How to Scale Your Firm Quickly with New Recruiters
QUESTION: I need some advice. I have a lot of assignments on my plate, too many to handle by myself and on a very tight deadline. They are all fully retained. However, they are all from the same client. I also do not have a great marketing process in place yet, so I...
What to Do When the Hiring Manager Wants More than Possible in a New Salesperson
QUESTION: I have an instance where a new client company would like to hire a salesperson but only on a contract 1099 basis with a small base and a high commission rate and maybe transition to employee status if they sell well. The reason the CEO gives appears to be...
How to Recruit in Big 4 Accounting Firms
QUESTION: Mike, I have been sending out MPC emails to partners and CEOs of several Big 4 accounting firms. I just received a reply back from one of the firms, not from the partner, but an internal recruiter who responded with the following: Hi Gerard, Thanks so...
How to Determine Compensation for Referrals
QUESTION: I am meeting with a business coach tomorrow that is interested in sending referrals in exchange for a percentage of the placements that I make from his customers. I have never done this before. What is the typical percentage to pay someone that can give me...
Tracking Metrics for Email Conversations
QUESTION: We get a lot of emails, LinkedIn, etc. versus phone calls. What metrics are important to track to give that? - Brian ANSWER: I track response rates. If I send out 100 MPC emails, my clients are typically getting a 20% to 40% response rate. By response, I...
How to Fake It Until You Make it in a New Niche
QUESTION: I have a call with a potential client tomorrow and was told he expects me to have a network of candidates in their niche. Honestly, I am trying to break into this niche so I do not have many contacts yet. How do I fake until I make it? What good word tracks...