You’ve got a new job order. You have a good feel of the group and the partner the new hire will work with. You begin making calls and networking in the … Read more
Why the Client Should Never, Ever Discuss Money With the Candidate
Most recruiters and consultants realize the importance of preparing their candidates to “never, ever, discuss money” with one of their clients. However, … Read more
Arm Yourself and Your Client to Win the War for Talent
Most executives agree about the importance of having the right talent in place. Jim Collins, in Good to Great, talks about getting the right people on the … Read more
Recruiter Poll Says Candidates Are Getting More Offers
It may be a sign companies are wising up when it comes to top talent, or evidence that recruiters are vetting their sendouts better than ever, or maybe … Read more
Commit Your Candidate With This 10-Point Checklist
Does this sound familiar? You are having a great conversation with a “rock star” candidate who has applied for one of your positions. You share the details … Read more
Close Before You Close
Every recruiter, whether you are a contingency headhunter or an in-house corporate recruiter, wants to pride themselves on their ability to “close” deals. … Read more
Hiring Speed: A Crucial Component of the Recruiting Process
Clients who drag out the process of hiring and making an offer to candidates are doing a tremendous disservice to themselves, the potential hire — … Read more
“The Phone Rang…” Closing and the Classic Closes, Part 3
In the third and final installment of the “Closing and the Classic Closes,” we will cover the final five of the fifteen closes. They are: Tie Downs; … Read more
“The Phone Rang…” Closing and the Classic Closes, Part 2
In this, the second installment of the “Closing and the Classics Closes,” we will discuss five more Closes and how you can use them on your desk. They … Read more
“The Phone Rang…” Closing and the Classic Closes, Part 1
The phone rang. When I answered, the caller was anxious. He was very close to putting a deal together, but was stuck in the hiring process. I suggested he … Read more
“The Phone Rang…” Lessons From Robocruiter, Part 4
Editor’s note: Last week, we gave you part 3 of “The Phone Rang…” Robocruiter series. This week we continue this short series from … Read more
Ask Barb: Pre-Closing
Dear Barb: I was in your audience at a conference in Orlando, FL. You had suggested we should often pre-close during our interviews vs. just asking … Read more
Developing Exclusives – Q&A and Final Thoughts
Our previous three articles have focused on “how” to develop exclusive client relationships. In this article I will provide a summary of the … Read more
Developing Exclusives – The Written Agreement
The agreement to work on an exclusive basis with your client can be confirmed either verbally or in writing. However, as a wise man once noted: … Read more
Recruiter Chronicles: Five Years, Five Mistakes – Part 3
To commemorate the fifth anniversary of my career in recruiting which recently passed, I am sharing with you over the coming weeks the five biggest … Read more
Developing Exclusives – The Presentation
In our previous article we stated that “… exclusive relationships generally produce better results, in less time, while requiring the … Read more
The Power of Exclusives
The state of the economy notwithstanding, the opportunity to secure business on an exclusive basis may be greater today than at any time in the past ten … Read more
The Importance of Tie Down Questions
By definition, a tie down question is one that requires a response that clarifies (ties down) the position of the one answering the question. Asking the … Read more
Emotion vs Logic: Six Tips To Help Guide Your Candidates Through the Emotional Forest of Change
Ever feel like you are journeying through the search and placement process with your candidate, and then suddenly you find yourself somewhere deep in a … Read more
Laser Focus Leads to Placements
As demand for our search and placement services started to pick up late last summer, I decided to focus intently on one huge task; increasing the … Read more