Ask Barb: Time Management Tips

Dear Barb:

What should I do with a client who has cancelled the last two job orders we worked on after final interviews? Prior to that, they filled three positions internally after we had done extensive work on the searches. They are doing quite a bit of hiring which is why I’m focusing most of my time on this client. How do I convince them that I have the best people for them to hire?

Rebecca K., Tampa, FL

Dear Rebecca:

You are spending all of your time working for a client that is not paying you a dime. Think of the hours you’ve spent working these five searches with no placements. The next time you receive a job order from them, I would request an engagement fee. Explain that you have to put your efforts where you can get results and after five searches in order to work for them you would need to get 1/3 of your fee up front.

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I would also call this company in three months and again in six months and ask for all the candidates you’ve sent on interviews. A client is someone who hires from you and impacts your income. You need to work on the hottest job orders that give you the best chance of making a placement. The fact that they are doing lots of hiring doesn’t mean their orders are hot or guarantee that any of their hiring is going to be done through you. Remember, you are not paid on efforts – you are paid on results!

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


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