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 [...]
Artices Tagged ‘timemanagement’
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 [...]
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 [...]
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 [...]
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 [...]
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 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 [...]
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 [...]
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 [...]
How many consultants have been looking for that easy way to more production? Wouldn’t it be great to find one? We look at the normal advice of better client development, higher closing skills, computerized matching systems and eighty-two of the newest, absolutely hottest sales techniques and throw our hands up in frustration. How are we ever going [...]
This may sound like a keen grasp of the obvious but, unfortunately, it is far from apparent for too many in our business. The only thing you have to sell is your time! Expertise enters in but that too is time-sensitive. Your job, therefore, is to optimize the time you spend, focusing on those targets [...]
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. [...]
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 [...]
Most recruiters and staffers in our industry function, at least, partially in the dark when it comes to truly understanding the motivations of their clients, candidates and temporaries. As difficult as this is to believe, if you have ever heard one or more of the following, then it may very well apply to you. [...]
Search consultants by nature are risk takers. Whether we are owners, managers, recruiters or researchers, every time we pick up the phone, we take risks. We all know too well that the placement process can break down at any time for any reason. This costs us time, money and heartache. Webster’s [...]
How many times has your heart been broken by a candidate that looked good at first and then fizzled as the interview process got rolling? The following list provides a starting point for you or your staff to examine when evaluating people. It’s a tool for reducing the amount of time that you waste in [...]
Recently, while attending a Board Meeting at one of my clients, we were discussing their strategic plan and the associated timetable for its accomplishment. In order to drive home his point, the president of this company quoted something I had said to him several years ago. He reminded the senior managers that I had [...]
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