Elements of a Great Marketing Email to Hiring Managers

QUESTION: Mike, I tried doing the email marketing and so far out of thirty-five emails I only received one response that said they were not looking for a VP of Sales at this time.  It could be the level I am targeting, but would you look at the below email and let me know your […]

How to Take a Vacation Without Losing Client Relationships

QUESTION: I am going to take 2 to 3 months off during the summer and travel extensively.  How can I keep the business running and sustain the relationships with key clients?  What is your best advice?  – Lisa, San Francisco ANSWER: This is one of the main reasons you want to build a recruiting firm.  […]

Compensation Plans for Your Recruiting Firm

QUESTION: What do you recommend in regards to compensation plan when hiring associates?  How do we find associates, full desk recruiters? – Ann, IL ANSWER: I will give you a framework for that compensation plan so that people on the call can benefit, like I said, from it too. With you as the billing manager, […]

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 […]