Success in recruiting starts with success in your head. If you start to think like a big biller, you will eventually become one. It’s not the other way around. First, decide that you will become one, and second, find out how to do it. It really is that simple. Where most people [...]
Archive for November 2004
I just heard one of the dumbest things ever from a long time practitioner who has very successfully worked in a very specialized niche for over two decades. This reader’s major client (several very high level searches every year for over a decade with this Fortune 50 company), recommended his firm to one of their outside [...]
How many consultants have been looking for that easy way to more production? Wouldn’t it be great to find one? We look at the normal advice of better client development, higher closing skills, computerized matching systems and eighty-two of the newest, absolutely hottest sales techniques and throw our hands up in frustration. How are we ever going [...]
“Don’t be buffaloed by experts and elites. Experts often possess more data than judgment. Elites can become so inbred that they produce hemophiliacs who bleed to death as soon as they are nicked by the real world. Small companies don’t have time for analytically detached experts. They don’t have the money to subsidize lofty elites, [...]
An effective tool for successful overseas postings Planning to set up a new sales office or even a major manufacturing plant in China? You’ve already got your funding, business plans, market-entry strategies and overseas business partners all lined up, and perhaps, you already have someone in mind to lead that initiative and you’re sure they’re the [...]
Consultants don’t like to admit their fees are negotiable, but over half the ones referred for collection to attorneys are below the amount on the fee schedule. This says two things: Reducing fees is a common way to do business and a common way to invite collection problems. This shouldn’t surprise you. Compromising your fee is compromising [...]
Thank God the election is finally over. Two years of agonizing nonsense is finally in the past. Now, of course, we’ll have to endure the continual speculation for the 2008 election. Hoo boy! The day after the election the stock market soared, oil prices dropped and, according to our readers, the hiring market improved significantly. Will [...]
Many staffing professionals who are engaged in the process of recruiting currently employed individuals miss the mark when it comes to clearly identifying their recruit’s motivations for changing positions. With an emphasis on filling searches/job orders and collecting their fees, they focus on selling the benefits of the position, primarily compensation and long-term potential. As [...]
As salespeople by nature, recruiting professionals and owners are wired toward action and offense mindedness. Most of us think in terms of targets such as revenue, number of deals closed and the size of our team. In sports terms you could say that we think of touchdowns, homeruns, baskets and goals. This offensive mindset is [...]
This may sound like a keen grasp of the obvious but, unfortunately, it is far from apparent for too many in our business. The only thing you have to sell is your time! Expertise enters in but that too is time-sensitive. Your job, therefore, is to optimize the time you spend, focusing on those targets of opportunity [...]
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