Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Business Development

Ask Barb, Business Development, The Business of Recruiting

Want a Big Biller? Hire A Hotel Caterer



Ask Barb

Dear Barb:

Is it me or is it getting harder to find people who will put in the hours to be good at this job? Out of the five people we hired last year, we only have two left, and they are average. They don’t seem to have the commitment or work ethic that my current employees have; they are out the door at 5:00 pm.

When I suggested they may have to conduct research or talk to candidates during evening hours, I met with resistance and was asked if I paid overtime for evening hours. You would think these people would be grateful for their job and put more effort in to achieving their goals. Is this something I need to tolerate or am I not hiring the right people?

Dave B.

Plantation, FL

Dear Dave:

Business Development

Nine Ways to Better Client Marketing



2 minute coaching logo

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:

Business Development, Industry News

Medical Scribe: An Emerging and Booming Placement for Admins



Indeed admin jobs trend

Indeed admin jobs trendIf you place administrative staff, you know the market has been soft. After spiking up shortly after the U.S. began to emerge from the depths of the recession, job growth has been, at best, flat. As the accompanying chart from Indeed shows, the trend for administrative assistant titled jobs has been decidedly negative.

However, we’re just beginning to see an emerging market in healthcare for skilled clerical workers. The demand for medical scribes, an old, now new occupation, is growing at a furious pace.

Business Development, Webinars

Webinar: Secrets for Growing Your Business From Neil Lebovits



Neil Lebovits

trinet logoWith an always exciting and fresh perspective on the recruiting industry, well-known industry trainer and recruiting professional Neil Lebovits explores tactics and shares secrets to help you grow your business when he presents the first Fordyce Letter webinar of the year.

Spend one hour on April 22nd and you’ll discover how to calculate and maximize your gross margin dollars, learn the different ways to price contract positions, and what it takes to add temp to your perm business. The webinar is free and sponsored by TriNet.

Business Development

How to Tell When You Need a Sales Specialist Recruiter



fordyce-default

salesperson wantedRecruiting successful sales people is one of the biggest challenges facing employers today.

As the economy continues to improve, sales professionals are more in demand than ever. So working with a specialist sales recruiter is one of the most effective ways of competing for the top talent.

But don’t take our word for it. Here are six signs that you may benefit from working with a specialist agency for your next sales vacancy:

Business Development, The Business of Recruiting

7 Steps To Saying Yes When They Ask “But Can You Deliver?”



Stairway up - freedigital

Stairway up - freedigitalIn the press to take advantage of the slowly improving economy, a growing number of recruiting and staffing firms find themselves over-selling and under-delivering. Consequently, clients are receiving inconsistent results and the quality of service standard for our industry is falling.

In response, prospects as well as clients are increasingly asking, “But can you deliver?”

You must carefully consider your response to this question. Companies are frustrated by sophisticated sales presentations that have little real relevance to the actual delivery of services. With minor modifications, they have already heard most of these presentations from your competitors. Therefore, you must ask yourself, “Can we deliver every time, on time, without exception?”

The answer can be “Yes.”

Business Development, Relationships

To Work With Great Clients, Teach Them To Be Great



RecruiterU

Are you frustrated with the way most of your clients treat you? Frustrated with their process? Fees? Terms? Do you ever wonder why we are treated the same poor way over and over?

We often mistakenly think if we speak to enough prospects and fill enough job orders an ideal client that “gets it” will emerge. Sure, that happens once in a while, but not enough to create a predictable, sustainable business full of companies you LOVE working for.

After years of being a frustrated recruiter myself I began to strategically identify what the key elements of a great client look like for me.

Business Development

Tips for Overcoming a Fear of Public Speaking



Megaphone-free

Megaphone-freeRecently, I was asked to be a panelist for a webinar about using the power of publicity to achieve your goals. The participants asked great questions.

The first: “How do you step into the spotlight when you don’t like the spotlight?”

Getting media attention and speaking engagements — the spotlight — goes right to the heart of my book, Celebritize Yourself. By boosting your visibility and your credibility, you set yourself apart from your competition and become a trusted authority in your field.

Business Development, How-To, Social Media

Three Steps to Becoming an Industry Expert and Growing Your Business



fordyce-default

You may be the best recruiter or trainer in the world, but if nobody knows who you are does it matter? This isn’t an exercise in Zen thinking. It’s a real world concern if you’re not a name in your field and want new clients.

Like it or not, people congregate around popular businesses. If you want to grow your small business, you need to create that popularity. Becoming a recognized industry expert is easy if you follow these steps.

Dig Into Your Industry

What is important in your industry today? If you’ve had your nose to the grindstone

Business Development

Help Your Client (and Yourself) Attract Candidates With Brand Ambassadors



fordyce-default

marketingAs an external recruiter, you probably do a lot to communicate the needs of your client to potential job seekers. However, are you missing a key element that could take your recruitment strategy to the next level? No, it’s not some new fangled software or an expensive campaign. It’s branding and it can do you, and your client, some real good.

Studies show most companies are in the early stages of developing an employer brand strategy that builds competitive advantage, with only 16% of organizations having a clearly defined strategy. In addition, while 31% have a strategy, they admit it can be developed further.