Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession

Gary Stauble

Gary Stauble assists owners and their teams in implementing leading edge strategies that create the biggest results with the least required effort. You can download his complimentary report, "$1 Million Time Management" which outlines nine time management secrets of a $1 million producer.

Articles by Gary Stauble

For Managers

Attention Owners: Want a Vacation? Get a System

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What’s the owner’s freedom formula?

It’s very simple: Systems = Freedom.

If you as the owner of your firm go on a four week vacation, what happens to your business? What happens to the quality and quantity of activity? Some leaders have defined the strength of a small business as being directly proportionate to how much of it can continue to operate in the owner’s absence. Whether you own a large firm or a micro business, having simple and effective systems in place will make it much easier for you to step away from your office without waking up at 3 a.m.in a cold sweat.

What Is A System?

A system is a documented way of performing a task that solves a problem


Get More Results From Your Marketing Efforts

2 minute recruiting new

This article gives you quick, easy-to-implement ideas on various subjects. This month’s topics have to do with improving your recruiting calls and expanding your marketing reach.

Topic #1: Getting a “Yes” on 90% of your recruiting calls

When you make a cold call (to a candidate) are you first looking to pitch a job or learn about the candidate’s skills and aspirations? Are you looking to open a dialogue or sell a job? If you are like a lot of recruiters, you start off the conversation by attempting to sell the candidate on the job opportunity.

Business, How-To

Be Positive and Outsource the Busy Work

2 minute recruiting new

This regularly appearing column gives you quick, easy-to-implement ideas on various subjects. Today’s topics have to do with hiring virtual assistants and the power of questions.

Hire a Personal Assistant

I conducted an experiment recently to see how much it would cost to hire people for various tasks in my business via Elance versus what I was actually paying my staff of contractors.


Learn to Be Charismatic and Sales Will Follow

2 minute recruiting

Recruiters who possess a high degree of self-confidence and charisma tend to dominate their market and out perform their competitors. They negotiate higher fees, gain access to elite clients, and land highly sought after retainers. Much of their marketing is done for them; new clients seek them out because their reputation precedes them.

Charisma gets people to like you, trust you, and want to be led by you. It can determine whether you’re seen as a follower or leader, whether your ideas get adopted, and how effectively your projects are implemented. It makes people want to help you achieve your goals.

But what if you don’t consider yourself naturally charismatic? What if it seems like a magical quality that only a lucky few are born with? I recently created a seminar called “The Charismatic Recruiterbecause, the truth is, most of us (myself included) don’t feel that we possess this innate charm that draws people to us naturally.


Agreements, Slumps, and Offers

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Topic 1: Should you start a search without a signed agreement?

We were all likely taught that you should never start a search without a signed agreement. This makes good sense for many obvious reasons. However, what do you do if a hiring manager authorizes you to send people for a search but does not return your agreement promptly?

Hiring authorities (like all of us) only do things when it is obvious that it will benefit them in a tangible way. Reading a contract in detail before they receive a candidate is not always at the top of their priority list. Often it is your presentation of a star candidate that provides the motivation for the manager to sign your agreement.

Business Development

Nine Ways to Better Client Marketing

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1.) Defuse the sales pressure.

You must defuse the pressure inherent in the sales process by acting like a consultant rather than a salesperson. If your marketing objective is to find clients for whom you can truly provide value, then your prospect will sense this, and tend to be more open to what you have to say. The key is to let them know early on you are someone who does business differently than many of the recruiters they may have dealt with in the past.

On the first phone call you could say something like this:


Oh No! The Hiring Manager Wants to Present the Offer

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Editor’s note: Each month, Gary Stauble offers quick, easy-to-implement ideas on various subjects. This month’s topics have to do with when to start a search, your inner dialogue, and presenting offers.

Topic #1: Should you start a search without a signed agreement?

We were all likely taught that you should never start a search without a signed agreement. This makes good sense for many obvious reasons. However, what do you do if a hiring manager authorizes you to send people for a search but does not return your agreement promptly?

How-To, Motivation

The 3 Elements Of A Proactive Daily Plan

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When I first started in the business back in 1994, I was fortunate to hear Peter Leffkowitz speak at a recruiting seminar in Los Angeles. One of the sections of his training that particularly stood out to me was his approach to time management and planning. He described the two main ways that recruiters tend to work a desk:

Reactively working a desk: This is the method that 80% of recruiters use to work a desk. This method can best be described as S-T-R-E-S-S. This is the land of soaring peaks followed by deep, dark valleys. It entails little planning, sporadic execution and lots of reacting.

Reacting to incoming email, incoming calls, interruptions, client demands etc. It involves chasing deals, working from adrenaline and a production-oriented focus. Essentially it’s a neurotic way to work a desk and often leads to burnout.

Proactively working a desk: This is the method that 20% of recruiters use to work a desk. There is a subtle but powerful difference in focus. Instead of simply focusing on production, proactive recruiters concentrate on building the activity that generates production. This involves planning and then executing from a proactive stance.


Pose Your Way to Greater Confidence and Bigger Production

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Research by social psychologists at Harvard and Columbia universities has revealed startling facts about how simple shifts in posture can have profound effects on how well you present yourself in client meetings, fee negotiations and marketing presentations.

Research had already shown that the mind can influence the body. For example, it’s common knowledge that if you’re feeling depressed, there’s a high likelihood that your immune system will be depleted. But what researchers Amy Cuddy, Dana Carney and Andy Yap wanted to find out was could the opposite also be true; could the body influence the mind?

They discovered an easy exercise that anyone can do that can change not only others’ perceptions of them, but the way they feel about themselves by spending two minutes “power posing” before a stressful situation. I’ll explain how the “power pose” works in a minute. First I want to explain the experiment itself.

Business, Entrepreneurship

Is Your Business Model the Right One For You?

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In my one-to-one coaching sessions with firm owners, I periodically deal with someone who has clearly chosen the wrong business model for themselves and are now suffering either mentally or financially as a result. In terms of designing your business model and org chart, the old adage, “measure twice, cut once” would save loads of heartache for those willing to think strategically about what kind of business to build. Most new owners erroneously believe that “bigger is better,” and make poor decisions regarding hiring, adding office space, increasing expenses, etc.

As a starting point for understanding which business model is best for you, it’s important to understand the various roles an owner must perform. Michael Gerber (author, business skills trainer) tells us that there are three roles that every business owner must be able to fulfill either himself or with the help of employees. The three roles are: