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Script for Introducing Retained Search to Existing Contingent Clients
QUESTION: How do you start a retained conversation with an existing client to get them to work with you on retained? - Marilyn, Denver, CO ANSWER: A great question because you did not ask how to sell a retainer because you do not sell retainers. The way to get...
How to Hire a Researcher: Step-by-Step Instructions
QUESTION: Could you walk me through the hiring a researcher, where to start, how to screen, who to contact, and how to best utilize one? - Carrie ANSWER: To properly explain the entire process of finding, hiring, and effectively working with a...
How to Respond When a Hiring Manager Has a Need, but HR Says There Are No Openings
QUESTION: Mike, I need help getting through HR. I contacted a chief technology officer of a firm and spoke for one hour each to all of his directs who have hiring needs. I sent in a good person that the manager wants to interview, but HR is saying there is no role. I...
Lessons Learned During the Past Year
We are approaching one year since life as we know if changed as a result of a microscopic virus that literally stopped the world in its tracks. These past twelve months have been tumultuous, to say the least. We have seen the impact of a worldwide pandemic, political...
How to Handle a Request for Placement Refund Outside of the Guarantee Period
QUESTION: Hi Mike, I received the following email from a client that I know really well and just placed somebody with him who started in October, and have already gotten paid. Last week we initiated another search for this individual. Although the first guy resigned...
Two Tips for Prioritizing and Planning Your Daily Activity
QUESTION: I am having trouble prioritizing, and my desk is running me, instead of the other way around. Can you provide tips on how to best prioritize your planning and daily activity? How do I fit it in business development and recruiting to give each equal...