To win the confidence of your clients and candidates, you need to win over their trust. Trust is a byproduct of rapport.  Rapport is a byproduct of common areas of interest.  So it seems like all we have to do…

I once had an employee who would peak into ecstasy whenever he made a successful cold-recruit call with the candidate agreeing to send in his resume.  Then he would plummet to the depths of despair when the resume didn’t come…

When I first joined the recruiting business 15 years ago, there was a veteran recruiter in the office who shared with me his “secret” for recruiting success.  “Scott, when it comes to candidates and clients,” he said, “remember this: T….

A friend of mine started his career in executive search several years ago.  I mentored and coached him, and in his first twelve months, he billed over $300,000. What made his early success even more remarkable was that he had…

To achieve big billings on your desk, all you have to do is do what big billers do. Think the way they think.  Treat your clients and candidates in the way that they treat their clients and candidates.  Close the…

“I deal with recruiters who charge half of what you charge.  Why should I deal with you at your fee of thirty percent?” “Hey, that’s a really good point,” I thought to myself.  I would probably ask the same question…