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 [...]
Artices Tagged ‘clientmanagement’
You Are Probably Underpaid
January 14th, 2008
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 [...]
Many search firms across the country are now hiring additional recruiters. Inevitably one of your “rookies” will be thrilled they just obtained twenty searches from the same client and they have an exclusive.? Before they take a breath - they now ask the dreaded question, “What kind of a deal can I give them, for [...]
One of the most vital skills that you can learn as a recruiter is how to zero in on those searches that give you the best chance of making a placement - and to only focus on them. Is this a skill that takes time to master?? No, you can learn it the first time [...]
Before you start calling those candidates, ask yourself a few of these questions. Use this matrix to test each prospective client. Rank it on a scale of one to ten, with ten the best rating, one the worst. Add up your score and judge the likelihood of you filling the position and getting paid for [...]
Even adding interest or “finance” charges can be risky unless you do it with other employers. You want it to appear that you expect payment, and are just being patient. Otherwise when your other records are subpoenaed, you’ll blow your cover. Since you should be referring past due accounts to your lawyer after 30 days from [...]
After every recession, the power pendulum swings away from the employer and towards the candidate. Employees who have endured less than ideal working conditions during these economic downturns expect their employers to reward them when things turn around. When they don’t, they polish up their resumes and usually find a more than willing target audience. Those [...]
Often the paying of a fee to a recruiter is per?ceived as “paying for” the person that is hired. This is a misconception. The service is what is being bought. Since the assessment of the ser?vice charge is based on the starting salary, the fee is therefore associated with the individual. But it is a [...]
How is your production - and bank account - in today’s market?? Both looking solid?? Good!? For most firms, our current market is both strong and steadily improving, and is likely to continue that way for quite a few years! But there is a major trap in this kind of economy which may cost you both [...]
Every day I receive calls from practitioners who want to know how to increase their billings, close a greater percentage of their business, or move toward building exclusive client relationships. The most recent example was a call I received from an experienced recruiter with over nine years in this business. He’s averaging $175,000 per year in [...]
Once you introduce yourself to an employer, the subject invariably turns to negotiating your fee. It’s as though they consider your services not worth the money. Most consultants are ready to negotiate too. Some even offer a reduction before they’re asked! They justify it by a multitude of excuses (”easy placement,” “important client,” “preferred list,” [...]
For years now I have relied on A. Bernard Frechtman?s book, Employment Agency Law, A Guide for the Personnel Professional.? In the book I have (which I purchased in 1985), Chapter 3 is entitled, ?Collecting The Fee You Think You Earned.?? In this chapter Frechtman deals with what he calls The Efficient Procuring Cause principle.? [...]
How a person feels about what they do for a living can have a real impact on an individual’s happiness - far beyond the money the job provides.? Liking the nature of one’s work, the people with whom one works and the career path one is traveling will go a long way to making someone [...]
With growing frequency, companies are telling recruiters that they will not honor our referrals because “they already exist in our Monster.com account (or some similar job board).” With millions of often worthless resumes residing on Monster, HotJobs and CareerBuilder, it’s a bit like saying, “We found that candidate’s name in the phone book after [...]
You can have the greatest attitude, a strong telephone presence, and the best recruiting and client development skills. But if you lack strong work habits, you are destined to failure. Work habits are comprised of five components. First, the Plan The plan is how you are budgeting your time. Your time is fixed and limited [...]
Carefully consider your response to the following question because it will serve as “a reflection on your process.” ? In dealing with your clients do you submit candidates to be considered or finalists to be interviewed? ? There is no right or wrong answer to this question. It is posed only to draw your attention to where you are [...]
“I deal with recruiters who charge half of what you charge.Why should I deal with you at your fee of thirty percent?” Hey, that’s a real good point, I thought to myself. I would probably ask the same question if I were in my prospective client’s shoes. He was a sharp and intelligent seasoned professional who [...]
?A List Of The Possible “COV” Factors If an airline bought a new 747, and then let it sit for two months on the runway because they didn’t have a pilot, what would the cost be to the airline? In other words what is the cost of a vacant position? Many firms calculate the cost of a [...]
“I’ll just steal their people.” ? We hear that comment all the time. It’s the ultimate way a recruiter reacts when an employer won’t pay their fee — either before or after a placement. The ultimate in sadism. Of course, the employer never hears that comment and its employees are never “stolen.” At best, one or two [...]
The client called me and said he was wanted to help me fill a position in his firm. “Hey, cool,” I thought to myself. “This business really works.” I tried not to sound like a babbling idiot and attempted to shield my excitement so I came across like these types of calls [...]
One corporate account I’ve been doing business with for 17 years every now and then goes into “slow motion” modes. These periods create a situation where even an entry-level finance or business analyst earning $50k requires eight weeks or more to get from first interview to offer stage. Eight Weeks!! Another “Fortune 100″ [...]
This morning I received a call from a Recruiter with over 15 years in the business. Although the call wasn’t particularly noteworthy in and by itself, it was indicative of hundreds of other calls I have received over the past few years from Recruiters who shared the same problem. Whether it involved asking for [...]
Jim is a tenured recruiter. He and I have known each other for some time. He knows that I teach recruitment technique and have for many years. He represents a group of tenured recruiters who, with all due respect, know how to make marketing calls, how to make recruiting calls, etc. [...]
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