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

How a Follow-Up Call Earned $30,000



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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.

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The Magic Question That Can Prevent a Falloff or Turndown



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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



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“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



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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



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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
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Create Your Own Dream Board and Realize Your Dreams In 2015



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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

Ask Barb

A Sales Process That Works = Success



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Dear Barb:

How do I teach my sales team to close more placements? We are consistently blindsided by surprises that prevent our deals from closing.

I’ve observed my recruiters as they work their desks and they seem to be doing things right. Is it just that candidates are more difficult and clients are more demanding? It is just not one person who is having problem closing deals, it is my entire office.

Help!

Brad S.
Ft. Lauderdale, FL

Don’t Seem to Know. Know

Dear Brad:

I have a few concerns after reading your question.

You stated that your recruiters “seem” to be doing things right. That reveals that your recruiters are not working from the same playbook. There is a placement process that must be followed so details don’t fall through the cracks. Having everyone working their desk following the same process

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How 10% Will Get You 30%



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Dear Barb:

I work a contingency engineering direct desk and have produced between $250,00 and $275,000 for the past five years. When I focus on producing more, I beat my monthly average, but then the next month I crash and burn. I’m getting married next year and want to earn more. What do I need to change in order to consistently produce more?

Susan F.
San Jose, CA

You Can Motivate You

Dear Susan:

The great news here is you have accomplished consistent production and

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Here’s How To Compete In A Crowded Market



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Dear Barb:

It seems more difficult than ever to break in to new accounts. I place engineers and we have eight primary competitors in our city. How do I convince a client to use us when we don’t have an established track record with them and they are already using five or six of our competitors? We’ve actually been told they don’t want to “break in” another recruiter.

Julia C.
Dallas, TX

Dear Julie:

If your clients are using five or six other recruiters, no one is really doing a

Ask Barb

Too Many Unfilled JOs? Focus On 15%



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Dear Barb:

Thanks for suggesting that we develop a client referral program. Since we began to donate to a company’s favorite charity if they refer someone who hires from us, our client referrals have more than tripled.

This has caused another problem: our job order to fill ratio has dramatically increased. In fact, we are only placing one out of nine job orders written. Often the job orders written with new clients are not reasonable, out of our niche, or mission impossible. How do we get our