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

I Send Them Out, But They Keep Interviewing



Ask Barb

Dear Barb:

It seems the internet has really reduced our ability to control our candidates. They have no loyalty, and even when we have sent them on an interview with the exact opportunity they said they would accept, they still continue to interview. How do we increase candidate loyalty and control?

Edward S.
Portland, OR

Dear Edward:

If you only send a candidate on one interview, they will schedule interviews

Ask Barb

Avoiding the Hot Lead Brush Off



Ask Barb

Dear Barb:

My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says they are not hiring. At that point, you can’t call the client a liar, even though you know they are. In the past, this is the way we landed many new clients, but it’s not working in this market. Do you have any suggestions?

Emily H.
Minneapolis, MN

Dear Emily:

When you have a candidate inform you of a company that is interviewing,

Ask Barb, For Managers

Forget Control. Think Rapport



Ask Barb

Dear Barb:

I’ve owned my business for over 25 years and have always been successful at developing client and candidate control. That has not been the case recently. Our candidates and clients are changing their minds more than ever before. It’s become impossible to control their actions.

Sylia D.
San Jose, CA

Dear Sylia:

I have never believed that we can control clients or candidates. What is effective is your ability to develop rapport based on trust. Technology and the availability of information and networking has made it easier for our candidates to find other opportunities and our clients to identify other resources.

Ask Barb, For Managers

My Team Isn’t Producing. What Do I Do?



Ask Barb

Dear Barb:

I’m frustrated by the results this year. I know my sales team could produce more. How do you light a fire under people without having them walk out the door? They are never on the phone and seem to think sending emails and texting is just as effective. They also spend way too much time on social media sites, job boards, and searching our database rather than calling possible candidates to place.

I’m at my wits ends and really don’t know how to motivate my current team. There are times when I think I should fire everyone because I could make more money just producing by myself. How do you motivate your team?

Walter M.
Detroit, MI
Ask Barb, Motivation

Need More Balance? Discuss it With the Boss



Ask Barb

Dear Barb:

I’ve been a big biller for most of my career. I just returned from maternity leave and I find I don’t want to put in the effort or hours it takes to become a top producer. I tried to explain this to my manager, but he is convinced I’m just sleep-deprived and will return to being his #1 producer this year. It’s not going to happen, my priorities have changed and my husband earns great money, so I don’t need to earn what I’ve earned in the past.

I don’t want to quit, but I’d rather work for someone who is not pressuring me on a daily basis to produce numbers I feel are unreasonable considering I have a four-month-old daughter. My co-workers even feel my manager is out of line. I know you were a single mom and would really value your advice.

Judy C.
New York, NY
Ask Barb, The Business of Recruiting

How Long Do I Wait For First Production?



Ask Barb

Dear Barb:

How long do you give a new recruiter, before you realize you may have made a bad hiring decision? My new recruiter has had no production going on five months, but he seems to be close to closing his first deal. I hate to lose the money I’ve invested so far in his compensation and training. How much longer should I ride this out?

Barry N.
Fort Lauderdale, FL
Ask Barb, Sourcing

Use the Job Boards to Get Referrals



Ask Barb

Dear Barb:

Our biggest client has told us that they don’t want us to use job boards to find candidates. They have in-house recruiters that were hired to screen resumes sent to their website postings and job board ads. How do they expect us to find candidates if we don’t use job boards? We still find candidates that their inside team doesn’t.

Michelle D.
Alpharetta, GA
Ask Barb, Candidates

The 5 Questions to Ask to Reduce Your Turndowns



Ask Barb

Dear Barb:

In the past three months, we had several deals not close that we thought were a sure thing. When I reviewed each deal, I couldn’t pinpoint any one thing we were doing wrong. This has been frustrating for not only me but my recruiters. Is there anything you can advise that might help us avoid offer turndowns?

Thank you.

Steven Z.
Chicago, IL
Ask Barb, For Managers

Managers Must Teach Fishing



Ask Barb

Dear Barb:

I’m managing a team of five recruiters, but I’m still responsible for my own production. Most of my day is spent answering questions, making matches and hand-holding my recruiters. I can’t stop helping them because without my help we would not hit goals.

My owner only cares that goals are reached, but I don’t know how much longer I can carry the office or work the hours I’m working. I like the override I’m getting paid, but I could actually make more money if I only focused on my production.

Should I walk away from being a manager?

Joe D.
Topeka, KS
Ask Barb

Call People? Talk to Them? What A Concept!



Ask Barb

Dear Barb:

How do I get my younger recruiters to make phone calls? They are convinced that our candidates will only communicate by text or email, but I believe this is the way my recruiters want to communicate. They look at me like I’m a dinosaur and don’t listen to my advice. They are not hitting their goals, so how do I force the issue?

Amanda H.
San Jose, CA