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Fordyce Forum

Coming Soon! Fordyce Forum 2011



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We know you are anxiously awaiting the announcement, so here it is! Get ready for Fordyce Forum 2011, recruiters… we’re heading back to Vegas.

Very soon, we will be launching the Fordyce Forum 2011 conference site where you can read up on speakers and get yourself registered for this annual event that brings together the best of the best in the search and placement world. Get ready to fill your brains and your notepads with tips and success principles shared by some of the best and brightest minds in the business – who also happen to be your peers and friends!

To get things kicked off and to help get you excited for the conference, here is a video chat with this year’s Conference Chair, Jenifer Lambert.

Fordyce Forum

Fordyce Forum 2011: Call for Presenters



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We are beginning to make preparations for the 2011 Fordyce Forum, which will be held at the M Resort from June 1 – 3, 2011, so mark your calendars! As part of the prep, we would like to get your thoughts on whom you want to hear from! If you have a recommendation for a presenter or a session topic, please email it to amybeth@fordyceletter.com. As well, if you are personally interested in presenting, please submit your interest along with a topic idea and links to prior presentations (podcasts, videos, etc.). Any media you can provide to show us past presentations will be helpful. We will evaluate each submission thoroughly and begin making speaker selections shortly.

Thanks, and hope to see you in Vegas for Fordyce Forum 2011!

Counter Offers

Counteroffers – Are You Kidding Me?



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Nope, it’s true…they are making a comeback!

At the 2010 Fordyce ForumJenifer Lambert led a great presentation on her research based on client needs and satisfactions.  One of the topics that came up in that discussion was the resurgence of counteroffers.  I remembered an article I had used in 2005 as we were experiencing incredible competition for talent.  I often gave this to candidates as I conducted their initial interview to try and head off counteroffer acceptances. I want to offer that to Fordyce Readers as a downloadable pdf to share with their candidates as the situation arises (and it will!).

Counteroffer – Just Don’t Take It!

Picture this scenario:  After working several years for your current company, you feel your job has become stagnant.  The working conditions have declined, or were never what you expected, your company or position has not been challenging to you, and there is little room or opportunity to reach your full potential.  Fortunately, you have secured a new position at another company and you are looking forward to a better environment, management, salary, commute, promotion potential, flexibility, or whatever the benefits may be that will be an improvement over your current situation. When you inform your manager of your decision to leave, s/he may give you an offer to entice you to stay, even promising to match whatever benefits your new position may be offering. It could be a higher salary, better benefits, more responsibilities, or a job title to make your colleagues green with envy.  This is too good to pass up, right?

Editor's Corner

Introducing The Fordyce Letter’s New Editor, Amybeth Hale



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At the Fordyce Forum in Las Vegas earlier this month, it was announced that I would be taking over the duties of Editor for The Fordyce Letter from Elaine Rigoli, who will remain tied to ERE Media and Fordyce as a business writer. It dawned on me that after returning from the Forum, the news was never shared here. My apologies — I would like to take this opportunity to introduce myself to the readers of The Fordyce Letter and tell you how honored I am to be part of the history and tradition of this publication.

I am a graduate of the University of Florida, and I recently moved across the country and live in northwestern Washington state. I started my career as an Internet researcher in Jon Bartos‘ office, JSI, in West Chester (Cincinnati), Ohio. I spent four years working for Jon, and I remember some of the first resources I was provided with to learn about the recruiting business were old copies of The Fordyce Letter. I learned all of the basics of recruiting while I worked for Jon.

After leaving JSI, I joined Tom Johnston and SearchPath International, a recruiting franchisor. I was the manager of Internet research with Tom’s company, and I helped to train the new SearchPath recruitment franchise business owners. Topics I trained on included database usage, Internet research, and business/personal marketing through social media channels. I learned great lessons on working independently while at SearchPath, since I telecommuted during the time I was employed there, as well as client relations since I worked with up to 50 franchise owners at one point.

Fordyce Forum

Tim Tolan Is Back From Las Vegas…And Energized!



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A few weeks back, I was at the 2010 Fordyce Conference in Las Vegas. It was held at The M Resort. Check it out! Great spot and first class!!!

