July 17, 2018

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5 Ways to Manage Your Desk & Increase Production

  1. Don’t try to fill every job:

    • Top recruiters are at peace with the idea that they can’t place every candidate and they can’t fill every job order.
    • Managers: Require rookies to get permission to work a search.
    • Pre-close: hiring process, urgency, what happens if it goes unfilled?
    • Focus on marketing stars rather than filling orders.
    • Get comfortable saying “no”.
    • Know your target: if you’re a micro firm, go for higher end searches where you can have an impact. If you’re a mid sized firm, you can target mid level searches with lots of openings that you can tag team on.
  2. Label each job order as an A, B, or C:

    • An “A” must have: Cooperation, urgency & marketability.
    • For every 15 orders that you write, maybe 5 will be worth a full search.
    • Put these on a white board.
    • Label your candidates too. Screen thoroughly.
  3. Require Timely feedback:

    • Pre-close timely feedback: “The clients who get the full focus of my team are those who respond and give us feedback”.
    • Your clients will treat you the way you teach them to treat you.
    • Let them know why you’ll call: Either to clarify specs, present someone or ask for feedback.
    • Ask them to notify you of any changes so that you can pace yourself.
    • Pre-close this with candidates too.
  4. Address any lack of feedback:

    • Remind them of what schedule they committed to if they flake out.
    • If they are not responding, be clear on the fact that the search is on hold until you hear back.
    • Let them know their decision making and timeliness are being observed by the candidate.
    • Make 2 calls then send one fax. If they still don’t respond, move on.
  5. Get concrete commitments:

    • Get interview times in advance.
    • Add “client responsibilities” to contract.
    • Get exclusives/ containers.
    • If nothing else, get a $2,000 engagement fee.
    • Schedule follow up calls while your client is on the phone.

- Gary Stauble

Gary Stauble is the Principal Consultant for The Recruiting Lab, a Coaching Company that provides Recruiting Professionals the Training, Tools and Systems to make More Placements with Less Effort. Gary offers several Free Special Reports on his website including, “$1 Million Time Management”, 15 Critical Candidate Questions” and “The 3 Things that Lead to Placements”. Get your copies now at