People do things for their reasons and not ours.This first and most important principle underscores all the others. It is based on the psychological truth that people always act in a manner THEY view to be in THEIR best interest. Consequently, to be successful in this business, we need to understand what “they view to [...]
Artices Tagged ‘recruitingtips’
Tuesday Morning
January 22nd, 2008
I would like to thank Paul Hawkinson for suggesting this column to answer “YOUR QUESTIONS.” Please send any additional questions to: barb@staffingandrecruiting.com and put Fordyce in the subject line. Q. How do I prevent my candidates from always expecting the top of the salary range? SL - Kansas City, MO My first question to you … Why do [...]
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 [...]
It’s 9 AM and you have a planner in front you with 30 important calls to make when the “urgent” call comes in from an unemployed candidate needing an update on the status of his resume. You then check your email (for the 4th time in the last 60 minutes) and see that you have [...]
Business has improved and many of you are beginning to re-staff and reconfigure.? Hopefully you have learned the importance of NOT just?? “FILLING A DESK,” and have developed a hiring process to identify the top talent your firm needs to achieve future goals and growth. If you are like the majority of the owners and managers [...]
For years, I’ve been writing about the use of performance profiles as the lynchpin of effective recruiting. Everybody who has ever used one for conducting a search has experienced better results. By this I mean more and stronger candidates, improved relationships with hiring manager clients, better understanding of real job needs, more consensus about candidates, [...]
Recently, several different recruiters have contacted me, each of them dealing with the consequences of candidates and clients not telling the truth. Although no one told an outright lie, in each instance, certain elements of the truth were not communicated to the recruiter.? These were sins of omission versus sins of commission. On the candidate side, [...]
Our already good market continues to heat up, with prospects of a long boom ahead.? In this type of market, many owners are rightfully adding to their staffs. New owners who may never have done so before, however, will encounter unexpected problems.? Even experienced owners who may not have hired new people since pre-recession days will [...]
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 [...]
When confronted with an objection, whether from a prospect, client, recruit or candidate, the natural tendency is to try and answer the objection with some form of rebuttal.? This may be appropriate if you fully understand the reasons behind the objection and if your rebuttal can be suitably customized to address the specific circumstances presented.? [...]
After a placement has been completed, I often send the following memo to my clients. It will only take you a moment to do it and it may well guarantee a successful placement. Proper integration of a new hire is key for long-term success. I have actually had instances where candidates start a new job [...]
Wouldn’t it be great if employers automatically sent you all their job openings with a complete definition of exactly the type of person they wanted to hire . . . with no quibbling about fees? Wouldn’t it be great if all you had to do to attract the right candidates would be to post the aforementioned [...]
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 [...]
I felt like someone kicked me in the stomach. I just left the third message for the candidate without a getting a single call back. He had a great background and the first time I talked with him two weeks ago he said there were some pretty important issues motivating him to consider other things. [...]
Some years ago I heard an audiotape by Bo Schembechler on Leadership.? The story he told concerned the 1980 University of Michigan football team, Bo Schembechler (the coach), and Andy Cannavino (the co-captain/inside linebacker). This is what I remember of that message: In 1980 the Michigan Wolverines football season started in tough fashion.? After 3 [...]
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 [...]
Mike Crosswell, during the late 1990’s, was the owner of Blue Arrow; the UK’s largest privately-owned staffing organization.? I met Mike at that time because he was on the Board of Advisors of the same company who had relocated me from San Diego to Atlanta to become their VP of Corporate Development (Trainer).? We had [...]
You have probably heard of the 80/20 rule, which says 80% of your results come from 20% of your efforts. With a well-trained researcher, you can focus on the 20% that produces results and virtually nothing else. A skilled researcher will allow performers to focus on “money activities” and closing deals and will free up [...]
gMany of the owners and recruiting professionals that I coach have considered refining or changing their niche at some point in their careers. Whether your niche is doing well or not, it’s a good idea to keep your nose in the air so that you can sense opportunities and avoid ending up in a dead [...]
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 [...]
I recently led a Tele-Seminar entitled, “How to Produce Big Results in a 4 ? day Work week” and as part of the format, I conducted an interview with a friend of mine who had billed $1 million as a solo recruiter. During the session, he allowed me to grill him about specifics on how [...]
Recent Comments