While this was my maiden voyage attending their annual conference, I have attended many recruiting/executive search conferences since the market went south. At this year’s conference I was asked to speak on the topic of business development. My talk was very upbeat – but that seemed to be the case for everyone who presented at this year’s conference. And it’s not just us search professionals. You can feel it everywhere. Las Vegas is a different town today. Everywhere I visited, the hospitality business had a ‘let’s make a deal’ mentality and seems to have adjusted their offerings to today’s market. The casinos were not what I would call full by any stretch. But people were moving around and it felt better. Much (much) better.  A lot has happened in our industry in the past two years (to say the least).  Many search firms have taken a bath or been wiped out by this multi-year recession and it’s not entirely over yet.

Fordyce Forum

Fordyce – A Time-Honored Tradition



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If I don’t stop to do this at lunch I just won’t do it. Work has been busy for a few months so I have not been blogging. Q1 was busy because clients were all filling their shopping carts, getting in line, and then leaving the store. NOW, they seem to be lining up five deep to fight over the same “Code Me Elmo” doll. And, it also seems the ‘commercial world’ is coming back. This has to be short because we have hot new clients who want us calling people, which is always a good thing. Maybe I can get back to finding something to poke at on Fridays.

Until then, I just had to stop and reiterate something I said at the end of our Pinnacle Panel at the Fordyce Forum in Las Vegas last Friday. I told David Manaster, in slightly less detail, that I have really appreciated how the Fordyce name has been honored since ERE took over. Having read almost every issue of TFL since I started recruiting in 1985, I was very worried about what would happen when Paul Hawkinson left. It has been long enough now that I think the best compliment I can pay is that it just doesn’t seem a lot different. I also want to thank ERE for making the last four Fordyce Forums happen. I have been to three of them and want to say, for anyone considering the next one, there’s nothing like a Pinnacle Society meeting for me… but if I didn’t have them, the Fordyce Forum comes pretty close. This year’s venue, The M Resort and Spa, was a great place for this event and the content is stuff that just isn’t available elsewhere. The Fordyce brand remains dedicated to search and placement; no other organization that I know of is. (No offense intended NAPSers – I am a member and a CPC but just not into ‘staffing’) David, Todd, Kate, Amy, and Amybeth…oh and that Jeff character…Thank you VERY much for a great event!

Fordyce Forum

Fordyce Forum 2010 – Highlights



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This is the third Fordyce Forum that I’ve had the pleasure of attending, but the very first as the new Editor for The Fordyce Letter! The perspective is somewhat different as an employee but the experience is the same – learning, networking, developing new connections and appreciating existing ones. One of the things I’ve enjoyed about all of the Fordyce Forums I’ve attended is the fact that they are more intimate, and therefore the atmosphere is perfect for really getting to know your peers. Our conference chairman, Jeff Skrentny, kicked things off by asking everyone to think about why they came – obviously to learn, but also to be convinced of the value of new technologies, to retrain on basic skills, and of course to understand concepts in order to bring home new material to train the rest of our offices.

There were two overarching themes at this year’s Forum: the resilience of those individuals and teams who made it through 2009, and the absolute importance of cultivating relationships. The three keynote speakers – Jon Bartos, Jenifer Lambert, and Jordan Greenberg, each touched on at least one of these topics. Bartos’ presentation began with a recap of the difficulties we all experienced in 2009 and addressed the question, “Where do we go from here?” During her session, Lambert stressed the importance of building trust relationships and provided the formula: Trust = Truth + Time. She also shared the need for search partners to respect the process and develop partnerships with HR counterparts.  And during Greenberg’s session on Friday, he encouraged the audience to speak more positively and expect good things to come. He said to put ourselves in our candidates’ shoes to remember that stress happens on both sides of the table. Remembering things like this helps us to keep our jobs in perspective and remember the importance of that relationship.

General sessions brought topics of business development, closing skills, and personal marketing and promotion. Presenter Tim Tolan shared some of his business development practices with us, including how to know when to walk away from a bad client. He also stressed the importance of reviewing, and if necessary rewriting, your business plan on an annual basis. Carolyn Thompson showed us press kits and some really great ways to market ourselves and gain exposure with our target audiences. Her credibility as a Pinnacle Society member and the fact that she still works a desk while conducting these marketing campaigns was proof that we can (and need to) find time to promote our expertise. The Pinnacle Panel is always a crowd-pleaser – moderated by Jenifer Lambert, participants were given nuggets of wisdom from Dave StaatsTom KeoughanRick Rush, and Fernando Espinosa. Questions coming from the audience ranged from office structure to niche markets to most difficult adversities overcome.

