William Tincup was featured recently in John Sumser’s Top 100 Influencers, which is a running series that Sumser is doing on recruiting and HR professionals who have made an impact in our industry. While Tincup isn’t a recruiting agency guy, he is a self-employed professional services guy, just like many of you. Tincup, along with [...]
Artices Tagged ‘clientmanagement’
Profitable specialties come and go, and most people who have been in the business awhile have switched specialties from time to time – usually due to a combination of factors, but most often for economic reasons. The industry or functional area they worked, for whatever reason, tanked. In an industry where two non productive months [...]
Signed Agreements, Slumps, and Controlling Offers
June 2nd, 2010
Editor’s note: Gary Stauble’s “2 Minute Coaching” gives you quick, easy-to-implement ideas on various subjects. 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 [...]
Consider All the Options
May 25th, 2010
Almost daily I receive calls and emails from owners, managers, and recruiters who are interested in learning how to build exclusive, engagement fee, and/ or retained relationships with their clients. Often, they are confused about these options and not aware they can provide more than one option without being in conflict with their overall business objectives. To [...]
In Barclays Settlement, Is Client Relationship Preserved?
May 24th, 2010
The British bank Barclays has agreed to settle a lawsuit with Singapore-based recruiter Pagoda Partners for allegedly failing to pay for a banker it hired from Merrill Lynch. Financial terms were not disclosed. John Koh, a managing director at WMRC Pte. in Singapore, a finance industry recruitment firm, said it is “always better to settle than [...]
Time Management, Offers, and Client Meetings
May 19th, 2010
Editor’s note: Gary Stauble’s “2 Minute Coaching” gives you quick, easy-to-implement ideas on various subjects. Here he offers advice on using an egg timer for personal productivity, orchestrating a “yes” within 24 hours, and how to streamline client meetings. Topic #1: The Power of the Egg Timer Some of the best ideas are also the most simple, [...]
Don’t Overlook Transparency in Recruiting
May 18th, 2010
I have been a recruiter for 15 years, starting out within the Professional Services side of the house where recruiting was more the “churn and burn” atmosphere, then transitioned in-house to be part of a growing software company where we hired over 150 folks within one year. I love what I do and am very passionate [...]
Are Mo, Larry, And Curly Doing Your Hiring?
May 13th, 2010
I’m serious. Let’s get real, have you ever hired someone you knew little about for a job you knew less about? It happens to all of us. I started my own company for the first time when I was 29 years old. I had a pre-teenager, a young son, and a new baby due any day. The company [...]
Ask Barb
May 3rd, 2010
Q. I’ve been producing between $225,000 and $250,000 for the past five years. I hear about recruiters who produce over $1 million themselves and find it hard to believe. I’m working 60 hours a week just to maintain my production. I’d like to break the $300,000 level next year, but there are just so many [...]
Google Apps for Managing Client and Candidate Communications
April 23rd, 2010
My email inbox is empty…FINALLY! Well, we finally made the move. I resisted it just like I resisted the iPhone. (I didn’t realize what I was missing out on.) Last week our recruiting and software business switched from Outlook to Google Apps email. I was so worried I would miss my folders and the interface I grew [...]
Help Your Clients Frame a Quality Offer Letter
December 15th, 2009
Clients who lose their funding, change their minds, or don’t fully understand what it will take to get a person into their positions abound. So what can you do about it? Many trainers will tell you to “take control” of the situation, but with the news proclaiming higher and higher unemployment numbers, that has become easier [...]
In Sync: Support Clients Through Economic Changes
December 10th, 2009
In an attempt to stay afloat in this shaky economy, many businesses are taking a close look at their operating processes, reevaluating their hiring needs, and determining how best to obtain top-notch talent. As you are well-aware, these companies have also taken a good, hard look at their current relationships to determine which are aiding them [...]
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 [...]
The Four Rules for Successful Recruiting in a Recession, Part 2
November 10th, 2009
In yesterday’s part 1 of this article, I explained the first two rules to follow in a tough, tough marketplace. After all, when dealing with client objections in this economy, you’ve got to have a strategy in place to deal with them. Here are the next two rules you need to implement immediately. Rule Number 3: [...]
The Four Rules for Successful Recruiting in a Recession, Part 1
November 9th, 2009
We’re in the middle of it, folks. The toughest economy in decades. We hear it every day from prospective clients and long-time customers alike. “We have a hiring freeze†or “We are about to have a “RIF (reduction in force)†or even “We’ll work with you, but only if you cut your fee.†Today’s marketplace is not [...]
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 [...]
Jeff on Call: Recruiting From Former Clients?
August 19th, 2009
Q: How long must I wait before I recruit from a former client? The underlying question is, “What constitutes a former client?” Establishing a recruiter-client relationship usually involves five major steps: Receiving a job order. Clearing the fee. Transmitting the fee schedule. Sending out the candidate for an interview. Placing the candidate. Even if you do all [...]
Learn to Read Your Candidate Quickly and Effectively
January 7th, 2009
As you know, the stakes are pretty high in today’s job market. A placement can be won or lost depending on how your candidate gets his or her point across. What do you know about the candidate’s style in the interviewing process? Do you know how to pick up crucial cues? Do you know how to [...]
A Hire Versus THE Hire
September 3rd, 2008
Michael C. Munger, chair of political science at Duke University, has written a very insightful article on how to treat candidates. Now, before you think these are “over-simplified” tips beneath your level of expertise, consider his amusing article in The Chronicle of Higher Education. In it, Munger describes two separate instances when he was in the [...]
Why Managers Condone Incompetence
August 22nd, 2008
There is one thing worse than hiring the wrong person. That is to hang on to the employee long after the evidence suggests you should let them go. This is a problem that challenges managers at all levels of the organizational hierarchy; both within our industry as well as with the clients we serve. For our clients, [...]
Implanting the DNA for Success
August 20th, 2008
Our success is linked to the success of our clients. More specifically, our success is linked to the success of the managers we serve at the client’s organization. This link is based on the fact that nothing else has real value if the newly placed employee does not properly perform the essential functions of the position [...]
You Are Probably Underpaid
January 14th, 2008
A problem exists in the Recruiting Industry. The problem is that not all recruiters feel that the fee they charge is justified. The truth is though; their fee should probably be more. There are lots of recruiters out there working less than 25% fees. This is what today’s post is about. I mean, you write an [...]
Once again, one of the “Golden Rules” in our business regarding the principles of a “Class A search assignment” has proven to be gospel. In my twenty-fifth year of headhunting I have become vigilant about qualifying the searches I will and won’t spend my ultra-valuable, only-thing-I’ve-got-control-of, straight-commission time on. However, every now and then I [...]
Some years ago, I had the opportunity to visit the Idaho location of a man who I consider the best, most complete, recruiter in the world. To protect his identity, I will simply refer to him by his first name, Dan. Those of you who know me know of whom I am speaking. I nicknamed [...]
The employee selection process is about as random and unscientific as anything can be. Resumes and interviews are nothing more than snapshots of the candidate. They can be touched up, enlarged and changed to present a different image. Successful recruiters know that they are the photographers, and that a placement starts with presenting the right picture [...]
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