Recently, a colleague asked me, “What was the most rewarding mistake you ever made in business?” It’s a great question, and I quickly had an answer for him … Read more
Your Pitch Will Stand Out When It’s About Them
Does your elevator pitch sound anything like this? Hi, I’m Bob and I recruit the smartest people who can hit the ground running for the best … Read more
Don’t Just Check References, Market Yourself
The purpose of this column is to explain how to use a standard reference check as a marketing and/or recruiting opportunity for you and your recruiting … Read more
If You’re Always Closing, You’re Not Selling
Closing techniques are as old as the sales profession; isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales … Read more
Want a Big Biller? Hire A Hotel Caterer
Dear Barb: Is it me or is it getting harder to find people who will put in the hours to be good at this job? Out of the five people we hired last year, we … Read more
Nine Ways to Better Client Marketing
1.) Defuse the sales pressure. You must defuse the pressure inherent in the sales process by acting like a consultant rather than a salesperson. If your … Read more
Why I Left Corporate Recruiting
As you may have read in my previous post, “Staffing Agency Pitch: ‘We’re Different.’ Employer: Yawn.” my belief is that there’s not strong … Read more
Medical Scribe: An Emerging and Booming Placement for Admins
If you place administrative staff, you know the market has been soft. After spiking up shortly after the U.S. began to emerge from the depths of the … Read more
Webinar: Secrets for Growing Your Business From Neil Lebovits
With an always exciting and fresh perspective on the recruiting industry, well-known industry trainer and recruiting professional Neil Lebovits explores … Read more
How to Tell When You Need a Sales Specialist Recruiter
Recruiting successful sales people is one of the biggest challenges facing employers today. As the economy continues to improve, sales professionals are … Read more
7 Steps To Saying Yes When They Ask “But Can You Deliver?”
In the press to take advantage of the slowly improving economy, a growing number of recruiting and staffing firms find themselves over-selling and … Read more
Is Your Business Model the Right One For You?
In my one-to-one coaching sessions with firm owners, I periodically deal with someone who has clearly chosen the wrong business model for themselves and … Read more
To Work With Great Clients, Teach Them To Be Great
Are you frustrated with the way most of your clients treat you? Frustrated with their process? Fees? Terms? Do you ever wonder why we are treated the same … Read more
Tips for Overcoming a Fear of Public Speaking
Recently, I was asked to be a panelist for a webinar about using the power of publicity to achieve your goals. The participants asked great questions. The … Read more
Three Steps to Becoming an Industry Expert and Growing Your Business
You may be the best recruiter or trainer in the world, but if nobody knows who you are does it matter? This isn’t an exercise in Zen thinking. It’s a … Read more
Help Your Client (and Yourself) Attract Candidates With Brand Ambassadors
As an external recruiter, you probably do a lot to communicate the needs of your client to potential job seekers. However, are you missing a key element … Read more
Five Pitches That Will Never Get You My Business (And One That Will)
As a vice president running a growing manufacturing company, it’s not uncommon to have two or three staffing agencies stop by my office on a daily basis … Read more
The Future (And Yours) Is In STEM
Dear Barb: I’ve been placing office support for over 20 years. My margins and fees are lower than they were five years ago and I’ve seen my niche reduce … Read more
Data: 9 Out Of 10 Jobs Get Filled By Niche Recruiters
If you receive job orders outside of your specialty should you even bother taking them? How about going after them proactively? The answer is a resounding … Read more
Don’t Give Business to Your Competitors
In any business, the key to rising above the competition is to differentiate yourself. Recruiting is no different. You have to show clients why your firm … Read more