QUESTION: What do you think the 3 new trends of recruiting in 2019 that are impacting our business? – Lisa, FL ANSWER: The ongoing trends are not anything specific. The main trends you are going to see are a continuing trend, because of market demographics meaning the youngest baby boomer is in their mid-50s and […]
QUESTION: I used an MPC to generate a new account and the Director of HR spoke to me and decided to introduce me to another HR person who handles a specific plant for this company. I developed a great relationship with this new HR person. We talked about the fee which took some time to […]
QUESTION: One of the major things that is holding me back is finding clients. – Roger ANSWER: When I hear someone has trouble finding and attracting clients I am guessing they are talking to almost nobody. We have measured this in a bunch of different desk specialties, and it is anywhere between 9 and 15 […]
QUESTION: I have a new client, a very small IT firm, who made an offer to one of my candidates and the candidate declined. I trust the client as I have met him and have had numerous discussions with him over the past 5 months. I found a backup candidate and sent over to them. […]
QUESTION: My question is about developing ongoing communication with potential clients. I have heard some other things you have done about regular email. Can you share some details? – Doug ANSWER: In our last blog post, I spoke extensively about regular email. Go here to check it out. Another form of email communication is through […]
QUESTION: My question is regarding new client development. I have heard through several trainers to have a list of 1500 plus or minus clients prospects and they should be called or emailed quarterly. I typically will leave a message and then try calling the same prospect again in about a week. What are your thoughts […]
QUESTION: Any ideas for client gifts? I normally go down the route of expensive wines or spirits, but I am interested in doing something different this year, but just not sure what. – Caroline, Sydney, Australia ANSWER: Sending thoughtful gifts, especially at times outside of the typical holiday season, is a great client retention tool. […]
QUESTION: It still remains apparent that using an MPC (most placeable candidate) for marketing and/or business development calls still tends to generate better dialog and certainly return voicemails. The challenge sometimes is you do not feel like you have a strong enough MPC. So my question is how would you go about approaching prospective candidates […]
QUESTION: How, in pitching a candidate to a respective client, do you answer when the client guesses a candidate’s name before you have a signed contract? – Kristen ANSWER: Great question! One, that tells me you gave way too much detail and you probably mentioned where they worked. So going forward, it is probably a […]
QUESTION: Just finished our strongest month of billings last month in the firm’s history. While I do feel blessed for the success as an owner, I am feeling the stress of having closed a number of searches and not having many job orders for the new staff that I have hired. Business development has proven […]
Michael opened his firm in early 1990. Between 1990 and 1996 Michael cashed-in a mere $1 million as a billing manager. Frustrated, and wanting more, he drastically changed his approach to both the client and candidate side of the business. The result? Michael cashed in over $5.6 million between late 1996 and the end of 2001, when he came off a desk. During that time frame he ranked as a top 10 billing managers three times, ranking as high as second in 2000 with cash in on his desk in excess of $2 million. In 2001 Michael made the strategic decision to grow his firm instead of developing his individual recruiting practice. Training his team on the techniques that launched him, he developed an office that ranks in the top 3% of offices. He was ranked the eleventh fastest growing IT search firm in the country.