Our break-out session leaders provided workshops on using technology tools, how to take your billings to the next level, developing strategic partnerships, developing a niche, and closing techniques. Many thanks go to these individuals – Neil Lebovits, Rob Mosley, Jeff Skrentny, Paul DeBettignies, Jeff Kaye and Karen Pickens, and Shannon Myers. I did not have the opportunity to attend the pre-conference workshop on sourcing conducted by Shally Steckerl but those who attended it said that it was well worth arriving early for.

Of course, some of the best conversations at these conferences happen in between sessions and at the networking happy hours. I was on a mission to meet as many attendees as possible and ended up in so many interesting conversations. It was fantastic to observe new friendships being forged and to know that at the end of the day, we’re all rooting for each other’s success in our businesses. There was a sense of camaraderie with this year’s attendees – a mutual respect in reflecting back on 2009 and how, even though things got really tough at times, everyone there made it through and is starting to see the light at the end of the tunnel.

Special thanks go to our event sponsors this year – PC Recruiter, TFI Resources,  Big Biller, Top Echelon Network and Top Echelon Contracting, NPA Worldwide, cBizOne, CATS, ZoomInfo, FileFinder, and The Right Thing!. We could not put these events on without you!

We certainly hope you’ll join us for Fordyce Forum 2011 next year. Please stay tuned for more information in the coming months and keep reading The Fordyce Letter. I am looking forward to getting to know all of you!

Uncategorized

Highlights from Fordyce Forum #3



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As an attendee of all three “forums,” I feel that I am a well-qualified candidate to comment on the goings-on of this year’s recent event at The M Resort in Las Vegas.

To begin with, who says there is nothing good about a “bad economy?” Hogwash!

The past year’s financial downturn is, in part, responsible for the renewed energy, collective spirit, return to the basics of our business and an overall invigorating camaraderie that clearly characterized this conference and for me, set it apart from the other two years.

The whole event was charged with a soulful vibe of WE are all in this together.

So here’s to better times, but more importantly, here’s to the throbbing, no make that pounding or how about thriving heartbeat that was the essence of this Fordyce Forum and is the indefatigable power of the recruiting professional.

From the incredibly driven (but somehow balanced) and brilliant Barb Bruno, to the uniquely charismatic and effervescent Jeff Skrentny, to the myriad of marvelous speakers who spewed invaluable headhunting info to the crowd, this “tradeshow” had real class. Plus, the M Resort was an appropriately fine host, resplendent with state-of-the-art facilities, exceptional cuisine and yes, beautiful hostesses throughout the casino.

But back to the real show.

As I was saying, this one “felt” different. Maybe it was because Mr. Skrentny emphasized with his opening remarks for all us to benefit not only from the “experts on stage” but also from all of the attendees who invested their time, energy, and money to be there to network and connect. Or maybe it’s because we are all now forced to pull together on our end of the tug-of-war-rope so tightly to survive and succeed.

Either way, all I know is that everywhere I went, in every venue I found meaningful conversation, genuine smiles, helpful anecdotes, positive attitudes, and truly practical advice.

We came in all shapes, colors, and sizes; literally. And I came home with a dozen or more business cards, a split-fee partner or three, and a “Candidate Profiling Test” to complement my search services that I have already encouraged one of my new clients to implement.

Most important, I came home with a clear recognition of the strength, seriousness, savvy, resilience, and vision of our industry. I can so easily say that I am truly proud, no make that honored and humbled, to be a part of such a fine collection of human beings that make up the core the Executive Search/Staffing/Recruitment Industry.

Whatever your niche, do not miss this event in 2010!!! Fordyce Forum 2010 will be held once again at the beautiful M Resort, so mark your calendars for June 9-11, 2010.

One more formal thank you to Mr. Jeff Allen, whom we all benefit from every month in The Fordyce Letter. Not only does Mr. Allen pour his heart, soul, blood, sweat, and tears into the industry through his written contribution to TFL each month, but he took the time to organize the last (and maybe best) breakout session of the entire conference.

This “hour of power” is what Jeff was really talking about. It was called the Fordyce Forum Council and this event had no preset agenda nor was it dominated by one speaker. This session was truly interactive and revealed how mutually beneficial a group of committed professionals can be to one another. It was the essence of what we do at times like the 3rd annual FF, and at times when we need it most, it was learning, growing, and benefiting from one another at its best!

Uncategorized

Can’t-Miss Tips and Ideas from Fordyce Forum ’09



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The people at ERE Media and The Fordyce Letter did another outstanding job of putting on the third-annual Fordyce Forum. Great speakers, a phenomenal location at the brand-new M Resort in Las Vegas, outstanding networking opportunities, and great people.

