Recently a recruiter who had just asked his new client to pay an “engagement fee” contacted me. The client’s response was: … Read more
The Fatal Assumption
The Fatal assumption: One of the biggest reasons that so many small businesses fail is that they lack a clear system of operation. Michael Gerber, author … Read more
Around The Campfire: A Headhunter’s Journal – The Salesperson as Shaman
From anthropology we have borrowed terms that describe a few basic types of sales personalities: the farmer, the hunter, and that exceptional hunter, the … Read more
Swat Recruiting
RESUMate Anyone who reads this column with any regularity knows that I review recruiter database software almost every month, as the interest in that topic … Read more
Eat What You Kill: Using the Sales Model To Improve Your Recruiting
“You eat what you kill!” That was the way my compensation program was explained to me by my manager on my first day in the agency business back … Read more
If Hiring Is #1, Workforce Planning Must Be #2
The following are the results of a survey taken by over 100 hiring managers and 200 recruiters. How would you have answered the questions? After you read … Read more
How and When To Outsource Recruitment
There are a few things in life that just never fail to give people the willies ó you know, those butterflies in the stomach that scream, “Hey, … Read more
Incorporating “Personality” Into the Hiring Process
Before we start, I want to emphasize that there is no generally accepted definition of personality among professionals. Since nature abhors a vacuum, … Read more
The Future of Recruiting, Part 5: Metrics Dominate Decision Making in Recruiting
Most recruiting departments currently get by with a minimal use of metrics ó and the metrics that they do utilize are insignificant from the … Read more
10 Ways to Avoid Paying Search Fees
The easy performance improvements are over. As the hiring market recovers, corporate recruiting departments will be called upon to handle more work with … Read more