Almost everyone involved in selling a product or service understands that, in order to complete a sale, the potential buyer must reach a point where they … Read more

When I first joined the recruiting business ten years ago, there was a veteran recruiter in the office who shared with me his “secret” for … Read more

For years, I’ve been writing about the use of performance profiles as the lynchpin of effective recruiting. Everybody who has ever used one for … Read more

“When I need a heart by-pass, rest assured that I won’t select my surgeon on the basis of what he charges.” That’s what an ailing … Read more

Our already good market continues to heat up, with prospects of a long boom ahead. In this type of market, many owners are rightfully adding to their … Read more

The obvious contractual defect to the Candidate Acceptance Agreement is a failure of consideration. The recruiter is really not giving up anything in … Read more

As many of you may or may not know, my business was and still is based in New Orleans. Those of you who know me also know that I am extremely proud to call … Read more

When confronted with an objection, whether from a prospect, client, recruit or candidate, the natural tendency is to try and answer the objection with some … Read more