CASE STUDY: MJ Recruiters’ 6 Rules for Success

[A note from the editor: We’ve often highlighted the successes of our customers over on the Pinnacle, our blog for Top Echelon Network members. But now, we’ll be running a case study series on our public Recruiter Training blog, too. Our hope is that these recruiter’s stories will give you inspiration for your own success! If you’d like to be featured in this series, please contact us.]

Maria Hemminger and Joanna Spaun started MJ Recruiters back in 2005 after working together for several years at a regional staffing organization. They joined the Top Echelon Split Placement Network later that same year and were quickly “off to the races” with split placements. They specialize in technical and professional manufacturing recruitment, although they’re able to fill the occasional IT role with the help of Sgro. In 2006, they also dipped their toes into contract staffing waters, making their first of many placements through Top Echelon Contracting’s back-office service.

In the 10 years since, Maria and Jo (as they are affectionately known) have made 126 Network split placements and 31 contract placements through TE. Together, the duo has reached a total Top Echelon cash-in of over 1 million dollars!

Let’s take a look at the rules they live by that have impacted their success:

#1. Set big goals and don’t stop until you hit them.

Maria and Jo started strong right out of the gate. They have been a top-producing firm every year since joining the Network, and they show no signs of slowing down. In fact, Maria is currently 25th on the all-time TE Network split placement list with 106 splits to her name. MJ Recruiters is proof positive that a new business can meet lofty goals with determination and hard work.

#2. Recognize that every little bit counts.

To earn a cool million in 10 years through TE, Maria and Jo had to utilize more than just the Network. They knew there was a need for contract staffing in their niche, and they realized that the value of contracting came from the consistent hourly income multiplied by the number of placements.  In the end, their contracting cash-in through the TEC back-office made up a critical tenth of their 10-year TE million.

#3. Put your clients’ success first.

Maria and Jo are big believers in meeting the needs of the client, even if that doesn’t mean the largest immediate cash-in for them. They recognize that lifetime values and strong business relationships are more important than short-term profit. This mindset is what led them to accept IT searches for a manufacturing client, even though the roles fell outside of their niche. By using the Network, they were able to help their client, strengthen a TE Network relationship, AND make money they never would have otherwise made! A win-win-win scenario.

#4. Be organized and accountable.

These ladies know that organization is a key part of business success. MJ Recruiters has a specific three-step process that is used with every client in order to ensure satisfaction:

1. Meet with clients face-to-face on a regular basis.
2. Ask questions to accurately determine the specific needs of the client.
3. Utilize an appropriate recruitment plan that will meet the client’s needs in a timely manner.

#5. Play to your strengths.

Maria’s strength is working with clients, gaining new business, developing strong relationships, and drilling down to core needs.  Meanwhile, Jo’s strength is working those searches, finding amazing candidates, and prepping them for selection by clients. While recruiting statistics may skew in favor of the recruiter on the client-facing side, Maria and Jo both bring equally important skills to the table. They know they are stronger together than they are apart, and that’s what makes their recruiting team so effective.

#6. Network, network, network.

MJ Recruiters is a firm that proves networking is absolutely essential. From in-person client meetings to industry events like the ORA conference and TE conventions, Maria and Jo make networking a priority and it shows in their placement statistics. They even take it a step further, hosting a yearly “Networking on the Farm!” event for TE Network members on the Hemminger farm.