Paul Hawkinson

Paul Hawkinson is the editor of The Fordyce Letter, a publication for third-party recruiters that's part of ERE Media. He entered the personnel consulting industry in the late 1950's and began publishing for the industry in the 1970's. During his tenure as a practitioner, he personally billed over $5 million in both contingency and retainer assignments. He formed the Kimberly Organization and purchased The Fordyce Letter in 1980.

Cold Calls – The Big Chill

Paul HawkinsonDecember 1, 2003

Four decades ago, McGraw-Hill had a promo featuring this guy as a typical buyer.This guy was staring out from a page, saying: I don’t know who you … Read more

Building Your Personal Brand Name

Paul HawkinsonNovember 1, 2003

In almost every specialty, there are one or two people who, when their names are mentioned, most hiring authorities recognize them as premier players. They … Read more

Multiple Opening Volume Discounts

Paul HawkinsonOctober 1, 2003

“A company I consider a good client has asked me what kind of wiggle room I can give them on fees if they give me a dozen assignments.” Several … Read more

Lucy & the Football

Paul HawkinsonOctober 1, 2003

Remember the periodic Peanuts comic strip where Lucy would con Charlie Brown into kicking a football she was holding; then at the last second, she’d … Read more

The “Degree Of Difficulty” Fee

Paul HawkinsonAugust 1, 2003

“Sometimes we charge $3,000 for a $50K employee. Sometimes we charge $15,000 for a $40K employee.” So said a very successful specialist in … Read more

How Several Practitioners Reply To “We Need A Lower Fee!”

Paul HawkinsonAugust 1, 2003

“I understand that you would like to solve this problem as inexpensively as possible. No one likes to overpay. But our fees are based upon an … Read more

The Recruiting Business Is Dead

Paul HawkinsonJune 1, 2003

Lately, we have seen article after article about the demise of the permanent placement/search as we know it. We remember seeing the same types of articles … Read more

Everything You Ever Wanted To Know About Search Research

Paul HawkinsonMay 1, 2003

Almost 31% of practitioners in our recent Consultant Earnings Survey indicated that they employ a “researcher” or an “administrative … Read more

This & That, Here & There

Paul HawkinsonApril 1, 2003

Over the past few weeks, in conjunction with our Consultant Earnings Survey (TFL, 3/03), I have had the privilege of speaking with several dozen of the … Read more

Consultant Earnings Survey: March 2003

Paul HawkinsonMarch 1, 2003

The statistics of our 18th Annual Earnings Survey are in with some surprising results. The survey was Emailed to about 3,500 subscribers which were picked … Read more