Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Entrepreneurship

Entrepreneurship

The Greenhouse Effect



GreenHouse

When I travel, which is somewhat frequently, I often have a house sitter to care for my cat and dogs when they are not traveling with me. I have several different people to call upon depending on when I am traveling and which of my animals will need to be cared for. One of the other duties I ask of my house sitters, besides checking the mail, is to water the various plants in my greenhouse.

Now, I don’t claim to have a green thumb but I am much better at keeping my plants alive than I was in the past. I have herbs, vegetables, and flowers growing together in my greenhouse. Lately, though, my plants have been larger and healthier than ever. In looking for the source, as I haven’t changed my routines, I concluded that it was because I was traveling. Someone besides me was giving my plants the attention that they needed, perhaps even more than I normally would when I am there. This experience is what I would like to term the Greenhouse Effect.

Entrepreneurship

Discovering Your One Explosive Number



fireworks

Recruiter, ignite yourself. You’re a firecracker. You’re a bomb of performance just waiting to explode…that is, if you haven’t already set your world on fire!

Some of you have already created such wealth and power that it’s genuinely hard to get your head through normal doorways. You’re like an NBA giant who has to have the doors in his mansion refitted so as not to duck when he walks around his palace. You need custom hats made to provide shade for your forehead since you’ve transformed your world and the world of those you love with your achievements. You’re a bomb that has already exploded.

The rest of us often present with much longer fuses and much riskier paths to true ignition. In fact, many of us just don’t know how to even light our own fuses at all. There is that dream of glory, waiting for the moment of initiation, but often fading and growing dimmer, even evaporating in the haze of confusion and disappointment. Many of us have forgotten our dreams of glory; lost our passion; allowed the inner fires to die down.

I say again, recruiter, ignite yourself. Allow me one more metaphor and then I’ll get down to brass tacks. Picture a magnifying glass in your hand, with the hot summer sun beating down. Your fuse is right there on the ground, and all you need to do is focus the light from the sun sufficiently and hold your hand steady enough to let that fuse heat up. You know the number, don’t you? You read Ray Bradbury’s incredible book Fahrenheit 451 in high school, didn’t you? That’s your number. Your fuse has to have sufficient heat focused upon it by your steadily held magnifier so that it hits the magic number and ignites. The key thing to picture is the cone of light zeroing in on the fuse. Stick with me…

Entrepreneurship, For Managers

What It Really Takes to Own a Profitable Recruiting Business



money_bags

It can be relatively easy to open a recruiting firm, especially if you’ve decided to be a sole proprietor working from home It is much more difficult to create a profitable recruiting business. Starting a small business takes courage, but courage does not pay the bills. Have you taken the time to stand back and review all aspects of business ownership?

If you are your business and it can’t profitably run without you, you have merely created a job for yourself.

You are in business for two primary reasons:

  1. To generate profits
  2. To live the lifestyle of your dream

If you are not generating profits, to be blunt you don’t have a business — you have an expensive hobby.

The good news: it is never too late to make changes necessary to elevate your business to a new level of success. You can’t continue to do things the same way and expect different results. As a business owner, you need to embrace and implement change in order to take advantage of trends.

Business, Entrepreneurship

Value Added Services in a Slow Job Market



Screen shot 2012-01-20 at 1.45.40 PM

In an economy of high unemployment and a large pool of qualified candidates, some employers may be under the impression that recruiters are not as necessary. This is untrue. In a market like this, professional recruiters may focus on different aspects of their practice to better support clients and increase revenue.

Entrepreneurship

The Best of The Fordyce Letter 2011, #5 — Lemonade, Anyone?



lemonade

Editor’s note: Jennifer Brigham’s article was the 5th most popular article on The Fordyce Letter in 2011. It originally ran in January.

The last two years have really proven challenging to any staffing firm, let alone a small, two-office firm specializing in worker bees—the entry-level workers that are often the first to be let go in a downturn. As our clients experienced layoff after layoff (starting with our temporary workforce), we were forced to do our own layoffs, trimming our staff from a dozen people to four. How could we not only survive, but thrive, in this downturn? This question—how to make “lemonade” out of the lemons that this economy was dealing out—was critical. And the reality and gravity of the situation really forced us to evaluate who we were—our values, our brand, our essence. We discovered some interesting things.

Entrepreneurship

Are You a Headhunter or an Entrepreneur? Why Not Both?



entrepreneur-inside

When my husband convinced me to close my recruiting business, I had no idea what might be in store for me. After all, I had been in the recruiting industry for almost a decade. I couldn’t imagine doing anything else. I lived and breathed headhunting—in all its glory. The good, the bad, and the challenging.

Yes…I realize I’m writing this article for The Fordyce Letter — a publication that “delivers straight talk for the recruiting profession…” So why am I writing about leaving the profession?

Do you really think you’ll be a ‘headhunter’ for the rest of your life? Do you think, as I did when my husband suggested I leave the business, “What else do I know how to do?” When I considered closing the doors on my business, I was seriously concerned about finding something that would replace the income I enjoyed as a recruiter.

At the time, I didn’t appreciate that during my years as a recruiter I had acquired business savvy that would serve me throughout the next two decades of starting new businesses. I was unknowingly armed with skills that, in looking back, were remarkable.

So, as you continue on your merry way, take heart. You are acquiring prowess, strategic thinking, and moxie that will serve you well for a lifetime—whether you remain in your current field or choose to move on. No matter what your choice, why not take a minute and bask in all that you know? Want to know just what a smart cookie you are? Consider some of the greatest skills that will carry you through life come from the things you’ve learned along the path to becoming a great recruiter.

Entrepreneurship, How-To, The Business of Recruiting

“The Phone Rang…” How To Acquire the Right Attitude



Businessman Holding a Telephone Handset

I caught myself staring out the window at the front pasture so icy and desolate in the late winter afternoon. It had been cold lately…unseasonably cold for Atlanta. And, with the vanishing warmth, I started having negative daydreams. Was this economy ever going to recover? Did our political leaders really know what they were doing? Was recruitment, as I had known it, a thing of the past, like typewriters and Polaroids? Sad thoughts. And then, as always, the phone rang.

I returned to the present and answered the phone. Another like soul was full of some of the same doubts I had just been having. But it was his question that shook me out of the doldrums. He asked, “What is the difference between success and failure in recruitment?”

This took me back to a meeting I had in Atlanta with one of the greatest sales trainers who ever lived. His name was Steve Brown and he was the Chairman of the Board of The Fortune Group. I told the caller to sit back and relax and listen to what I remembered from that memorable meeting — the meeting where Steve explained to me how salespeople acquire the Right Attitude.

Business, Entrepreneurship

Coaching or Consulting?



business-coach

A realization came to me one day that I spent a noticeable amount of time coaching people, even long after I placed them. A few years ago I decided to make it official and put some real credentials to it in order to expand my professional offerings. Now, I work with individuals and companies all over North America on leadership development, organizational planning and development, efficiency strategies, and sales growth.

Whenever I start with a new group wanting to increase their efficiency to boost their sales, I get a lot of the same questions from the business managers and owners:

  • How can I get more productivity with the same people?
  • How can you turn bad habits into good ones?
  • Can you get Suzie Q to pick up the phone and make a decent marketing call?
  • Where can I get some higher margin business?
  • Can you get Tom Jones to work normal hours again? He’s been here a long time and comes and goes as he pleases because he’s the top producer.
  • Where can I find a rainmaker without a non-compete?
  • What do you think of my pay plan?

The answers to these questions are clearly not that easy or simple, and they vary widely based upon location, industry focus, line of business, available technology, and most importantly, the management philosophy of the company.

The solutions to all of these require a hard look at the infrastructure and process flow of the organization coupled with an introspective analysis of how they got into these patterns in the first place.

Entrepreneurship, The Business of Recruiting

Fear + Doubt + Worry = Your Personal Slave Drivers



stress

I received an email with this title from David Neagle, a wealth and mindset coach whose products and services I have invested in frequently. That title REALLY made me stop and read more.

David’s column was more on “manifesting” things in our lives and while I fully believe that when we focus on having things in our lives the way we want them we significantly increase the likelihood that we will get them, this is not what struck me about the article. What struck me big time was the title. Why?

Closing, Cold Calling, Entrepreneurship

Laser Focus Leads to Placements



laser Alejandro Serrano Durán

As demand for our search and placement services started to pick up late last summer, I decided to focus intently on one huge task; increasing the production on my desk.  I established new goals, blocked out all other peripheral responsibilities, and hunkered down to re-create a profitable business. Today I can report that my venture has been a huge success!

Those of you that run a solo practice know we all have the challenging day to day task of managing priorities. We have to determine if we truly have the right searches to fill, once we obtain them, and then must attack each placement opportunity with precision and efficiency. We must qualify diligently and seek immediate results without appearing impatient or testy. This process has required maximum focus, a willingness to learn from the challenges of 2009 and a dedication to what has, and always will, work in this awesome industry of ours.

The attention to detail on each search assignment is where it all starts, but often the other aspects of being a successful practitioner get overlooked. I am here today to say that if and when you put together a string of six months of approximately $50K in billings per as I just have, the resulting financial payoff makes it all okay.