I just returned from speaking at two conferences in Las Vegas. The spring conference season is coming to an end and I started to reflect on what separated the true WINNERS in our profession, from the average producers. It all comes down to a “winning” attitude and the tenacity to stay in the game.

One of the companies I addressed was an extremely successful staffing company. I was amazed to learn, that they fill 100% of the temp orders they write! It is not acceptable behavior to quit, until all temp orders are filled! How many of you involved in a temp, contract or blended desk have this high standard of performance? Just think for a moment about the money and income you have lost in the past five months, from orders that were not filled?

In this candidate-driven market it is so important to have a continual flow of new qualified candidates. It doesn’t make a difference if you are working temp, contract, contingency direct or retained search. You are judged on your ability to provide results to your clients and candidates. Often you have initial coverage for your job orders, but as the interview process continues, candidates are eliminated and you don’t replace them.

Until you have an offer, start date, acceptance and the candidate has started the assignment or new opportunity, your job is not done. You owe it to yourself, your clients and candidates to continually present top talent on your job orders. Your goal is to have multiple candidates in the final interview process.

Write down the number of job orders or temp/contract assignments you have written since January 1, 2008 to the present. Now write down the number of those orders that have been filled? Figure out the fees of all the orders you did not fill. Then figure out how much money you COULD HAVE earned, if those orders had been filled!

I’m watching the NBA Finals as I’m writing this newsletter. Imagine what would happen if the players just decided to give their best for the first three quarters, but didn’t play at a level 10 in the fourth quarter. Obviously, they would not WIN! A WIN in our profession is only enjoyed when our clients hire our candidates! Get interview times when you write job orders and more importantly, make a personal commitment to fill the job orders you write! Don’t quit until you WIN and to WIN, you need to stay in the game until your candidates are hired and fulfill their commitment to your client. Barb Bruno, CPC, CTS

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No BS Newsletter – YOUR QUESTIONS!

I’ve just returned from four conferences and following were the most often asked questions:

Q. It is so difficult to recruit Top Talent, is it ever going to get easier to find the caliber of candidates our clients want to hire?

A. Understand one thing, this is a great market for recruiters! If it was EASY to find top talent, you would not have so many great Job Orders to fill. Recruiting is cyclical, but we will be dealing with a candidate-driven market for a long time due to the aging Baby Boomers!

Q. So many of the large Corporations want a reduced fee. These companies represent the “hot” companies in my marketplace. Do I reduce my fee?

A. Most Corporations want to feel they are getting a “deal.” I’ve given a $2,500 reduction on the third hire in any calendar quarter, which was very well received.

My suggestion would be to NEVER reduce the percentage of your fee. If you do decide to do that count by “1’s” not “5’s” Don’t go from 25% to 20% that is a 20% REDUCTION in your fee not 5%! I find it most effective to reduce a flat dollar amount vs. reduce your percentage.

SPECIAL NOTE: Always put the ORIGINAL INVOICE AMOUNT on your Invoices and show the MONEY SAVED. Many HR Manager are BONUSED on money they save!

Q. What is considered Top Production? I’ve averaged over $200,000 the last Three years and my owner insists I could do more. I don’t have enough hours in the day right now! Andy S. - Sacramento, CA

A. There were 27 people who produced over $1m in 2006. That is obviously NOT the norm! Top Production in today’s market for direct placement would be anywhere from $350-400+ Once you are a consistent producer you could increase your production by 30% if you just increase your stats by 10%. The truth of the matter is it doesn’t matter what your owner “THINKS” you can do, it matters what YOU commit to do. You have a pattern of behavior that produces $200,000 plus each Year. You need to tie in WHAT IT WOULD MEAN FOR YOU, if you produced more. You would also have to Stop doing what is not working for you and replace old habits with new more different ones. We all have the same 168 hours in each day. Stop spending time with Candidates you will never Place and you will add hours back into your day. Also, don’t Take calls or answer emails from 9:00 – 11:30 AM every day and Watch your production SOAR! Spend that time making 60% of your outgoing calls!

Barb Bruno, CPC, CTS