Recently, we celebrated Independence Day, so I feel inspired to write about American Heroes. But not the kind of heroes you might be thinking of. If you are currently employed as an Executive Recruiter, Executive Search Consultant, Headhunter, or whatever you prefer calling yourself, I am writing about you. Instantly, I can conjure up three reasons [...]
Artices Tagged ‘clientdevelopment’
Why should a recruiting firm start, develop, and maintain relationships with hiring managers as a key activity? We have found that over the years the largest contribution to our ability to survive in an ever more competitive environment has been our desire to establish and maintain strong rapport with hiring managers. It didn’t start as [...]
Closing Your Marketing Calls
June 4th, 2010
The manner in which you open your marketing call remains the most important element of the call because in order to achieve success you need to accomplish a minimum of three things within the first 30 seconds: You must get your prospect’s attention. Nothing else matters if you do not gain their attention. You must eliminate or [...]
Definition of ‘Green Recruiter’ Standards
May 12th, 2010
Companies like Johnson & Johnson, Intel, and Starbucks have painted themselves in shades of green to boost their recruiting and leverage their environmental pedigree to attract talent. These companies also ranked in the Top 10 on Newsweek’s 2009 Green Rankings List. This list identifies their exclusive environmental ranking of America’s 500 largest corporations. Whether you are a [...]
The Path to Becoming the Greatest Recruiter In the World
May 11th, 2010
Even when other recruiters are dropping like flies, you can easily be one who never goes out of business. Pasquale “Pat” Scopelliti, a writer for The Fordyce Letter and well-known industry consultant, says there is always a need for your service. Optimistic, perhaps, but it’s this sort of positive thinking that landed him MRI’s 2009 “Best-in-Class [...]
For the Times They Are A-Changin’
May 10th, 2010
The market is changing for recruiters and you better be prepared. If you are stuck in the days of selling the fact that you can “find” talent then you are spinning your wheels, or you soon will be. Clients are more demanding and HR leaders need to believe that you can provide value so that they prove [...]
Focus on Top Client Retention Strategies
December 30th, 2009
Customer retention is defined as the percentage of customer relationships that, once established, a business is able to maintain on a long-term basis. Your database is your most precious asset in this current sales economy, so managing it appropriately can exponentially increase sales and profits. We all must remember that your current clients are only as [...]
Focus on Client Development
December 23rd, 2009
One of the most common mistakes we all make is to fail to prospect on a regular basis. Your actions are priceless and as a result, we are the recipients of irregular revenues and inconsistent fees or commissions. This happens when we’re extremely frustrated or engaged with following many hot leads, and prospects who demand [...]
Building a STRONG Client Relationship
December 8th, 2009
I’ve often heard recruiters comment that their main responsibility is to provide a service by sourcing and hiring candidates. I find that although sourcing and hiring is certainly at the heart of what I do, I believe that the keystone of my role as a recruiter is to continually build and refine my client relationships. In [...]
Workforce Planning Initiatives and Client Development
November 30th, 2009
As a third-party recruiting firm, what are your ideas for better assisting your clients in their workforce planning initiatives? As the economy rebounds, some companies will be focusing on defining their future workforce plans, so share with me what you are doing (or would like to do in 2010) to support them. I’ll be collecting your ideas [...]
12 Extras to Give to Your Clients
October 6th, 2009
In terms of being at the top of your niche market, you only need to be slightly better than your competitors to be the premier recruiting firm in your area. You’ve heard the phrase “little things mean a lot†but in terms of client relations, little things don’t mean a lot- they mean everything. Our clients [...]
Mom-Approved Client Development
September 23rd, 2009
Get to know these companies — they’re among the 100 best companies for working mothers. Pretty important information for survival as a recruiter when you consider that our current recession — yes, the one affecting you thanks to those pesky hiring freezes — has hit men harder than women. In fact, men held nearly 75% of [...]
