Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Articles tagged 'management'

Motivation

Time to Consider If You Really Love Recruiting



Overworked worker - free

Every boss wants employees who are excited and passionate about what they are doing. Without employees who are committed, focused and personally invested in the big picture a company has very little chance for true success. As we think about mid-year assessments and reviews it’s a good time to make sure we are in the right place with the right job and that we are committed to making ourselves and our companies enormously successful.

Are you genuinely happy to be where you are and doing what you’re doing? It’s something all of us need to stop and consider from time to time. Ask yourself the following questions:

  • Is this what you really wanted or thought it would be? If
For Managers

Performance Evaluation: Rewarding Excellence and Fostering Positive Change



Performance

Annual employee performance review meetings are standard in many workplaces and serve as a method to formally document an employee’s contribution and to identify development opportunities. However, this is just one aspect of performance evaluation and management.

Recognizing good performance and coaching employees to develop new skills should occur throughout the year. This ongoing interaction includes a variety of communication techniques. When communicating, be consistent in your treatment of all employees.

Here are a few tips for rewarding excellence and fostering positive change.

Ask Barb

Stop Solving Their Problems And You’ll All Win



Ask Barb

Dear Barb:

My owner has hired three new employees because he wants our company to grow and set new production records this year. I have been with our company for nine years, and now I must manage them as well as maintain my personal production.

My owner conducts the first week of formal training, but the new employees are constantly asking me questions. I’ve had my worst two months in my career and their conversations are a major distraction. I don’t want to be rude, but I’m tired of giving them answers all day long and tired of hearing their personal stories and excuses.

My owner is near retirement, does not work a desk and is depending on

For Managers

Look Beyond the Trees to Check Your Competency



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Not seeing the forest for the trees?

This old cliché refers to a circumstance where an individual is so close or involved in a situation that they are incapable of maintaining their perspective or view of the big picture. This cliché applies to many owners and managers within the staffing industry.

Our rebounding economy is creating an environment in which many staffing firms are enjoying increased growth in sales and profits. However, much of that growth is due to external factors versus internal competencies. Although this may appear to be acceptable with our current  economy, it could spell disaster when the economy slows and demand for services decreases.

Now is the time for owners and managers to look beyond the trees (external demand) and see the forest (internal competencies). In many

Ask Barb, Motivation

How Do I Motivate Them When I Can’t Motivate Me?



Ask Barb

Dear Barb:

Missed hearing you last year. I need my annual “Bruno fix” in order to stay motivated and enthusiastic which leads me to my question for you. How do you stay motivated and positive as an owner of a staffing and recruiting firm?

There are days when I just want to tell everyone around me to stop talking and go away. There are days when I don’t want to pick up the phone, so how do I motivate others to do what I don’t want to do? My team depends on me to motivate them and quite frankly I’m tired of motivating everyone else. I have three full-time jobs and I’m not enjoying any of them. How do I motivate myself daily, get off the hamster wheel and start hiring people who are not so dependent on me?

Dennis N., Sarasota, FL

Dear Dennis:

Your frustration is felt by many working owners in the staffing and recruiting profession. I remember once making a statement that I felt all my recruiters were attached to me by an umbilical cord. I then realized I had created the monster I was complaining about. If your recruiters are too dependent on you for motivation and answers, you need to ask yourself why.

Ask Barb

12 Ways to Improve Your Sales



Ask Barb

Dear Barb:

What is the quickest way to increase sales next year? This last quarter has not been our best, which has me concerned over the first quarter of next year! I’ve thrown out contests that no one wins, I’ve been overly nice to my team and they take advantage of me, and when I micro-manage I lose people. Help!

Patricia C., Toronto, CA

Dear Patricia:

It is important that your management style is consistent and that you don’t try to change too many things. Nothing will be implemented long term. I’m going to give you several ideas. My suggestion would be for you to select one idea from the following list and implement it for 21 working days so it becomes a new habit.

Here’s my list:

Ask Barb, The Business of Recruiting

You Can’t Motivate the Unwilling



Ask Barb

Dear Barb:

How can I motivate my sales team to produce more? I know they could all do much better, but they seem to be satisfied with average production. They look to me for motivation which I find very frustrating. Shouldn’t they motivate themselves?

Sharon M., St. Louis, MO

Dear Sharon:

You can’t motivate another person especially if they choose not to be motivated. What you can do is identify what is most important to the individuals you employ. If your sales team understands the WIIFM (What’s In It For Me), they will motivate themselves. People do things for their own reasons, not yours.

How-To

If You’re Still Doing What You’ve Always Done, It’s Time For An Operational Audit



Forest-foto76-free

Can’t see the forest for the trees.

This old cliche refers to a circumstance where an individual is so close or involved in a situation that they are incapable of maintaining their perspective or view of the big picture. This cliche applies to many owners and managers within the staffing industry.

Our rebounding economy is creating an environment in which many staffing firms are enjoying increased growth in sales and profits. However, much of that growth is due to external factors versus internal competencies. Although this may appear to be acceptable with our expanding economy, it could spell disaster when the economy slows and demand for services decreases.

For Managers

Attention Owners: Want a Vacation? Get a System



2 minute recruiting new

What’s the owner’s freedom formula?

It’s very simple: Systems = Freedom.

If you as the owner of your firm go on a four week vacation, what happens to your business? What happens to the quality and quantity of activity? Some leaders have defined the strength of a small business as being directly proportionate to how much of it can continue to operate in the owner’s absence. Whether you own a large firm or a micro business, having simple and effective systems in place will make it much easier for you to step away from your office without waking up at 3 a.m.in a cold sweat.

What Is A System?

A system is a documented way of performing a task that solves a problem

Ask Barb

The 3 Question Weekly Team Checkup



Ask Barb

Dear Barb

We are only filling 30% of our direct orders and 40% of the contracts we’re writing.

We specialize in IT, and I know it’s next to impossible to find the talent our clients are demanding. My team is saying they can’t work harder or do more, but I hesitate to hire and add to my overhead which will reduce my profits. When is it best to hire? Do you think I should wait or hire now?

Marcia H., Ft. Lauderdale, FL

Dear Marcia:

If you hire right, your new hire should be a revenue generator within a