How To Fill Your Pipeline With Referrals

QUESTION: I am a student of always asking for referrals.  What are your recommendations for getting someone to recognize the difference between a referral versus someone who is looking to leave their current position? – Tom, Denver, Colorado ANSWER: After I completely exhaust the conversation with the original person I call, I typically say: I […]

Why Do I Have So Many Rejected Offers?

QUESTION: I have had four offers so far this year with three offer turndowns.  I know that every deal is different, but if there is one common thing you can think of not going on here.  It is unusual for me to have this many rejected offers.  – Conrad, Massachusetts ANSWER: Without knowing more, my […]

How to Market an MPC

QUESTION: My questions are about most placeable candidate (MPC) calls.  How many MPC calls should I market at one time in order to generate 2 exclusive searches a week?  How many clients should be on my list for MPC?  How often do you recommend calls and emails per client contact and over what time frame? […]

Managing Your Desk While Training New Recruiters

QUESTION: How does a small firm owner who is also running a desk make the time to listen to new recruiter recorded calls, especially if the owner hires two recruiters at once?  – Tom, Denver, CO ANSWER: Great question.  I did not listen to all their calls, you simply do not have time to listen […]

How to Work With Mid-sized Companies on Retainer

QUESTION: I just started my 1-person recruitment agency this year focusing on IT.  I have been able to get master vendor agreements with some Fortune 100 companies and have been submitting candidates to positions.  However, the interview cycle is long and the pay cycle is longer, 180 days after placement.  Is there a formula to […]

The Right Way to Formally Follow Up with Clients

QUESTION: I have not had a formal followup with the clients of my placements this year.  I have done phone calls and face to face, how is he doing?, etc., on the phone but not formally.  What do you think of an online survey?  – Jane, Chicago ANSWER: I would not do an online survey […]

Onboarding Tools for New Hires

QUESTION: I am hiring an administrative assistant that will do part time recruiting and am putting together an onboard plan.  What are some tools I should include? – Jane, Chicago ANSWER: Sometimes you can hire an administrative assistant full time that can do some recruiting part time.  For your new hire, I would first have […]

Elements of a Great Email Blast

QUESTION: How do you do an email blast?  What goes in?  What stays out?  How do you send a resume to a company that requires completing a two-page candidate information form online?  – Norman ANSWER: There are a couple different questions in here.  First of all, to be honest, I would probably not work with […]

Stop Doing Administrative Work Yourself! Here’s What You Can Delegate

QUESTION: I just started the process of getting a freelancer to help with the activities that are time consuming, but do not really generate revenue for me. I hired three freelancers and gave them a project to find contact information for me, and one of them proved to be really good. What are duties do […]

Dealing with a Slump in Your Recruiting

QUESTION: What can you recommend to a recruiter who has been in the business for years and is having issues in the last 45 days or so making rain.  I feel like a major league ballplayer who is in a hitting slump.  It is not that my hiring manager’s new connections do not appreciate any […]