Comments on: Business Development: The Truth About Getting Those New Job Orders http://www.fordyceletter.com/2009/07/21/business-development-the-truth-about-getting-those-new-job-orders/ Straight Talk for the Recruiting Profession Sat, 11 Feb 2012 10:59:00 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Andrew James Hodson http://www.fordyceletter.com/2009/07/21/business-development-the-truth-about-getting-those-new-job-orders/comment-page-1/#comment-5041 Andrew James Hodson Mon, 02 Nov 2009 19:27:38 +0000 http://www.fordyceletter.com/?p=2916#comment-5041 I think that you both have somethng to say. The way I see it is simple: A gun(salesman) without a bullit (candidate) is useless. Then you need to aim (sales skill) at a target (Market). When we start taking things apart we end up with a vitamin C pill instead of an orange. Andy I think that you both have somethng to say. The way I see it is simple: A gun(salesman) without a bullit (candidate) is useless. Then you need to aim (sales skill) at a target (Market). When we start taking things apart we end up with a vitamin C pill instead of an orange.

Andy

]]> By: rachel http://www.fordyceletter.com/2009/07/21/business-development-the-truth-about-getting-those-new-job-orders/comment-page-1/#comment-4789 rachel Mon, 03 Aug 2009 17:51:16 +0000 http://www.fordyceletter.com/?p=2916#comment-4789 Neil, I have been cold calling and penetrating accounts for new business for companies including staffing agencies and IT solution providers for over 15 years. Very successfully...I don't work the desk - I work business development as in getting the appointments and generating the leads, mostly at the Executive level where decisions are made. I think you misinterpreted my post and message...that is EXACTLY what I am advocating - to get noticed and build a relationship, you don't call once or twice and send emails or hit social network connections and expect to get a job order. It may take months of calling, positioning, navigating through people to get the commitment. Neil, unless your cold call has something substantive and of value to the person you are calling, then it is nothing but a call. Sales is a numbers game that can be heavily influenced with the right messaging, positioning, and communication. There is an element of marketing. The game has changed and will continue to change in staffing and recruiting, much like technology...it takes a lot of work to get in front of those hiring managers and gain attention. My advice is, if you aren't going to pick up the phone and make those calls - then get someone who will do it for you and build your marketing presence - which adds credibility, positioning, and value to the prospect. You are right, there are a lot of consultants who will talk a good game, but haven't closed a deal or opened an account in years or will sell you a book - this isn't going to get you business. Be careful who you buy from and engage... Neil,

I have been cold calling and penetrating accounts for new business for companies including staffing agencies and IT solution providers for over 15 years. Very successfully…I don’t work the desk – I work business development as in getting the appointments and generating the leads, mostly at the Executive level where decisions are made.

I think you misinterpreted my post and message…that is EXACTLY what I am advocating – to get noticed and build a relationship, you don’t call once or twice and send emails or hit social network connections and expect to get a job order. It may take months of calling, positioning, navigating through people to get the commitment.

Neil, unless your cold call has something substantive and of value to the person you are calling, then it is nothing but a call. Sales is a numbers game that can be heavily influenced with the right messaging, positioning, and communication. There is an element of marketing. The game has changed and will continue to change in staffing and recruiting, much like technology…it takes a lot of work to get in front of those hiring managers and gain attention.

My advice is, if you aren’t going to pick up the phone and make those calls – then get someone who will do it for you and build your marketing presence – which adds credibility, positioning, and value to the prospect. You are right, there are a lot of consultants who will talk a good game, but haven’t closed a deal or opened an account in years or will sell you a book – this isn’t going to get you business. Be careful who you buy from and engage…

]]> By: Neil McNulty http://www.fordyceletter.com/2009/07/21/business-development-the-truth-about-getting-those-new-job-orders/comment-page-1/#comment-4781 Neil McNulty Sat, 01 Aug 2009 16:51:18 +0000 http://www.fordyceletter.com/?p=2916#comment-4781 Rachel, please do not take this the wrong way, but how long did you actually work a desk?? This well crafted post appears to advance the notion that our business is marketing. It isn't...it is sales, and gut wrenching, in the trenches selling at that. And even though relationships ARE important, they take you only so far. I've done this business on a desk and as a manager for 25(+) years and have trained many top billers...and the highest billers (and the long haul survivors) are the ones who see themselves as salespeople. The ones who fail try to dress themselves up as marketers and "consultants". And, there IS a "magic bullet" for writing job orders and searches in this business...it's called the "cold call". Cold calling the owners and business leaders of companies, building rapport, identifying their needs, and gaining a commitment to see your people before they hire anyone is still the best way to generate business. Being known as the "go to" niche person is always great...for awhile..but rarely lasts. I have seen one "go to" person after another blow out of this business when their niche crashed and they could not get back to the basics of cold calling to survive. I am sure I will be viewed by many as "old school"...but old school is where everyone eventually returns after "new school" almost ruins them. Rachel, please do not take this the wrong way, but how long did you actually work a desk?? This well crafted post appears to advance the notion that our business is marketing. It isn’t…it is sales, and gut wrenching, in the trenches selling at that. And even though relationships ARE important, they take you only so far. I’ve done this business on a desk and as a manager for 25(+) years and have trained many top billers…and the highest billers (and the long haul survivors) are the ones who see themselves as salespeople. The ones who fail try to dress themselves up as marketers and “consultants”. And, there IS a “magic bullet” for writing job orders and searches in this business…it’s called the “cold call”. Cold calling the owners and business leaders of companies, building rapport, identifying their needs, and gaining a commitment to see your people before they hire anyone is still the best way to generate business. Being known as the “go to” niche person is always great…for awhile..but rarely lasts. I have seen one “go to” person after another blow out of this business when their niche crashed and they could not get back to the basics of cold calling to survive. I am sure I will be viewed by many as “old school”…but old school is where everyone eventually returns after “new school” almost ruins them.

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