Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


How-To

How-To

Agreements, Slumps, and Offers



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Topic 1: Should you start a search without a signed agreement?

We were all likely taught that you should never start a search without a signed agreement. This makes good sense for many obvious reasons. However, what do you do if a hiring manager authorizes you to send people for a search but does not return your agreement promptly?

Hiring authorities (like all of us) only do things when it is obvious that it will benefit them in a tangible way. Reading a contract in detail before they receive a candidate is not always at the top of their priority list. Often it is your presentation of a star candidate that provides the motivation for the manager to sign your agreement.

How-To, Sourcing

Marketing and Sourcing With Social Media



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Note: Don’t miss “5 Places to Source Candidates for Free.” Coming tomorrow.

Social media offers an infinite number of tools and techniques to market your contract staffing services and source contract candidates. But social media can be daunting. Here are some tricks for using the most popular social networks based on our own experiences, research, and discussions with recruiters.

LinkedIn

How-To

Help Your Sales Professional Craft A Better Resume



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stack of resumesAs an executive recruiter who specializes in placing IT sales and sales management talent, I am often frustrated by the quality of the resumes I receive; even from truly exceptional candidates.

The problem goes beyond the job seekers themselves, as “expertise” on resume preparation is as random as summertime showers in the Rocky Mountains. So I will provide clarity for sales professionals based upon my keen knowledge of the pressure-packed dynamics of today’s hiring climate.

The perfect resume does not exist, but the structure I suggest will get your documents noticed in the forest of paperwork being reviewed by top executives.

Business Development, How-To

Don’t Just Check References, Market Yourself



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bigstock-Employee-Reference-Check-Form-The purpose of this column is to explain how to use a standard reference check as a marketing and/or recruiting opportunity for you and your recruiting firm. While some firms outsource their reference checks to third party agencies or to their clients themselves, for those who prefer to check references directly, I offer some key strategies for obtaining new clients and new candidates at the same time.

Typically, recruiters who check references have a single goal in mind — to check the reference (and hope that it is positive!). After reading this column, I recommend that you consider having two additional goals:

How-To, The Business of Recruiting

Are Poor Listening Skills Costing You Money?



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Phone laptop office womanNote: Yesterday, Jeff Allen discussed the importance of having a “phone voice” and how to improve how you sound and what you say when taking on the telephone. Today, the focus is on listening skills.

Poor listening skills are costing you money.

If you’ve ever hung up from taking a job order only to discover later you missed an important detail and blew a placement, then you know just how expensive a mistake it was.

These things happen, but if it’s more than a once in a blue moon thing, blame your listening skills.

In truth, our listening skills have never been especially great. A 1983 study found that on average, viewers who just watched and listened to the evening news could only recall 17.2% of the content when not cued, and the cued group never exceeded 25%. A study a few years later found participants could recall only about 10% of their conversations immediately after they took place.

How-To, Jeff's On Call!

A Four Step Program to Improving Your Phone Voice



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The phone voice is almost everything in making placements. Even in personal meetings, 38% of the meaning is conveyed by the voice. Surprisingly, the words themselves only convey 23%. What you convey it is more important than what you say.

Since recruiters (and lawyers) talk so much, they tend to become deaf to their own voices. We practice a four-step program of simple voice improvement techniques. We’ve achieved unbelievable results in negotiation and trial using them. Since I introduced them to our favorite recruiters they’ve made more placements. It’ll work for you too.

Let’s get started!

How-To

5 Tips For Improving Your Social Media



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social media illustrationThe way we use social media has evolved tremendously since the early days of MySpace. With the success of LinkedIn, we have begun to move our professional relationships to the web, and have slowly developed a proper networking etiquette for doing so. Recruiting through social media, however, is a practice whose rules are still being written.

Because there is no “right” way to do it, the unknown that accompanies social recruiting can make the idea intimidating to recruiters and hiring managers. However, as the power of social media continues to grow, it is important to embrace it as a crucial element of your recruiting strategy.

Here are five of the best practices for hiring via social media:

How-To

8 Tips To Help Candidates Work Best With Recruiters



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Note: Do your candidates really know how a search consultant works and what they can do for them that they can’t do themselves? Knowing what we do, and how to best work with a headhunter makes better candidates and can lead to quicker and easier placements, not to mention less time explaining things to novice (and even more experienced, but still naive) candidates.

In this article, Jorg Stegemann explains how candidates can best work with a recruiter. Link to this article and point your candidates to it to save yourself time and headaches.

Want to know the best ways to use a headhunter? Do you know why you should use one? A good recruiter has what you have not: inside information and knowledge of jobs that will never be advertised.

Here are eight tips on how to choose a headhunter who will help you take your next career step:

How-To

The Power of Positive Candidate Coaching



My Fair Lady

My Fair LadyPerhaps on the classic movie channel you have seen the film, My Fair Lady. If you don’t recall the movie, check it out. It’s based on the play Pygmalian, by George Bernard Shaw. In the play, as well as the film, a professor takes on the challenge of transforming a girl of low social stature into a fine, articulate woman who could pass for royalty.

This tale has led to a popular theory, the Pygmalian Effect. Simplistically, this is the idea that individuals tend to rise to expectations. Why is it relevant to you? As a recruiter, encouraging candidates to rise to the occasion would be valuable to you, the candidate, and your client. We can’t work magic; however, the power of positive suggestions can do wonders when preparing a client for an interview. Fundamental advice and coaching are equally important.

Here are a few tips to start the transformation:

How-To

3 Ways to Research Even a Stealthy Startup



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secret stealthyBy its very nature, a startup has no track record, little or no story to tell, and it may not even yet have a website. This is particularly the case if the startup is in stealth mode, a sort of secret early stage, when the founders make an effort to be as invisible as possible. So how do you research such a company?

Here are three suggestions to get you started: