Jun 7, 2017 | Being the Leader In Your Firm, Client Fee Issues
QUESTION: Mike, do you recommend taking existing clients from contingency to retained or engaged, and if so, how do you do that? Sara, Naperville, IL ANSWER: That is a great question! Yes and no. When I evolved my business from a lot of contingency to retained, I...
May 31, 2017 | Being the Leader In Your Firm
QUESTION: What are the top recruiters now doing to find new clients and job orders? Can you be specific, walking us through step by step? What I am doing is no longer working. I get no reply to emails. I get no reply from my MPC presentations, 90% of which are...
May 12, 2017 | Being the Leader In Your Firm
QUESTION: I am successful in obtaining retainers and am working on good terms with existing clients. What I need to do more of is generate introductory meetings with new potential clients. I have had some success with a broad email marketing approach, but wondered...
Sep 5, 2016 | Being the Leader In Your Firm
QUESTION: When do you fire a client? Too many submissions, reject and long response time, no job orders, etc., and how? -Tatiana from Seattle, WA ANSWER: Great question; it is a loaded question, meaning there is a ton of stuff to it. One, you need to know how to...
Aug 8, 2016 | Being the Leader In Your Firm, Client Fee Issues
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:...
May 10, 2016 | Being the Leader In Your Firm, Day to Day Management
Question: My question is regarding employee/employer boundaries. I want to know the best way to keep my recruiters on task every day and have them talk to me only on urgent matters. I have two recruiters that work with me in an open office environment. One recruiter...
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