How to Delegate to a Virtual Assistant
Coach Mike… HELP!!! Volume question: As a one-woman shop, I think I may have set my weekly targets too high. I have been pushing for 25 Recruit conversations a week but I'm topping out at 15-20 because I have to spend so much time prepping resumes (every client has...
Expectations for Researcher Metrics
QUESTION: I need metrics on researchers—what should the expectations be and is it best to have them work a few jobs or just on quality people and put them in the system? - Rich from Boston, MA ANSWER: I’m going to make the distinction between researchers versus search...
A Subtle Way to Approach Candidates
Coach Mike, How would you respond to someone who says "I'm exploring options but I don't want to talk to someone who just calls me out of the blue."? Laurie D. AZ Hi Laurie! I would send her a LinkedIn invite, give her a chance to view my website and my LinkedIn...
What to Do When Candidates “Go Dark”
Hi Coach Mike! After a candidate "going dark" with regard to accepting a position, I received a phone call and YEAH!!! She's going to take the opportunity I presented her on. I am however concerned because her reason for going dark was some form of “car trouble” and...
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...