Lies, Lies, Lies… They’re candidates. They lie! If you’ve been in the recruiting industry long enough, I’m sure you’ve developed that love-hate … Read more
The Magic Question That Can Prevent a Falloff or Turndown
Dear Barb: We have deals blowing up more now than ever before. Our IT candidates know they are in demand and constantly change their minds, disappear, and … Read more
A Sales Process That Works = Success
Dear Barb: How do I teach my sales team to close more placements? We are consistently blindsided by surprises that prevent our deals from closing. I’ve … Read more
I Send Them Out, But They Keep Interviewing
Dear Barb: It seems the internet has really reduced our ability to control our candidates. They have no loyalty, and even when we have sent them on an … Read more
Forget Control. Think Rapport
Dear Barb: I’ve owned my business for over 25 years and have always been successful at developing client and candidate control. That has not been the case … Read more
The 5 Questions to Ask to Reduce Your Turndowns
Dear Barb: In the past three months, we had several deals not close that we thought were a sure thing. When I reviewed each deal, I couldn’t pinpoint any … Read more
It’s Not Control; It’s A Relationship
Dear Barb: How can I establish candidate control faster? My candidates are not providing me with information; they are not calling me back after … Read more
Your Job Is To Figure Out What Will Make a Match
Dear Barb: I’ve about had it with my candidates and clients. They are making such awful decisions and saying things that are ridiculous. How do I get them … Read more
A Good CAAR Won’t Take You To the Courthouse
Hi Jeff I appreciate all of the useful information provided in The Fordyce Letter every week. There is always something beneficial to our business in every … Read more
Trust Your Candidates, But Have More Waiting
Dear Barb: Is it me or are candidates just impossible? There is no loyalty with people these days. I’ve had four offer turn downs in the past six weeks and … Read more
The Parable of the Two Principals: A Tale to Share With Clients
She’d found her calling as a teacher of kids with special needs. She loved her job, and enjoyed working for the person who’d graciously given her a start. … Read more
The Best of The Fordyce Letter 2011, #1 — I “FIRED” My Candidate…and Still Closed $27k
Editor’s note: Brian Kevin Johnston’s article was the most popular article on The Fordyce Letter in 2011. It originally ran in March. I “fired” … Read more
I “FIRED” My Candidate…and Still Closed $27k
Last month, I “fired” a candidate during the interview/offer process, and I am 100% convinced the only reason I still earned the fee was because… (are you … Read more
The Myth of Client and Candidate Control
“Eliminating One of the Most Damaging Business Practices of Our Industry” On April 20, 1999, Cassie Bernall, a 17-year-old student at Columbine … Read more
Eliminating Candidates Based on Online Information
With at least 90% of us regularly tapping Google to dig deeper into candidates’ backgrounds, how many “digital deal-breakers” have caused … Read more
Google Apps for Managing Client and Candidate Communications
My email inbox is empty…FINALLY! Well, we finally made the move. I resisted it just like I resisted the iPhone. (I didn’t realize what I was missing … Read more
Marketing the Most Placeable Candidate
Recently, many of the calls and emails I have received address the same subject: candidate marketing. For example, here is part of the message I received … Read more
The Art and Soul of Hiring Professional Sales Talent
The interviewing and evaluating of sales professionals is a lot like raking leaves on a windy day in early November. If you insist on trying to get every … Read more
While You Are At It, Focus On Your Candidates
Everyone is looking for that new way to market and stand out in the crowd. One way is to really focus on your candidates and the candidate experience you … Read more
How Thoroughly Do You Prepare Your Candidate?
We often assume that everyone knows how to prepare and perform at an interview. But all too often, this is where candidates are weak and need some … Read more