Wednesday April 6, 2011

Recruiters: How You Can STILL Make Money When Deals Fall Apart

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Opportunities abound in your setbacks.

Marketing Strategies.jpg Did you know that you can still make money when your deals fall apart? I learned this about eight or nine years ago when the recruiters in my office went through a series of one counteroffer after another. Instead of getting upset with those darn selfish candidates, I thought, "Hey, it happened. Let's see if we can still make money out of this." So I designed a formula of analyzing deals and transforming these catastrophes into learning moments. As a management consultant to the industry and as a professional trainer, I think my mind is wired this way. I just can't help it. I'm always looking for new and fun ways to explain why things work and translate that into specific step-by-step action steps, a workable system that is replicable across all levels of tenure and skill in the profession.

So the next time something really, really bad happens with one of your deals, say, "Wow, look at this big pile of manure on my desk. I'll bet there's a pony around here somewhere." Train your mind to immediately respond this way to setbacks. Your first question should be, "How can I make money off of this catastrophe?" It'll help quell your emotions and bring you to a place of resilience.

Here's the exercise you can use. Even if you are the owner or manager, give your consultants a chance at facilitating these discussions. Follow this line of questioning to make sure you can turn this tragedy into a triumph.

Here are the seven steps and ten investigative questions to follow when conducting this 'Deal Autopsy'