How to Charge More in a Client-Friendly Way

QUESTION: How can I raise fees with my existing clients? I settled for 20% with some of them a few years ago. Now, I have proven myself to them, and I know they are paying higher fees to others. https://youtu.be/SdkNd0lrRFk Starting the Conversation About Raising...

Recruiting in a Slowdown? Here’s How to Win Now

QUESTION: Mike, you have talked about, especially in a softer economic environment, increasing your activity to 10 to 15 conversations per day. I am finding it harder and harder to get in touch with people on the phone, and that it's an unrealistic target. What are...

Beyond 360: Unlock the Best Firm Strategy Now

Business Development: The Key Driver of Recruiting Firm Growth If you think about it, business development really determines the growth of your firm. When you have both a quality and quantity of searches coming in, it solves the toughest part of the recruiting...

The RecruiterU Has Merged!

As of August 1, 2024 TRU has merged with Next Level Exchange, Dimensional Search, Sanford Rose Associates, and all Starfish Partners enterprises to transform recruitment training, coaching, and consulting.

The Right Way to Reach Out to Directors

Dec 5, 2017 | Being the Leader In Your Firm

QUESTION: Hi Mike, I am thinking about incorporating input from a director of sales, chief marketing officer on taking search details from new clients. Here is the language I want to use. Mr. Hiring Manager, The people I will be reaching out to make judgments on the...

How to Begin a Content Marketing Program – Part 2

Nov 28, 2017 | Being the Leader In Your Firm

Last week Mike shared the basics on how to begin a content marketing program. This week we continue with step-by-step instructions on how to implement the program. QUESTION: I want to start on content marketing. I am keen to use new ways to establish myself as an...

How to Begin a Content Marketing Program Part 1

Nov 21, 2017 | Being the Leader In Your Firm

QUESTION: I want to start on content marketing. I am keen to use new ways to establish myself as an expert in my field of recruitment. I am not sure how to get started. Can you give me a bit of a roadmap, steps 1, 2, 3, 4, etc. in regards to how to get something...

Should You Discount Multiple Exclusives?

Nov 14, 2017 | Client Fee Issues

QUESTION: If you were in multiple exclusive openings with a current client and they want a discount, how should you respond without losing your exclusives? - Steven ANSWER: Great question. There are two kinds of scenarios. One scenario is they are giving your ten...

Best Options for Research

Nov 7, 2017 | Uncategorized

QUESTION: I just bought a membership to ZoomInfo. What other sources should I use getting phone numbers and contacts of companies? ANSWER: Hoover’s is outstanding, but it is not inexpensive. Hoover is not as good for small companies, probably less than $100 million,...

General Marketing Calls Versus MPC

Oct 31, 2017 | Uncategorized

QUESTION: MPC marketing calls versus general marketing calls that explain what your firm specializes in. Which one is better? I have been using MPCs. - Eric ANSWER: MPCs by light years. In 12 of my 15 years recruiting (for 3 years I was on and off a desk), I made...

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