Our business may be easy to understand, but it is infinitely more challenging to execute in a consistent, effective and profitable manner. This challenge is based on the fact that we are continually dealing with people at every point in our processes. These people represent a “grey area” that many times can defy our best [...]
Artices Tagged ‘motivation’
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 [...]
There are two ways to look at the world: the benevolent way or the malevolent way.? People with a malevolent or negative worldview take a victim stance, seeing life as a continuous succession of problems and a process of unfairness and oppression.? They don’t expect a lot and they don’t get much.? When things go [...]
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’ve been waiting four years to write this article’s title.? Since I like to integrate music in my training, I thought I’d try it in my writing.? (For the past couple of years, I’ve been playing “We Are the Champions” for the industry survivors.)? Songs can grab attention, create a sensory reaction and generate good [...]
I sometimes feel as if we’ve reached the point where if we cannot source, find, identify, or research a company using some form of Internet based tool that we cannot possibly be doing something right. Week after week, I get calls about which software, what online service, Application Service Provider (ASP), what system tools, email this [...]
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 [...]
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 [...]
There’s one phenomenon pertaining to candidates which, although it occurs infrequently, happens consistently enough to earn it’s own label. I call it the “Evil Twin Syndrome.” If we were to perform an anatomy of the “Evil Twin” syndrome it usually unfolds as follows: 1. Recruiter pre-screens/interviews a candidate either [...]
Is your desk really ready for 2005? Take this assessment and find out. On a scale of 1 10, with 10 being the highest score, rank yourself on the following: 1. Have you discussed your upcoming year with a coach, mentor, friend, colleague, or consultant? In other [...]
To get people to do what we want them to do, we need to give a clear understanding about how we work and ensure that the client and candidate are willing to comply. Then we ask questions throughout the process to make sure that everything is on track. Such questions include “Has anything changed since [...]
Now that the holidays are over, it’s time to think about how you’re going to make 2005 your strongest year yet in terms of production and professional fulfillment. The Action Plan below is a part of a process that I use with recruiting firm owners in my coaching programs to assist them in gaining clarity [...]
When I started in this business, I thought that recruiting meant calling prospective candidates and reading them a job description. As you would imagine, this approach really only attracted the unemployed or active candidate. The real talent, the passive candidate, was never going to be dislodged by such an approach. I never [...]
Online Personality Tests: Are they really all they’re cracked up to be?
December 1st, 2004
They may be called different names but all accomplish the same thing: They often stop potentially rock-solid candidates dead in their interview tracks if the scores don’t add up to what the company has decided is a Passing Grade. If you’re a recruiter with any number of years in the business … you [...]
“Stockholm Syndrome describes the behavior of kidnap victims who, over time, becomes sympathetic to their captors. The name derives from a 1973 hostage incident in Stockholm, Sweden. At the end of six days of captivity in a bank, several kidnap victims actually resisted rescue attempts, and afterwards refused to testify against their captors. What causes [...]
A strong marketing program requires much more than simply picking up the phone and trying to secure a search assignment in one call. Clients are more sophisticated and less trusting of monotonous sales pitches than ever before. Here are three distinct elements for a well rounded marketing program: 1. Reach: Reach [...]
Many staffing professionals who are engaged in the process of recruiting currently employed individuals miss the mark when it comes to clearly identifying their recruit’s motivations for changing positions. With an emphasis on filling searches/job orders and collecting their fees, they focus on selling the benefits of the position, primarily compensation and long-term potential. [...]
As salespeople by nature, recruiting professionals and owners are wired toward action and offense mindedness. Most of us think in terms of targets such as revenue, number of deals closed and the size of our team. In sports terms you could say that we think of touchdowns, homeruns, baskets and goals. This offensive mindset is [...]
If you could be like Superman and spin the world in the opposite direction and go back in time, would you have taken on that recent loser client? I’ll never forget my worst client. He always seemed to call me with a big fat retainer check every time I needed the money. [...]
I’ll never forget the most miserable hour of my day when I first started in the business. It was ‘plan time.’ This dreaded hour was spent hand-writing names and numbers of those people I was going to call, and if I didn’t call them, then I’d have to spend an entire hour the [...]
Each week on your desk needs a customized strategy. This is how you do it. You look at your entire week of pending deals and follow these steps. Do this at the beginning of the week. Spend some quiet time thinking about your clients and candidates and do it while you have your activity list [...]
“Getting a job order.” “Obtaining a search assignment.” The very words imply that you need to talk someone into something. Or even worse — out of something. The object is writing up the almighty JO. Some offices even have quotas for them. Contests. Awards. But are they “hot?” Are they even “real?” Let’s look at [...]
Do you find it difficult to create the energy to start making your round of phone calls in the morning? If so, then you are not alone. Even veteran big billers admit to me that sometimes it takes them as long as four hours to get the nerve to pick up the phone and make [...]
From anthropology we have borrowed terms that describe a few basic types of sales personalities: the farmer, the hunter, and that exceptional hunter, the warrior. These descriptors provoke an immediate understanding for the corporate recruiter, who after all, has his own anthropologic moniker - headhunter. Let’s imagine our headhunter, whom we will call “H.” sitting [...]
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