Blog

How to Take Your Practice to the Next Level

QUESTION: Mike, I have been stuck between $125,000 and $150,000 in the last 3 years in what has been a pretty healthy economy in my niche.  My goal has been $300,000.  It is amazing how consistently I end up in the same range, plus or minus $25,000.  How do I take my practice to $300,000?  […]

Business Plans for Solo Recruiters

QUESTION: Mike, what is the best way to do a business plan for a solo operator?  Marty, Auckland, NZ ANSWER: That is a great question which is probably an hour or two of training, but I will share the basics.  One, you want to get really clear on the outcomes. In a call I did […]

How to Go From Contingency to Retain with Existing Clients

QUESTION: Mike, do you recommend taking existing clients from contingency to retained or engaged, and if so, how do you do that? Sara, Naperville, IL ANSWER: That is a great question!  Yes and no.  When I evolved my business from a lot of contingency to retained, I did it mostly with new clients.  When I […]

How to Find New Clients and Job Orders

QUESTION: What are the top recruiters now doing to find new clients and job orders?  Can you be specific, walking us through step by step?  What I am doing is no longer working.  I get no reply to emails.  I get no reply from my MPC presentations, 90% of which are left as voicemail, and […]

Should I Use A Third Party Website to Find Passive Talent?

QUESTION: What are your thoughts on programs like BountyJobs.com or RecruitFI.com.  What do you think their impact on the recruiting industry long term will be?  Is this something we should be participating in?  Bill, Colorado ANSWER: Bounty has been around for maybe 10 years and, in my opinion, it has never grown.  Good recruiters do […]

How to Attract New Clients to Your Recruiting Firm – Part 2

Last time we tackled the first part of Gillis’ question by discussing flip marketing calls. In this post we go deeper into email marketing. QUESTION: I am successful in obtaining retainers and am working on good terms with existing clients.  What I need to do more of is generate introductory meetings with new potential clients.  […]

How to Attract New Clients to Your Recruiting Firm – Part 1

QUESTION: I am successful in obtaining retainers and am working on good terms with existing clients.  What I need to do more of is generate introductory meetings with new potential clients.  I have had some success with a broad email marketing approach, but wondered if there was something more specific that I could be doing.  […]

Why Solo Recruiters Need A Website

QUESTION: I do not have a website.  The reason is I do not have many clients or job postings to put on it.  How important is it to have a website for a solo?  Vic, UK ANSWER: I would say it is very important to have a website.  Even when we were in the millions […]

Bad Habits = Bad Time Management

QUESTION: I believe there are a few things holding me back from hitting my goals.  We talked about the need for more recruiting presentations, but the biggest issue is sticking to my plan.  I spend the time planning and use a great data miner who finds good candidates, but the last step of contacting them […]

Should You Provide a Discount for Two People Hired Off the Same Search?

QUESTION:  Mike, my question is about new client retained search.  I recently filled the role and then they hired a second candidate from the group of finalists.  They want a discount since they hired two candidates from one search.  They pay timely and it was an easy process.  What would you give them?  It was […]