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The Fordyce Letter

Straight Talk for the Recruiting Profession


Articles tagged 'clientdevelopment'

Business Development, Cold Calling, How-To

If the Front Door Doesn’t Open, Try Going Around Back



Listening ear girl - free digital

Spying eye - freedigitalThere are numerous definitions for the term “back channels” if you were to look this up on the internet. A back channel can be as simple as students or conference attendees using IRC or instant chat to discuss a lecture among themselves. The lecture or talk is the “front channel” (formal presentation) while the chatter being the back channel.

A back channel can also be attendees of a webinar or conference posting comments to each other as the speaker is presenting.

Taking a publicly posted commentary on Facebook, and continuing the dialogue on instant messaging (Facebook messaging) can be another back channel. I’d venture to guess there’s more dialogue going on via private messaging than there is in the visible status update sections as behind-the-scenes people are willing to divulge their opinions more openly and discuss topics of a sensitive nature.

As a result the conversations are often livelier and more informative in the back channels than they are in the formal mode. The military and federal government state departments use back channels for obtaining tips from informants.

Cold Calling, Motivation

How Spinning Can Make You A Better Recruiter



spin class recruiting

spin class recruitingFor the past few months I have been engaged as a consultant/mentor to a team of 35 IT recruiters, and I’ve been trying to figure out the activities that separate top performers from their less successful colleagues.

I think I’ve cracked it:

Uncomfortable is where the rewards are.

Funnily enough, it came to me in a spinning class (indoor cycling). I am a spinning instructor in my spare time, and teach three classes a week at Almaden Valley Athletic Club in San Jose.

Now, anyone can sit on a spin bike (or at a desk) and look like they are working. But to truly experience the magical powers of indoor cycling you need to get outside of your comfort zone and really pick up the pace. The payoff is huge: lower blood pressure, cardiovascular supremacy, rapid weight loss, improved strength and endurance, high self-esteem, improved appearance, to name a few. And you learn to love it because you love the results.

Bit what could this possibly have to do with recruiting?

Ask Barb, Business Development, Relationships

Three Questions Your Clients Will Never Ask, But You Have to Answer



Ask Barb

Dear Barb:

My owner has me schedule client visits and client lunches to obtain their temp assignments. I almost always leave their office or the restaurant with no orders and feel this is a waste of my time. Do you think face-to-face meetings are important, or do you feel telephone calls can provide you with more results?

Sophie F

Oakbrook IL

Ask Barb

Become A Champion Planner In Three Easy Steps



Ask Barb

Dear Barb:

I met you at a recent conference. You advised me to get two to three candidates on the final interview on every order I work. As a result, I’ve just had the best quarter of my five years in this business.

My greatest challenge is time management. The day just slips away from me and I constantly find myself switching gears. How can I manage time better when every phone call sees to change my priorities throughout the day?

Amanda H,

Alpharetta, GA

Ask Barb, Business Development

How Many Clients Do I Really Need?



Ask Barb

Dear Barb:

How many clients do you think a recruiter needs to become a big biller? I have three clients who keep me very busy and therefore I don’t do any client development. If I land another big client, I would not be able to fill the orders written.

Beatrice P.

El Paso, TX

Dear Beatrice:

The majority of recruiters have five clients or less who represent at least 75% of their sales; this is not recession proof. If one or two clients stop hiring and you only have a handful of clients, you would need to scramble to land additional clients.

Ask Barb

Why Your Recruiters Should Brand Themselves



Ask Barb

Dear Barb:

I hear you advising that our sales team should personally brand themselves to show our clients and candidates why they should utilize their services. As an owner, my concern is that the loyalty of these clients and candidates is to my recruiters and not my company. My concern is the day that someone leaves and takes my clients with them. I have a non-compete, but also understand if they move far enough away, I can’t enforce it. Why do you think branding is a good idea?

Francis H.

Kansas City, MO

Business Development, Cold Calling, For Managers

“How do I win your business?” Not By Doing What Everyone Else Does



Try me marketing on billboard

Note: Matt Lowney will be speaking at the upcoming Fordyce Forum 2013. His session So You Want to Sell to Me? Here’s How to Do It will offer firm owners and leaders a look at what it takes to get a client’s business and how best to connect with new clients in today’s highly competitive world. Register now at Fordyce Forum 2013.

“How do I win your business?” It seems like a simple enough request, but ultimately it’s a process that most recruiting agencies do not handle well.

In June I will be speaking on this very topic at the Fordyce Forum in Dallas – winning and keeping business from the perspective of the client. As someone who has utilized every variation of third party recruiter, I know they can add tremendous value, but there are three key areas that agencies should focus on improving to make the vendor-client relationship less tenuous. Let me be clear, this is not a beat-up-the-vendor topic. I want to focus on raising the bar across the board for all recruiting professionals.

Ask Barb

Go Global? Develop A Solid 30 Account Base First



Ask Barb

Dear Barb:

Is international recruiting something I should consider? I live in Seattle and place primarily in the Bay Area. I keep hearing about people making a killing placing in Europe, Asia and other international areas. I’m a sole proprietor and don’t have the advantage of a team to support me. Do you think this is a way to avoid getting hit when the U.S. economy takes another dive?

Justin G.

Seattle, WA

Dear Justin:

You never shared your niche or area of specialization in your question. I always advise that a client territory of 30 accounts is pretty much recession proof. This is comprised of 10 key accounts and 20 back-ups. The key accounts call you first, view you as a trusted advisor/consultant and hire multiple candidates from you throughout the year. The back-up accounts call you and others and probably view you as one of the vendors they utilize for top talent. However, they know who you are and the services you provide.

Ask Barb, Business Development

Can Your Team Say What Makes Them Better Than the Competition?



Ask Barb

Dear Barb:

Can you give me some idea of how to brand myself and my company? I saw you speak recently to a room full of owners. You asked us to tell you why we should use your firm. You told us we could not say anything that anyone else in the room could say. I found it almost crazy that none of us could think of an answer. If we as the owners don’t know why someone should use us, how are the people who work for us supposed to know the answer?

You said hiring authorities tell you that we all say we’re different and then when they ask us how, we all give the same answer. I think you’re 100% right, this has bothered me since I returned from the conference. We had a brainstorming session about this question and it did not go well. We were all saying the same things that I know our competitors say. I can’t remember some of the examples you gave us and would appreciate it you would refresh my memory.

Pat D.

Tulsa, OK

Ask Barb, Business Development

You Need 30 Clients to Keep You Safe



Ask Barb

Dear Barb:

I hear you always warn against having too few clients. We have four clients that provide more than enough orders for us to cover. We are currently only filling about 40% of the orders we are given. Do you still advise to continue marketing our services to other prospective clients?

Sharon M.

Springfield, IL

Dear Sharon:

I strongly advise that you build a client territory of 30 accounts for your business.