Marketing Coordinator Compensation Plans
QUESTION: Hi Mike, I heard you talk about using a marketing coordinator to get job order leads for a senior team member. In this case, it would be me as the owner of the company. How do you compensate them? If they find an opening that turns into a client, do they get...
Getting Across the Finish Line When Selling Retained Search
QUESTION: When selling retained search, do you have a strategy for when the client is sold on the retainer but is resistant to committing to money upfront? - Anonymous ANSWER: This situation happens quite a bit, regardless if this is your first retainer...
Three Steps to Diversifying Your Recruiting Practice
QUESTION: We have been in a great economy for the last 10 years and my desk was doing fantastic. Now I want to diversify into other areas in my recruiting company. What is the best place to get started? What is a quick process to give me some ideas on starting that...
When to Offer a Discount on Search Fees
QUESTION: Mike, I have just executed a retained search for a new client for a search for them. They are still interviewing my shortlist, but I just informed me that they may want to hire two of my candidates. There is a potential of two placements from the same...
Breaking Through a Plateau in Your Revenue
QUESTION: I am stuck between $100,000 and $250,000 on billings per year, and I am working about 60 hours a week. What do people who bill $350,000 or $400,000 a year consistently do differently? - Alan ANSWER: I do not know what you are doing, but I...
How to Hold Your Recruiters Accountable to Metrics
QUESTION: Mike, I have taken your advice and have hired recruiters. My weakness is holding them accountable. I know you have talked about 15 presentations a day as a minimum standard. Help me again with what happens if they do not hit their targets. - Nicole,...