve, more and more firms are making the decision to grow and add to staff. Much time and effort is rightfully spent by managers determining who to hire and how best to train. Yet how much time is spent by those firms in a growth mode contemplating office configuration? [...]
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