Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession



Do Your Clients Recognize Talent?


Candidate-freeAll too many times, we conduct a very difficult search, stretching every possible resource to find the right person for a certain job order. Countless profiles, emails, calls, and referrals consume our day-to-day to identify “the one” our client will hire. Despite our best our best efforts, there will be instances of a hire made through other means and the requisition closed.

Over the next 1-45 days, we keep an eagle eye on LinkedIn only to one day exclaim, “They hired this guy?!”

It’s an all too common problem among corporate and agency recruiters


7 Tips To Connect With Clients During the Holidays


cocktailpartyThis is the time of year when recruiting grinds nearly to a halt. While your rate of new assignments slows down and you focus more on last minute holiday preparations, you still need to connect with your clients and keep your pipeline active.

Here are some of our favorite methods for doing that.

Arrange your New Year meetings now: Get your year off to a great start by scheduling January meetings with prospective clients now. Chances are, when the New Year comes around, you’ll find your hot prospects all booked up. Call them today!

Cold Calling, Jeff's On Call!, Relationships

How To Turn Client Criticism Into A Win

Placements and the law logo

Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter burnout, limits options, stifles creativity and results in low self-esteem.

That is why overcoming objections is such an important part of any placement training program. But overcoming objections doesn’t overcome the effects of destructive criticism. This PTL column will show you how to do so and improve your bottom line.

Let’s start with your role in the placement process. With few exceptions, the relationships between the recruiter and the client are transitory. You’re in a “what have you done for me lately” business. You’re only as good as your last placement. Don’t perform, suffer a massive ego stroke, or overcharge and you’ll be history. This is a reality of business; it’s a value-for-value relationship. That’s why you charge for your services, and that’s why they pay. For this reason, satisfied clients are the key to a satisfied, successful you.

Relationships, Viewpoint

If All You Want Is To Sell Me, Don’t Bother


Vendor: A person who sells something

Partner: An ally or companion

What’s the difference between a staffing agency being a vendor or a partner?

The key is how both hiring managers and agency recruiters respect the relationship. Hiring managers can’t get upset at the quality of candidates they receive when they treat recruiters like dirt. And staffing agencies cannot be upset when they treat the recruiting process like a sales transaction.

Ask Barb, Relationships

It’s Not Control; It’s A Relationship

Ask Barb

Dear Barb:

How can I establish candidate control faster? My candidates are not providing me with information; they are not calling me back after interviews, and seem to change their minds on priorities without informing me. I’ve had three offers turned down in the past 30 days. I’m tired of working for nothing. It’s almost like this younger generation has no respect for what I can do for them, and think they know more than me.

Sylvia M., Atlanta, GA

Dear Sylvia:

First of all, I don’t believe you can establish candidate control.

How-To, Relationships

When Enough is Enough, Danny Says Use “Disruptive Honesty”

according to Danny logo

Dear Danny,

A client is not keeping its commitment to the process (not getting back quickly after the final on site round of interviews, committing to provide an offer within two days of these interviews, foot dragging, making repeated commitments and then breaking them).

I push, and explain it sends a bad signal to the candidate and is not what they agreed to. As part of this, I’m also concerned that the client makes me look bad to our candidate and, that if they’re marketable elsewhere, they will be hesitant to work with us as a result of being jerked around by the first client we put them in to.

Relationships, The Business of Recruiting

“We Recruit For Fit.” Now, What Does That Mean?

Workers cheering - freedigital

Workers cheering - freedigitalMy agency partners have told me countless times that they work hard to locate candidates that are a good cultural fit for my organization. Truthfully, I think agencies tell me this because it’s what they think I want to hear. They don’t actually know what cultural fit means and moreover do not have any meaningful process in place to vet candidates based on my organization’s culture fit. When pressed, most agencies respond with vague, you’ll-know-it when-you-see-it type answers.


What You Can Do to Improve Your Candidate Engagement


teamworkDo candidates know you? Do they like you? Do you stay in regular contact with your candidates even if they don’t get the job? Do they come to you as a knowledgeable resource when it comes to employment?  If not – congratulations, you are “just like everyone else.”

Finding resumes is easy; finding talent is not. Successful recruiters are doing the things those “like everyone else” do not want to do. They take the time to engage candidates. Employee engagement is a huge focus for companies. They know there isn’t enough talent out there to they want to keep them engaged. To quote Wikipedia:


Recruitpedia: Translating What’s Said to What’s Meant


recruitpediaEach week I listen and speak with recruiting pros who have a language all their own – like most professions – but for me it’s always fun to listen to what each person is really trying to say to you.  Here are some of my favorites:

Offer Pending

What it means – “I’m going to make an offer to an individual.”

What it really means – “I didn’t pre-close the candidate, so I don’t know if they’ll accept” or “I made them the offer, but they haven’t accepted, but I don’t want you to know that, yet.”

Business Development, Relationships

To Work With Great Clients, Teach Them To Be Great


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.