Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


How-To

How-To, Jeff's On Call!

7 Ways to Get Hiring Managers to Say Yes



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Require the client to listen to a presentation.

“Oh Jeff, you sound so forceful!”

I really am about this. I’ll show you how to make that hirer listen!

Let’s start with the basics: It costs a hiring authority time, effort, and eventually, money, to hire a candidate. Initially, you compete with the inner thoughts and feelings occupying his or her attention. Then she has to relate your presentation to some prior experience to picture the candidate. As if that’s not enough, she also has to be patient. You’re slowly painting a picture, one brushstroke at a time. But it’s received hundreds of times faster.

There’s much that can be done to get the client to listen more attentively to a presentation. Placement is an art, not a science. Since you’re in charge of each brushstroke you paint, you control strokes and select the colors. This PTL is designed to show you the seven techniques.

How-To

Counter the Brushoff With These Four Powerful Follow-Up Questions



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I was walking past my desk when the phone rang.

“Hi, I’m Jamie,” said the caller. “I can help improve your website.”

“Sorry, but I’m on my way to the airport,” I said. “Can you call me back next month?”

“Sure,” said Jamie, and he hung up.

A missed opportunity, I thought. And a pretty familiar scenario.

How-To

Email Ruling You? Here’s How to Fight Back



Email illustration - free

Email illustration - freeAll the technology in the world will not help you if you cannot manage your time or tasks. Recruiting is a complex sale, but the process is not rocket science. More than anything it requires organization and focus. Keeping the process as simple as possible means you’ll produce more, better and faster.

Without question, the top culprit for stealing your time is email. Even in this age of tweets and texts, in the business world, email is still king and it’s easy to find statistics that show the average American office worker wastes as much as 40% of their day lost in email. So you have to ask yourself: Is email running your life or your company?

Learning to rein in and control the email beast is crucial for our employees and for us. Don’t assume recruiters and support staff automatically know how to efficiently organize their email or their time. While nobody wants to feel micro-managed, at least put some suggested policies in place to teach your people the value and advantages to well-managed email and time organization. Below are some ideas I have discovered and implemented over the years.

How-To

4 Tips to More Effective Job Ads



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infojobs toilet paper dispenser adThe writing process for a job advertisement should be the same as that of any other advertisement: Begin with identifying your customer.

Thinking of your role as a product will enable you to structure your job advertisement in a manner that best appeals to the target customer of that product, tailoring your language and the format to suit them.

Your job advertisement should meet four basic criteria:

How-To, Motivation

If All You Do Is Think You Should Be Doing Better, You Won’t



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When I was 16 years old I came home from a particularly hard day’s work at Burger King where I commanded a wage of $3.35 per hour. (Yeah, minimum wage.) My very loving and supportive mother asked me how my day was and I remember answering, “It was long, difficult and hot…  I should be making A LOT more to do this job!” I was expecting a supportive hug, a “Keep it up honey, they’ll recognize your worth.”… Something like that.

My mother’s response floored me; I’ll never forget it. She said in a pretty terse tone, “NO you shouldn’t! You DON’T KNOW ANYTHING YET!”

Wow! I felt the blood drain from my face and felt very humbled and a bit humiliated, honestly.

As Tim Russert wrote, “The older I get the smarter my father  seems to get.” Substitute ‘mother’ in that sentence and that is how I feel now. You

How-To

Skills Can Be Taught, But Attitude is Forever



Positive Attitude

Positive AttitudeWhen hiring for a new position, all employers want to recruit the most talented and skilled candidates possible – preferably with a great attitude too. In reality, it is becoming increasingly difficult to find potential hires who “have it all.” All too frequently, these “have it all” individuals aren’t actively seeking a move.

Instead, employers are faced with an ever decreasing talent pool where the right combination of attitude, culture fit, and skills are difficult to find in one person.

In the final decision making process, which one is the most important?

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



bigstock-Employee-Reference-Check-Form-

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: