Our business may be easy to understand, but it is infinitely more challenging to execute in a consistent, effective and profitable manner. This challenge is based on the fact that we are continually dealing with people at every point in our processes. These people represent a “grey area” that many times can defy our best [...]
Archive for TFL archives
I would like to thank Paul Hawkinson for suggesting this column to answer “YOUR QUESTIONS.” Please send any additional questions to: barb@staffingandrecruiting.com and put Fordyce in the subject line. Q. How do I prevent my candidates from always expecting the top of the salary range? SL - Kansas City, MO My first question to you … Why do [...]
One of the most frequently asked questions in seminars and workshops is what to do about the “placement in the basement” — the “back door hire,” when you discover a referred candidate has magically appeared working for a client.If you go through your recent files, you’ll discover that for every four candidates you know you [...]
Congratulations! If you’re in the Search and Placement business right now, your timing is terrific. Historically, our industry has always been one of L-O-N-G boom, followed by a bust …. followed by another L-O-N-G boom! We are only two or three years into this boom. Lots of time to go! Moreover, as this is written, we stand [...]
Almost everyone involved in selling a product or service understands that, in order to complete a sale, the potential buyer must reach a point where they believe the value (whether perceived or real) of the product or service is greater than its’ cost. In terms of our industry, our fee must be justified by [...]
When I first joined the recruiting business ten years ago, there was a veteran recruiter in the office who shared with me his ?secret’ for recruiting success.? “Scott, when it comes to candidates and clients, remember this:? T. A. L.”? I asked him what ?T. A. L.’ stood for and he said, “They all lie.? [...]
Once again, one of the “Golden Rules” in our business regarding the principles of a “Class A search assignment” has proven to be gospel.? In my twenty-fifth year of headhunting I have become vigilant about qualifying the searches I will and won’t spend my ultra-valuable, only-thing-I’ve-got-control-of, straight-commission time on.? However, every now and then I [...]
It’s 9 AM and you have a planner in front you with 30 important calls to make when the “urgent” call comes in from an unemployed candidate needing an update on the status of his resume. You then check your email (for the 4th time in the last 60 minutes) and see that you have [...]
Business has improved and many of you are beginning to re-staff and reconfigure.? Hopefully you have learned the importance of NOT just?? “FILLING A DESK,” and have developed a hiring process to identify the top talent your firm needs to achieve future goals and growth. If you are like the majority of the owners and managers [...]
Some years ago, I had the opportunity to visit the Idaho location of a man who I consider the best, most complete, recruiter in the world.? To protect his identity, I will simply refer to him by his first name, Dan.? Those of you who know me know of whom I am speaking.? I nicknamed [...]
For years, I’ve been writing about the use of performance profiles as the lynchpin of effective recruiting. Everybody who has ever used one for conducting a search has experienced better results. By this I mean more and stronger candidates, improved relationships with hiring manager clients, better understanding of real job needs, more consensus about candidates, [...]
“When I need a heart by-pass, rest assured that I won’t select my surgeon on the basis of what he charges.” That’s what an ailing executive recently opined when he was informed by his doctor about his arterial blockage problems. Why then are corporate executives so tightfisted when dealing with what is so commonly thought of as [...]
Recently, several different recruiters have contacted me, each of them dealing with the consequences of candidates and clients not telling the truth. Although no one told an outright lie, in each instance, certain elements of the truth were not communicated to the recruiter.? These were sins of omission versus sins of commission. On the candidate side, [...]
Our already good market continues to heat up, with prospects of a long boom ahead.? In this type of market, many owners are rightfully adding to their staffs. New owners who may never have done so before, however, will encounter unexpected problems.? Even experienced owners who may not have hired new people since pre-recession days will [...]
The obvious contractual defect to the Candidate Acceptance Agreement is a failure of consideration. The recruiter is really not giving up anything in exchange (”legal detriment”) for the promise of the candidate to accept. This is because there is no liability on the part of the employer (and therefore no absolute right to the fee) [...]
The employee selection process is about as random and unscientific as anything can be. Resumes and interviews are nothing more than snapshots of the candidate. They can be touched up, enlarged and changed to present a different image. Successful recruiters know that they are the photographers, and that a placement starts with presenting the right picture [...]
When confronted with an objection, whether from a prospect, client, recruit or candidate, the natural tendency is to try and answer the objection with some form of rebuttal.? This may be appropriate if you fully understand the reasons behind the objection and if your rebuttal can be suitably customized to address the specific circumstances presented.? [...]
After a placement has been completed, I often send the following memo to my clients. It will only take you a moment to do it and it may well guarantee a successful placement. Proper integration of a new hire is key for long-term success. I have actually had instances where candidates start a new job [...]
Many search firms across the country are now hiring additional recruiters. Inevitably one of your “rookies” will be thrilled they just obtained twenty searches from the same client and they have an exclusive.? Before they take a breath - they now ask the dreaded question, “What kind of a deal can I give them, for [...]
Wouldn’t it be great if employers automatically sent you all their job openings with a complete definition of exactly the type of person they wanted to hire . . . with no quibbling about fees? Wouldn’t it be great if all you had to do to attract the right candidates would be to post the aforementioned [...]
My first journey to the Emerald Coast beaches of the Florida panhandle began with a stern warning from the resident lifeguard.? He imparted upon me his wisdom and the reality of this intended day of fun and SPF 30, “When you go into that water remember that there are two kinds of fish out there, [...]
One of the most vital skills that you can learn as a recruiter is how to zero in on those searches that give you the best chance of making a placement - and to only focus on them. Is this a skill that takes time to master?? No, you can learn it the first time [...]
I felt like someone kicked me in the stomach. I just left the third message for the candidate without a getting a single call back. He had a great background and the first time I talked with him two weeks ago he said there were some pretty important issues motivating him to consider other things. [...]
Leaving the army in early 1965, I returned to an entry level assignment in the (battle)field of civil rights in Paterson, New Jersey. This was about the time that President Lyndon Johnson gave an inspirational plea to Congress to pass the Voting Rights Act of 1965. President Johnson spoke with passion about dignity and [...]
Organization and self-discipline are key traits for any profession - none more so than sales. While stellar salespeople generally possess several important key attributes such as the drive to succeed, the ability to relate well to others, strong verbal skills, and persuasiveness, a sometimes-overlooked trait is strong organizational skills. Even the most hardworking salesperson has a [...]
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