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
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
So You Want To Be a Headhunter?
There is a major and accelerating shift now underway at most major U.S. corporations regarding how to best recruit new talent. Corporate recruiting … Read more
The Changing Face of Applicant Tracking
Applicant tracking system (ATS) is a curious name for the software that powers most recruiting functions in Fortune 500 organizations and in many smaller … Read more
How to Stop Negotiating Away Your Fees
Once you introduce yourself to an employer, the subject invariably turns to negotiating your fee. It’s as though they consider your services not … Read more
‘We’re Not Like Those Other Bums’
Tomato, tomahto; potato, potahto. Does one taste better than the other . . . or are we just victims of semantics? A similar debate rages over the pecking … Read more
3 Steps to Raising Fees
When I first joined the recruiting business in 1995, there was a fellow named Patrick in the cubicle next to me who kept saying over and over again, … Read more
Good to Great Staffing
Periodically, you read something that shakes the foundation of what you’ve come to believe. This is exactly what happened when I recently read Good … Read more
Making the Business Case to Shareholders — It’s Never Happened Before!
Any experienced businessperson knows that no one is more important in a public corporation than the shareholders, who are, in fact, the owners of the … Read more
Missed Opportunities: Talent Intelligence During the Onboarding Process
article by Dr. John Sullivan and Master Burnett It is widely accepted that, in small pockets around the world, the second iteration of the war for talent … Read more