There is an ever-growing segment of our industry that is quickly becoming commodisized.  These are the firms that work “the low-hanging fruit” and focus on being competitive, which usually means working under heavily discounted fee agreements with their clients. Ultimately,…

In order for one of your clients to present an offer that will be accepted by your candidate, they need to know four numbers: 1. Your client must know what they can afford to pay.  If they say it’s “open”…

What criteria must be met before you consider doing business with a client?  In any economy, accepting business that has not been properly measured against an established set of realistic criteria is inviting a misappropriation of your firm’s limited resources. Remember:…

The local radio station airs a commercial for a weight loss program whose slogan is, “How bad do you want to look good?” Since I’m not particularly concerned about weight loss, I have no idea whether or not this product can…

I’ve stated in other articles that “the most critical skill set to develop is not getting people to listen to you. Rather, it’s the skill of getting them to talk with you, to open up, and to willingly share the…

In my previous blog post, I discussed the three things you MUST do when making cold calls. Recently, I received a recruiting call from a consultant who opened his call in the following manner (identity has been changed to maintain…