Most recruiters and recruiting firm owners have spent more time planning their family vacation than doing their annual business plan.  Frankly, many of them will also admit in small private conversations that they aren’t thrilled with their current situation either.  I am going to boil down a real simple “101” process to build a recruiting business plan for you that will keep you excited, on track to grow your revenues, and focused on just one critical number.


The Critical Number Process

1.What do you want to achieve, EXACTLY?  

First think longer term, 3 to 5 years out.  Write these down and get REAL SPECIFIC.  Then look 12 months out.  What needs to occur in the next 12 months that enables your 3 year goals?


2. Then ask the question most forget to ask.  WHY is this important to me? 

Why do you want to achieve this in your recruiting business?  Get real specific.  Everyone says they want to make a lot of money, but few know EXACTLY what they would do with it!

Are you going to finally visit the Uffizi Palace in Florence, take a hot air balloon tour over the Masai Mara, completely fund your children’s college savings accounts? Be specific!


3. What are the activities needed to GUARANTEE the achievement of #1? What is Your Critical Number?

Avoid statements that aren’t specific like “make more calls”.  How many more interviews do you need to arrange, how many more job orders do you need to take?  The most effective way to stay on track throughout the year is to identify your business’ critical number. 

Your CRITICAL NUMBER is a metric that is easily measurable and documents progress toward the company’s business goals. It is ONE number that is easily understood by everyone on the team and around which all team members can focus their efforts, attention and celebration. 

Click HERE to download “Your Critical Number” worksheet and calculate the Critical Number for your business.

Your Critical Number Worksheet

4. Who do you have to “become” to achieve what you want?  

You see, we rarely get what we want; we do get what we become consistently on a day-to-day basis.  So, do you need to become a better-recruiting business owner/leader, marketer of your recruiting services, developer of talent, etc?  What skills do you have to develop to become this person?  Make sure you inventory them and put an action plan together to find the resources to invest in to help get you there!

Please invest the time in yourself to ask the above questions.  My experience with my clients that own recruiting firms is that this exercise can be a catalyst to get them out of their rut and vault them to the next level!



P.S. Whenever you’re ready… here are 4 ways I can help you grow your recruitment business:

1. Grab a free copy of my Retainer Blueprint

It’s the exact, step-by-step process of getting clients to give you money upfront.​

2. Join the Recruiter Think Tank and connect with firm owners who are scaling too It’s our Facebook community where smart recruiters learn to make more money and get more freedom.​​…

3. Join me at our next event

3x a year, I run a 3-day virtual intensive, sharing the 9 key areas that drive a 7-figure search firm. Click here to check out the dates of our upcoming event:​

4. Work with me and my team privately

And if you ever want to get some 1:1 help, we can jump on the phone for a quick call, and brainstorm how to get you more leads, more placements, and more time.​

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