Ask Barb: Time Management Tips

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Jul 11, 2012

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.

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

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