In Part 1 of this article series, we addressed the fact that many fine recruiters have extreme difficulty making the transition from “salesman to manager” … Read more
Acclaimed international author, speaker, and trainer Steve Finkel is a veteran of over 30 years and six recessions in our industry.
Personnel Consultant Magazine, published by the National Association of Personnel Consultants, has referred to him as possessing "the most in-depth knowledge of search and placement in industry history." Recruitment International Magazine, Europe's largest industry publication, has described him as "the world's premier author and trainer in search and recruitment." His revised and up-to-date 360-page book Breakthrough! is now distributed in 25 countries and is also available on Amazon.
Contact him at 314-991-3177 or www.stevefinkel.com.
Acquiring Management Skills: Part 1
The Problem It’s one of the most common stories in sales. A sales rep starts with a company. He studies, learns, plans, practices, perseveres. After some … Read more
The Coming Year
Relative novices in our industry who have only been through a few cycles of recession and recovery are quite likely to misinterpret the probable scenario … Read more
A Letter to the Editor
The following letter was sent to the Editor by regular Fordyce contributor, Steve Finkel, in reference to an article by Jim Domanski from the September … Read more
Product Sales and 2009
You can tell a lot about attitudes and the future by the specifics of what people are and are not buying. For example, to say “consumer sales” … Read more
Certain Strategies for Uncertain Times
Consider this: there have been 10 post-World War II recessions. Do we really expect that another is not on the horizon for our industry? If you fantasize … Read more
For Managers Only: 10 Tips for Navigating the Market
Despite the much-ballyhooed economic turmoil, the facts are that for most recruiting firms, things are going well. There will always be individual niches … Read more
High Profit Training
Given equal amounts of effort, the more skilled your staff, the higher your production. But what is the most cost-effective means of increasing skills and … Read more
Time Management and Planning for Recruiters
“If one cannot increase the supply of a resource, one must increase its yield.” – Peter Drucker What makes a recruiter successful in our … Read more
Intra-office Referrals: A Radical Proposal for Recruiting Firms
What financial arrangements do you have for “fee splits” within your office? If the total fee is $10,000, and consultant A obtains the Search … Read more
Maintaining Focus in a Strong Recruiting Market
Every market, strong or weak, creates problems. The difficulties inherent in a good market are far preferable to those encountered in a poor one. … Read more
Developing Experienced Recruiters
Several months ago in The Fordyce Letter, a reader wrote with a not-uncommon problem. He owned the finest training products in our industry, but they sat, … Read more
Selecting for Work Ethic! How to Reduce Staff Turnover
A reader in a recent Fordyce Letter indicated that he has high staff turnover as a result of new recruiters lacking an appropriate work ethic, and inquired … Read more
On Counteroffers
A strong economy yields boom times for our industry. Yet there can be no light without the dark. Problems also abound in such a market. For some – … Read more
MAXIMIZING PRODUCTION IN A STRONG MARKET
Congratulations! If you’re in the Search and Placement business right now, your timing is terrific. Historically, our industry has always been one … Read more
Growing Your Firm – The First Step
Our already good market continues to heat up, with prospects of a long boom ahead. In this type of market, many owners are rightfully adding to their … Read more
Stretching the Limits in a Strong Market: Dealing With Comfort Levels
How is your production – and bank account – in today’s market? Both looking solid? Good! For most firms, our current market is both … Read more
The Most Cost-Effective Training
Given equal amounts of effort, the more skilled your staff, the higher your production. But what is the most cost-effective means of increasing skills and … Read more
Office Configuration – An Important Concept
As the market continues to improve, more and more firms are making the decision to grow and add to staff. Much time and effort is rightfully spent by … Read more
Quit And Win! – How To Reduce Staff Turnover
He had many years of experience as the successful owner/manager of a fine firm, yet he had a problem. “It’s not that I hire the wrong … Read more