Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Ask Barb

Ask Barb

A Sales Process That Works = Success



Ask Barb

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

Ask Barb

How 10% Will Get You 30%



Ask Barb

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

Ask Barb

Here’s How To Compete In A Crowded Market



Ask Barb

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%



Ask Barb

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

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