Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Barbara Bruno

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income. Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business. If you?d like to contact Barb, call 219.663.9609 or email support@staffingandrecruiting.com.

Articles by Barbara Bruno

Ask Barb

Make Your Team Accountable So the Business Grows



Ask Barb

Hi Barb:

I have a very tenured team who love working for me. I don’t believe in micro-managing, but I feel we could be achieving so much more as a company. How do I go from no rules or standards to implementing accountability without losing everyone?

I sent them to a conference in Las Vegas and they didn’t attend the sessions and had no problem telling me. My last two hires quit because they felt like outsiders to my four tenured recruiters. I now realize my business will not grow or prosper unless I make changes, but I don’t know where to begin. What would you do if you found yourself in my position?

John R., Dallas, TX

Dear John:

There is no value in beating yourself up for mistakes you’ve made as a

Ask Barb

Are You Building Value? Here’s What to Consider



Ask Barb

Hi Barb:

I’ve been in business for 12 years and often wonder if I’m building a business that would be considered a sound investment. What areas are most important to review?

Andrew B. San Jose, CA

Dear Andrew:

There are many things to review to determine if you are creating value in your business. Some of those would include the following 11 areas:

Ask Barb

The 12-Month, Pro-Rated Candidate Guarantee



Ask Barb
Editor’s note: The following is an Ask Barb classic.

Dear Barb:

You once referred to an extended guarantee, can you elaborate on that for me. We have clients wanting a six month guarantee, which we are not willing to consider. I would love your thoughts on this topic.

George, IL

Dear George:

Years ago I wanted to eliminate the guarantee all together. My thoughts

Ask Barb

Co-Worker Driving You Nuts? Talk to the Boss



Ask Barb

Dear Barb:

I work with someone who is driving me nuts. She is negative, disrupts our office and never takes responsibility when her deals blow up. She has worked for the company for over 15 years and the owners turn a blind eye when we complain. Two of my co-workers are going to start their own firm. I feel like I should tell my owner, but how do I do that without jeopardizing my job. I love my owners, but I’m probably going to leave with my co-workers. What would you advise me to do?

Anonymous in Houston

Dear Anonymous:

It sounds like you are caught between a rock and a hard place. It also

Ask Barb

How a Follow-Up Call Earned $30,000



Ask Barb
Note: Jeff Allen wrote about a new service called Fee Catcher that will track your sendouts and notify you if and when they are hired by your client. Read his article “Here’s How To Get Fees You Didn’t Expect” to learn more.

Dear Barb:

I heard you speak not long ago and loved your straightforward approach to our business. I’ve already made my money back by using your sendout hot sheet, and calling clients where we had sent our candidates.

Last week we surfaced two placements made behind our back, which totaled over $30,000 in fees. We contacted the hiring authorities, and in both instances verified information and sent an invoice. I could not remember the time frame for the second contact you suggested. Your wrap up session at CSP was the best session of the conference and showed me exactly what to do when I returned to my office.

Jim,  Southern California.

Ask Barb

The Magic Question That Can Prevent a Falloff or Turndown



Ask Barb

Dear Barb:

We have deals blowing up more now than ever before. Our IT candidates know they are in demand and constantly change their minds, disappear, and turn down offers. Our clients don’t want to hear our excuses when we explain we have no control over what our candidates ultimately decide to do or not to do. How do we make our clients realize they need to be more realistic with their expectations, and also have to realize we’re dealing with people who often change their mind? We’re not miracle workers, we’re recruiters.

Stephen Z., Dallas, TX

Dear Stephen:

You can’t make your clients lower their expectations. They will never be

Ask Barb

Lessons I Learned When I Broke My Leg



Ask Barb

“Break a leg” is an idiom in theater used to wish performers good luck or best wishes.  However, it wasn’t exactly good luck when I broke my leg and sprained my ankle over the New Year holiday.

I would prefer to describe my skiing accident or snow mobile racing accident or even a bad landing after sky diving. It was nothing that exciting, I fell down my stairs. As a result I am now sporting a boot, immobilization brace and can’t put any pressure on my left leg. This is the first time I’ve broken a bone and have a new respect for the ability to maneuver on crutches.

I didn’t anticipate the major changes I would need to implement and lessons I would learn. The best news is that in our profession all we need is a mobile device and Wi-Fi connection and we’re in business. The following

Ask Barb

Stop Trying To Be Everything For Everyone



Ask Barb

Dear Barb:

I’ve been in this business for more than 15 years. Now, our sales are decreasing. We have reduced our fees over the years, and our margins were quoted low to beat out our competitors. With increased costs, we are barely breaking even on some business. I understand the low margins on our light industrial and clerical business, but I think we should be charging higher margins for IT and engineering.

We are only filling one out of every 15 orders we write and only one out of every 18 temp assignments. I would like to hire, because the two people I

Ask Barb, Motivation

Start the New Year With Your Own Dream Board



Ask Barb
Note: Build your own Dream Board. Barb Bruno explained how. Click here for the details.

Dear Barb:

I saw you speak in Canada and came back to my office on fire. I had my best quarter ever by implementing some of your strategies, but I’m now falling back into some of my old habits. How can I stay motivated every day to feel the same energy level and enthusiasm? There are some days I just fill my day with busy work because I don’t want to pick up the phone. Daily motivation is becoming a real problem for me. I would appreciate any words of wisdom you’re willing to share with me.

Janice F.
Montreal
Ask Barb

Create Your Own Dream Board and Realize Your Dreams In 2015



Ask Barb

Note: Today, Barb Bruno explains what a dream board is and how to build one. Next week she shows you how to use it to meet your goals for the year ahead.

A dream board is a visual picture of the dreams you have for your life that you want to come true. The concept is that we attract to us what we think. If we put good things in front of us, those things we’ve always wanted, those things we’ve always thought about having in our lives, then we will attract what we think.

I’ve watched clients want something but not write it down, and not