How many times have you heard one or more of your clients state: “I will not settle for anything but the best.” Or “I want to hire the best candidate available.” Although a worthy pursuit, for many clients, hiring the “best,” in most instances, may be an unobtainable goal. Actually, Herbert Simon may have said it most clearly in his reverse juxtaposition of an old saying: “The best... (more...)

The manner in which you open your marketing call remains the most important element of the call because in order to achieve success you need to accomplish a minimum of three things within the first 30 seconds: You must get your prospect’s attention. Nothing else matters if you do not gain their attention. You must eliminate or at least not create a “reflex rejection” — an automatic negative... (more...)

Almost daily I receive calls and emails from owners, managers, and recruiters who are interested in learning how to build exclusive, engagement fee, and/ or retained relationships with their clients. Often, they are confused about these options and not aware they can provide more than one option without being in conflict with their overall business objectives. To help bring clarity, consider the following: Recruiters... (more...)

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 from a strong regional client with multiple offices and specialties: “In these challenging economic times, should our consultants be spending 50% of their time servicing existing clients and 50% of their time marketing candidates?” As... (more...)