How to Quickly Identify ‘Good’ Accounts, Part 2
August 4th, 2009
As a company (your client!) grows, it becomes more mature and formal in the way it conducts business with customers, partners, and suppliers. Your client starts to implement policies and procedures and business processes to optimize their supply chain, reduce redundancy, and take advantage of economies of scale. What does this mean for us in the staffing [...]
How to Quickly Identify ‘Good’ Accounts, Part 1
July 28th, 2009
Out of the millions of companies we have available to prospect for new business, how does one quickly decipher through it all and identify “good accounts?†This is arguably one of the most challenging tasks in the staffing and recruiting industry. And we haven’t even started selling yet! Good Accounts Defined What is a good account? That [...]
The Toughest Objection of Them All
June 3rd, 2009
If you are like most sales and recruiting professionals in the staffing industry, you’re probably frustrated hearing your prospects and customers tell you, “We’re not hiring and we have no budget.†How does one overcome such an objection? Better yet, how does one even engage in a meaningful conversation when you know your prospect or customer is [...]
Five Sales Habits of Top Recruiters
May 18th, 2009
I’m excited about my third-annual appearance at Fordyce Forum next month, and I really look forward to it each year. My topic for Fordyce 2009 in Las Vegas is Sales & Marketing Skills for Recruiters. After all, recruiting is selling! Everyone is always looking for the silver bullet that can take them to the next level. [...]
The Calls Companies Want to Receive in Today’s Economy
May 12th, 2009
Editor’s note: The following article by Kathleen Kurke delves into how to understand your clients’ business reality and how to speak their language when making marketing calls. To learn even more, join Kathleen at The Fordyce Forum on Friday, June 12 at 3:30 p.m. In today’s marketplace, the thought that hiring executives are sitting around waiting [...]
Creating Your Perfect Client, Part 2
May 7th, 2009
In the first part of this article, I talked about identifying your perfect customer. Now it’s time to think about the types of searches you work. Many recruiters shy away from technology or finance searches. Are there fields or functions you don’t want to recruit? Are there titles that are too high or [...]
Creating Your Perfect Client, Part 1
May 6th, 2009
Lots of people tell you to identify your perfect customer — sit down and write out what that customer looks like and then make that your target. It stands to reason that you will be the most excited when you talk to these people, they will totally get you, and the fills will come [...]
Five Tips to Survive a Tight 2009 Market
March 18th, 2009
We have never experienced this type of economic strife in our business before. There is no handbook for these times. Unemployment has exceeded 8%, the highest level in 26 years, and experts say it will grow to 10%. We must be in survival mode, each and every day — focusing our time and energy on building [...]
Flex Work, Retention, and Generational Recruiting
October 15th, 2008
In part 3 of my 4-part interview series, I interview Barrie Brian Piazza, the Human Resources Director for Glemser Technologies and chairperson for the Northeast Human Resource Association’s Flexible Workplaces Committee.
Dana Ladd and Recruiting Relationships
October 8th, 2008
In part 1 of our series, we chatted with Richard Atkind, an HR Manager, Resource Development at TAC Worldwide and the 90th most-connected person on LinkedIn. Today in part 2, we chat with Mr. Dana Ladd, an ISM/KM PhD student at Walden University and former job-seeker of the “Boomer†generation. Do you believe that this “Silver Tsunami†[...]
In this four-part article, we intend to come face-to-face with one of the most talked about threats to our industry on the horizon—what some are calling the Silver Tsunami. We’ve all been warned about what our workforce will look like in the wake of the Boomers’ departure. Some are making careers out of [...]
Getting Business: A Guide to Increasing Your Customer Base in Challenging Environments
July 31st, 2008
In my travels supporting sales/marketing efforts for HR service companies, I hear a common lament: how can I get more business and find more prospects with a need for my recruiting/staffing services? Today, this is particularly more top-of-mind because key clients are: Freezing hiring activities or cutting back. Reducing their vendor lists. Pulling more of the [...]
Consider the possibilities if you could add one placement per month to your current production. That’s twelve placements over the next year multiplied by your average fee. According to anyone’s calculations, the results would be a substantial increase in personal income. Now, consider the fact that you could realistically accomplish this without putting in [...]
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