Ask Barb: Training and Advice — Who To Listen To?

Aug 1, 2012

Dear Barb:

I read The Fordyce Letter every month and it sometimes gets confusing. All of you speakers don’t agree on how to do this job, so whom do I listen to? I hear you saying to develop client and candidate rapport vs. control while others say you have to establish control. I work for a company that does not provide training so I’m trying to learn all I can on my own. Where do I find the advice and training I need?

Joe M., Tucson, AZ

Dear Joe:

It’s hard to be objective with this question because of course I believe in my training. You need to obtain all the free training that is offered to help you and then pick one idea each month to implement. There are many different ways to become successful in the Staffing and Recruiting Profession. You will find techniques that feel right for you and then you will add your personality. It’s important to develop a strong thirty-second pitch that quickly shows your targets why they should utilize you as opposed to your competition.

Observe the individuals in your office who are the most successful. What can you learn from them? Try to mirror the orders they are filling because there will be candidates in your database.

Also seek out sales, negotiating, legal, and technology training so you can become proficient at this profession. Often the best way to learn is by doing. You will eventually develop a repeatable system that will result in consistent production.

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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