“Should a recruiter work contingency or retainer?” Many owners, managers, and recruiters have asked me for my view on this subject.  Therefore, I felt compelled to add a slightly different perspective. First of all, let’s consider the nature and scope…

In my previous blog post, I discussed the issue of what exactly it is that recruiters are guaranteeing about their placement with a client. In this post, I’d like to present an alternative method for approaching guarantees—a “fresh perspective,” if…

By and large, recruiters are trained to tell their clients that they’re in the placement business, not the performance guarantee business.  However, if this is true, then why do they provide a guarantee on their placements? The fact is, whether…

How many times in the last five years have you heard someone use the term “value add”?  Too numerous to count?  Perhaps. On a daily basis, I receive calls and emails from owners, managers, and producers who, faced with increased…

I receive calls daily from owners and managers who ask the same question: “What billings goal should we have for our consultants?” This is a fair question.  As a prudent business owner, it’s important to understand the billings/cash-in numbers required…

Recently, while conducting an in-house training program for a search firm in Toronto, one of the recruiters asked me what was the most important lesson I had learned in my over 25 years in this business. After some thought, I responded, “Learning to ‘just…