I was truly humbled when one participant, Gerald Bullock, told me he had been reading my articles for awhile and attended the conference specifically to see my breakout. No biggie you might think, but he came all the way from Japan. That’s a lot of pressure!

I wanted to leave you with a few “nuggets” I took back. You can also view my “tweet stream” by following me on Twitter (mikegionta).

First, here are some nuggets from Barb Bruno:

  • “If I am more successful than you it is because I heard more NO’s than you.”
  • “There are a number of reasons salespeople fail, the number one reason is attitude by 50% of all cases.”
  • “Don’t allow the luxury of staying in a bad mood for more than 5 minutes. MOVE ON!”
  • “Instead of reading or watching the news, invest one half-hour per day in training and self-development. This will add up to 24 days of training after one year.”
  • “Get a coach. I have 3 coaches: a wealth coach, a business coach, and a life coach.”
  • “Change is a necessity, NOT a luxury.”

Second, here are some great ideas from Jordan Rayboy:

  • “Good judgment comes from experience, experience comes from from making mistakes, mistakes come from poor judgment.”
  • “Great recruiters do things consistently that average recruiters only do occasionally.”
  • “The average American loses 28% of productivity per day. The key culprit is multitasking.”

Finally, here are the key points from my presentation on Hiring and Retaining Great Recruiters:

  1. Most advertising for recruiters does NOT sell the position, it describes what we need. Explain your firm’s vision in your advertising to be more attractive to great recruiters.
  2. We are recruiters, yet we don’t recruit our own talent. There are some very attractive places to recruit out of right now like mortgage banking, retail, high end car dealers, and brokerage to name a few.
  3. The key to a successful hire is to begin setting formal and specific expectations as early as the first interview, not just the first week of employment.

Bonus Tip: To enroll for FREE in my 7 part audio series, “The 7 Deadly Sins recruiting firm owners make and HOW to avoid them,” visit www.TheRecruiterU.com. This will give you more ideas on planning and running your recruiting firm, especially in a tight economy.

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Fordyce Family Council: What Would YOU Like to Know?



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What if you could have the most knowledgeable people possible answer your recruiting and placement business questions?

No hidden agendas, no ego trips, no sales pitches. Nothing off limits.  For the first time, you can, during the Fordyce Family Council. This unique meeting will meet on Friday, June 12 at 3:30 PM during the 2009 Fordyce Forum.

The Council members include:

  • Jeff Allen (Moderator). Jeff’s name has been synonymous with placement law since 1975. Jeff is the world’s leading placement lawyer. He’s worked a desk, been an HR manager, has collected more placement fees, prosecuted more trade secrets cases, and assisted more placement practitioners than anyone else. Questions for Jeff might include: Does sending the resume mean I am entitled to the placement fee? Should I sign a client’s PSA (placement service agreement)? How do I word a referral period so that it works?
  • Jordan Greenberg. Starting out working a desk almost 30 years ago, Jordan founded The Pinnacle Source, Inc. in 1986. Since then, his solo practice has become a major IT sales placement business. Jordan is a recruiter’s recruiter — he knows that his success is based on a commitment to the quality of his service and the “community” he helps to create day in and day out. In short, Jordan is exactly the generous, candid, high biller you would ask if you could. Now you can. Questions for Jordan might include: What high-tech tools are your greatest asset in this market? What are the most important things to manage in a solo search practice? How did you choose and develop your search niche?
  • Jenifer Lambert. Jenifer is Vice President of TERRA Staffing Group, a major placement business. She is a “working manager” who makes placements while she trains others to do so. Jenifer also has an independent training business, and is a member of the prestigious Pinnacle Society. Jenifer brings her unique experience, talent and systematic approach to the Council, and we are delighted to have her with us. Questions for Jenifer might include: What specific techniques do you use to develop search superstars? How can average recruiters turn themselves into high billers? How can a rookie to start out the right way?
  • Mel Zwirn. A successful owner of a chain of 24 staffing businesses with $50 million in billings? Half of a renowned husband-and-wife team (Mel and Mary) — absolutely people you should know! Mel will share his management and business secrets of success with you. You just have to ask. Questions for Mel might include: How do you maintain big margins? What are you doing differently in this recession? How did you grow such a large business?

Our objective is to have you leave the Council meeting with all you ever wanted to know.

Don’t miss it!