How to Get Past “Send me the resume” on an MPC When There is No Fee Agreement in Place
QUESTION: I am curious to know how you make this transition in the following scenario. You have just made a marketing call using an MPC. The client appears interested and says the typical, “Send me over his resume.” Obviously, we do not send over a candidate without...
Getting Past Fee Discussions with Clients
QUESTION: I had a client who insisted we talk fees up front. I tried to steer the conversation towards our differentiators to no avail. They essentially said, “If we don't talk fees, we cannot speak further.'" How do I handle this? - Robert ANSWER: It is not uncommon...
How to Establish Yourself as a Contract Staffing Recruiting Firm
QUESTION: Mike, we specialize in providing IT professionals on short-term contract. We have exhausted our personal connections with players, IBM, HP, Deloitte, etc., as they work mostly with large providers for their subcontracting needs. How do we establish ourselves...
Recruiters: The First Step in Change is Telling Yourself the Truth (part 2)!
In my last post I wrote about how recruiters tend to make more statements than asking GREAT questions. This leads to us getting quoting the same weak fees and given the same weak terms! So how do we change this? Here’s what I’ve become really clear on as a...
Recruiters: The First Step in Change is Telling Yourself the Truth (part 1)!
... Why most of us aren't getting treated with the respect we deserve! Last month I was the keynote speaker at a recruiting conference sponsored by the Rocky Mountain Association of Recruiters. We spent a GREAT day together developing strategies to build recruiting...
How to Effectively Monitor Your Team’s Metrics
Question: I totally agree with monitoring the actual presentation conversations. How do you monitor presentations per day of your recruiting team? Trust them to provide the accurate account or use the call accounting software to count all calls that last over 8 or 9...