Making the Move to a Retained Business Model

QUESTION: I have had consistent success with several clients that historically have been contingent fee-based. The clients will interview nearly all the candidates I present, give me immediate and meaningful feedback, understand that time kills all deals, and work with me to avoid that happening and typically work with me as a partner in the […]

Recruiting Metrics Defined

QUESTION: At the recent wonderful seminar you put on, you mentioned that a call can be 3 recruit presentations and a marketing presentation or a recruit presentation and a marketing presentation all at the same time. I am not sure if that is a typo. I just have to present 3 different job opportunities to […]

3 Ways to Get New Clients

QUESTION: I have watched your YouTube videos on your approach to getting retainers and how you go about your conversation with your hiring authorities. When I take a new search assignment I use your opening question “Imagine a year from now – for those of you who have not heard that – imagine a year […]

The Right Way to Follow Up With Leads After the Initial Introduction

QUESTION: Hi Mike, I assume I have already connected with my leads on a brief introductory conversation and subsequent email. What is the preferred strategy on followup email, 2 weeks or a month later, or is a direct phone call better?  – Susan, Kenya ANSWER: Great question.  When you have the introductory conversation, one of […]

How Effective Are MPC Recruiting Emails?

QUESTION: What percent of owners use MPC recruiting mails in their practice?  How effective are they? – Dave ANSWER: 12.7% . . . 36% . . . I have no idea what percentage. Dave, I am just having a little fun with you.   For me, I do not really give a crap, excuse my […]

Mike’s Script for How to Deal with the Internal Recruiting Team Objection

QUESTION: I am looking for strategies for dealing with the internal recruiting team objection. If the hiring manager is getting poor candidates, it is not too difficult. However, if they are getting okay candidates, I am not sure how to open them up to the notion that they are not effectively tapping into the passive […]

Dealing with Candidates Who Have Signed Non-competes

QUESTION: I placed a candidate on the 15th of this month for a $50,000 contingency fee. The client put my invoice on hold because the candidate’s former employer is trying to enforce a non-compete from 20+ years ago, which the candidate did not remember signing. This same client previously paid about $300,000 in legal fees […]

The Secret to Getting Your Voicemails Returned

It is more common to have long conversations with someone’s voicemail than the actual person you wish to speak to. This is true in personal and professional settings. Leaving a voicemail that will get returned is becoming an art. In the following video one of our lead coaches, Kathleen Kurke, leads a group of attendees […]

How to Reduce Candidate Turn Downs

QUESTION: In the 25+ years I have been in the business in the past 6 months I have had more turndowns than in all the years prior. Thoughts on how to reduce these turn downs?  – Joan ANSWER: One, it is a highly competitive market. We can only work to reduce the number, because I […]

How Your Mindset Can Make or Break Your Recruiting Practice

The last day of the year is traditionally when people set resolutions for the coming year. In reality, resolutions set on New Year’s Eve dissolve within the first few weeks of the new year. While the intention of making New Year’s resolutions are worthy, in practice they will not work if your mindset is causing […]

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