
Using a proper methodology for setting your goals is very important because the result must be specific, realistic, and most importantly, achievable. Additionally, you must baseline your performance and establish specific activity benchmarks that must be met on a daily, weekly, and monthly basis in order to achieve your goals (see my June 2008 article in The Fordyce Letter, “Baseline Your Performance”).
Observations from my consulting work with hundreds of search and staffing firms indicate that goal setting is generally a challenge for both management and staff. However, as turnover rates and year-end results clearly demonstrate, the bigger challenge is achieving the goals once they are established.







How many times have you heard one or more of your clients state:
There is an ever-growing segment of our industry that is quickly becoming commodisized. These are the firms that work “The Low Hanging Fruit” (see my article on this topic) and focus on being competitive, which usually means working with clients under heavily discounted fee agreements and with compromised processes.












