Meaning of Metrics: What Counts as a “Presentation”
I have heard you emphasize repeatedly the importance of metrics with the end goal of hitting a goal of certain number of presentations per day, per week. What counts as a “presentation”? Ken from Denver, CO ANSWER: Great question with a very simple answer. But first,...
Thoughts on Competition in Recruiting
Mike, do you think the executive recruiting game is extremely competitive with easier access to data information. What is the new model for the business? Much appreciative if you have any thoughts to share. Dave from Topeka, KS ANSWER: I have been in recruiting since...
How to Market an MPC
I am wondering what is the best and most effective way to market an EVP level banker who has been in the business since 1981 and graduated college in 1974? Aside from my concerns as to his total years of employment, I am concerned at the level which is a notch above...
How to Use Assessment Tools in Hiring Recruiters
QUESTION: What traits/factors do you look for in your P3 results (Drake P3 is an assessment tool for new recruiters) when looking to add recruiting staff to your own team? My biggest problem is not in recruiting or controlling the deal. My issue is controlling the...
What Metrics are Important for Short and Long Term Success
What's the most important activities I should do and track, metrics-wise, to create the maximum financial short- and long-term success? Doreen, Austin, TX Coach Mike: There are several schools of thought on what you need to track and, again, this is just my opinion....
How to Take an Existing Client from Contingency to Engaged
“I have an existing client. I need to take them from contingency to an engaged or retainer relationship. I know they will fight it out, but need a strategy.” Rich, Boston, MA When I switched from mostly contingent to almost all engaged/retained I grandfathered my best...