Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Business Development

Business Development

Great Questions Get Great Results

by 9 days ago


question

When it comes to new client development, great questions get great results.

Professional recruiting firms exist to connect great employers with the top talent needed to meet their business goals. Firm growth requires those within the organization responsible for bringing in business—the sales professionals— to continually seek new client companies to serve. New client development is essential to success and the most successful recruiting sales professionals know that the emphasis is on development.

Small and medium sized recruiting organizations can compete with much larger firms when development of strong business relationships takes precedence.

Value is created in the eyes of the receiver. Value for me will be different than value for you, so you have to walk in your client’s shoes to know what will be valuable to him or her.  It’s easy to assume that we already know and understand the other person’s perspective, but often this is not the case.

So how do you create value?  By providing leadership, building relationships and delivering creativity.

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Business Development, How-To

Do You Really Know What Your Customers Buy? Part 2: Sales Styles That Work the Best

by on Dec. 12, 2011


man script

Last week, we discussed Understanding What Your Customers Want. If you are going to sell anything to another human being, you have to understand something about people as buyers because we respond to certain things in certain ways. With this in mind, there are two very specific sales “styles” that all human beings respond best to: Fact-based Selling and Story-selling. Below you will find a description of these two sales styles.

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Business Development

Recruiter Exclusivity: It Makes Dollars and “Sense”

by on Nov. 29, 2011


exclusive contract

Many companies operate under the notion that spreading out the hiring and recruiting workload among several staffing companies is to their advantage and can even give them a competitive edge. The reality is such thinking is misguided and in fact works against their best interest. Here we explore four myths and explain why it is far better for companies to go exclusively with one recruiter and/or agency. You are welcome to use the following as a reference when marketing to new clients.

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Business Development

The Art of Marketing and Business Development, Part 3 (of 3)

by on Oct. 24, 2011


man script

The Scripts That Work — 6-10

Welcome to the last installment of The Art of Marketing and Business Development series. Last week, we discussed the first five business development scripts that are working today:

  1. Reference from an Internal Champion
  2. C-level Approach
  3. Vertical Market Approach — “Insight”
  4. MPC/”A” Player Approach
  5. Combination Approach

This article continues with highlighting the additional five marketing scripts, 6-1 0. Keep in mind: different selling situations will call for different scripts. As a recruiter, it is important to have as many options (clubs) in your recruiting bag as possible. Master them all, so you will be prepared for any selling situation and have the ability to pull them out when that shot is needed. Don’t forget, the goal is to achieve a large quantity of job orders coming in so you have the ability to continually ‘top grade’ the work you have on your desk. Until you get a large number of “A” search assignments (job orders), keep marketing every day. That’s right – every day.

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Business Development

The Art of Marketing and Business Development, Part 2 (of 3)

by on Oct. 20, 2011


woman phone script

The Scripts That Work — 1-5

Earlier this week, I shared with you three key principles to establishing a strong marketing foundation. Of course, it all starts with obtaining high quality searches.

After that though, you need to know how to have an appropriate conversation with potential new clients, and the best way to do this is by having a pre-written script to help you. Today, I bring you the first 5 of the top 10 marketing approaches that rock the recruiting world today. 

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Business Development

The Art of Marketing and Business Development, Part 1 (of 3)

by on Oct. 17, 2011


business man on telephone

The Three Critical Business Development Principles

Finding the perfect candidate for an open search assignment is an exciting moment in any recruiter’s day and contributes significantly to the overall success of achieving their goals. More important than fulfillment, however, is the role that business development plays in the process. Effective marketing is the biggest factor in any recruiter’s success.

There are three key principles to establishing a strong marketing foundation. It all starts with obtaining high quality searches. The better the search you have to recruit on, the more placements you will make. Period. Most of us agree with this concept, however practicing it seems to have become a lost art. Time is money and you want to make sure you are spending your time on searches that will result in placements. Ask yourself about the searches you are currently working on – are you guaranteed a placement if you find the person you are looking for? Resources are too valuable today to be risked on uncertainty. A good search means that “if” you find the right candidate, your client will hire them — no maybes and no excuses.

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