Q. The market has dramatically improved, but I’m still having a difficult time landing the clients I have targeted. I’ve followed your advice and ask every candidate for the top companies they would like to work for and those are my targets. I don’t know how to differentiate myself from my competition – your [...]
Archive for August 2006
The Dow is creeping up to record highs. The housing market is exploding much to the surprise of economic “experts.” Consumer confidence is great. The “Fed” is grumbling about inflation. Clients are hiring again. Okay, why then do so many recruiters complain about how tough things are today, particularly where [...]
Do your clients use your services because they offer the best option for success in filling the position or do they choose to use your services only as a last resort, after they have exhausted all other options? Or, perhaps they choose the middle ground where they use the services of many firms as an [...]
Ultimately, every unresolved fee dispute, trade secrets case, and business disagreement must be decided in court. Since jury trials are long, expensive ordeals, and juries don’t like “employment agencies” (yes, that means you regardless of your protestations), understanding how judges think is an invaluable advantage. Recruiters have difficulty understanding judges because they have opposite personalities. The [...]
As most people in our business know, I wrote an article about why candidates should never accept a counteroffer. This was originally penned for a Dow-Jones publication and for almost two decades has been used by thousands of recruiters to save millions of dollars in potentially lost placements. For those who don’t already have this [...]
Fordyce subscribers know me as the monthly Internet Recruiting columnist but I have said before and I will say again that I was a non-Internet recruiter for many years before I ever had my first PC, much less did any recruiting on the Internet. Today’s candidate market is tightening up and as much as I [...]
Consultants don’t like to admit their fees are negotiable. But over half the ones referred to our offices for collection 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 [...]
As a manager, have you ever had the experience of trying to ‘make’ an employee change, forcing an outcome from an employee to improve their performance or, even worse, have you ever attempted to have them work differently by encouraging them to alter their natural work style, so they would perform better in their role, [...]
Ron Allen passed away this past Memorial Day, 2006. He was too young, but it was somewhat fitting since he was a military veteran and also a very memorable man. I met Ron in the early 1990s when he was part of a team recruiting me to relocate from San Diego to Atlanta. I [...]
To win the confidence of your clients and candidates, you need to win over their trust. Trust is a byproduct of rapport. Rapport is a byproduct of common areas of interest. So it seems like all we have to do to win their trust is develop a rapport with them. [...]
1. Don’t try to fill every job: • Top recruiters are at peace with the idea that they can’t place every candidate and they can’t fill every job order. • Managers: Require rookies to get permission to work a search. • Pre-close: hiring process, urgency, what happens if it goes unfilled? • Focus on marketing stars rather than filling orders. • Get comfortable saying “no.” • Know [...]
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