To achieve big billings on your desk, all you have to do is do what big billers do. Think the way they think. Treat your clients and candidates in the way that they treat their clients and candidates. Close the deals the way they close the deals. Plan the way they plan. Study the business [...]
Archive for May 2006
The primary reason for hiring a research assistant is to increase your revenues and profits. I believe that an excellent research assistant will increase your billings by 20% to 30%. An exceptional research person can serve two placement professionals, thus increasing billings by 40% to 60%. A researcher liberates your placement professional from repetitive, low-level tasks and makes [...]
1. Perform the closest activity to a placement first: What could be simpler than this? When planning your day simply prioritize what’s closest to revenue. 2. Execute marketing calls each day: I suggest making between 5-25 calls each day. The amount you make depends on how close you are to “full capacity”. Full capacity for [...]
“GO NO FURTHER.” Editor’s Note: Although the following was not written specifically for the recruiting business, there is much to be learned from this pro. That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your [...]
Q. How do you know when you’ve invested enough time and money in a recruiter you’ve hired? I feel like I often keep individuals too long, thinking things will turn around. I have two recruiters “on the fence” and just don’t want to have to start at square one with new hires. It’s [...]
One of the most critical steps in the placement process is when you present the position to the candidate and the candidate to the client. More placements are lost at this stage of the process than at any other point. The primary reason for this is the lack of carefully planned and executed presentations. Unfortunately, for [...]
More and more placement services are being sued — along with their owners. I’ve devoted my career to limiting your liability. But effective defenses don’t usually stop some employer, temp client or ex-employee from filing a lawsuit against you. As a natural promoter, you are considered a “target defendant” — visible, wealthy and not that popular. [...]
Chicken or egg? Relationship or transaction? Loyal or fickle? This question came to mind after a call from someone opening a new contingency recruiting business. Her question was, “How much do I pay a rainmaker as opposed to the recruiters?” Since this was a contingency operation, I wondered why she even wanted to hire a rainmaker. In [...]
A strong economy yields boom times for our industry. Yet there can be no light without the dark. Problems also abound in such a market. For some - the inexperienced, the poorly trained, or those lacking in mental vigor - these can appear to be insurmountable. To others, however, the attendant [...]
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