Last week, a friend of mine asked me if recruiting was the toughest job I’ve ever had. I thought about it for a minute, then told him that recruiting … Read more
Stretching the Limits in a Strong Market: Dealing With Comfort Levels
How is your production – and bank account – in today’s market? Both looking solid? Good! For most firms, our current market is both … Read more
No is Good!
Every day I receive calls from practitioners who want to know how to increase their billings, close a greater percentage of their business, or move toward … Read more
Diversity in Recruiting – Leadership
On a November night years ago, troops of the 101st Airborne Division were bivouacked in a remote US location. Most of the soldiers did not have winter gear … Read more
How to Become a Partner with Your Clients
This article was originally published on July 16, 2004. The single best way to become a more effective recruiter is to become a true partner with your … Read more
Outsource-Proof Your Job
Somewhere between 400,000 (according to Forbes, 4/12/04) and 3.3 million (according to Forrester Research, 2003) jobs have moved from the United States to … Read more
When Testing Goes Wrong
Some readers react negatively to testing. They think of testing as a hard-hearted, diabolical attempt to remove humanity from the hiring process. Some even … Read more
Blink and Diversity Recruiting
In Malcolm Gladwell’s excellent new book, Blink: The Power of Thinking Without Thinking, he demonstrates that the power of our unconscious biases is … Read more
Why Managers Don’t Respect Recruiters
Around the world, a frequent complaint heard from corporate recruiters is that they fail to get the respect they feel they deserve from line managers. … Read more
Managing Hiring Managers
If it wasn’t for hiring managers, recruiting would be so easy. This is one of the conclusions drawn from my annual Recruiting and Hiring Challenges … Read more