The Magic Formula for finding dream client accounts!
One corporate account I’ve been doing business with for 17 years every now and then goes into “slow motion” modes. These periods create a situation where even an entry level finance or business analyst earning $50k require eight weeks or more to get from first interview to offer stage.
Another “Fortune 100” company frequently requires twelve weeks for what should be routine “low six-figure level” positions. And yet another often has most of its open jobs requisitions in finance and marketing open for periods of six to nine months failing to ever find a candidate that is ever “Good Enough” for their high standards.
I figure if I stopped shaving the day I first submitted a candidate’s resume to the hiring managers of these firms, I would easily have a beard as long as ZZ Top band members by the time the offer was actually made!
The dilemma is some of these “slow accounts” is good for at least three hires annually … and I hate to kiss them goodbye altogether as there are candidates out there actually willing to wait in line to work for them! They also pay the standard industry 30% fee and never complain about it.
Determined to do something about the ever-increasing “submission to hire” time frame I decided to hit the books and the internet and conduct some online research a few years ago. I also had my assistant Deb print out an array of financial reports and stats on our own placements going back ten years.
I found very little information anywhere outlining the steps in selecting a good Client Company . While there’s plenty of information available on selecting a “Good Job Order,” the company itself and the subsequent speed at which they’re likely to hire and pay you your fee was frequently ignored in other recruiter training material I encountered.
So here is a magic formula I developed for myself in 2002 to pull us out of a steep slump we were confronted by in large part due to the perpetual interview process. My formula works. I should know as I personally used it.
Good economy or bad … my formula will always result in finding accounts that will:
Did I get your attention?
I hope so!
The account acquisition strategy that results in the above requires you follow these five rules:
So there you have it … the Magic Formula to dream client accounts!
But there’s more:
By sticking to the above formula you will also avoid a lot of the “air traffic” and “near collisions” involving bumping into other recruiters.
Think about it:
Every recruiter I’ve ever encountered always goes after the “easy targets”. This means the same large boring Fortune 500 or 1,000 corporations the other thousand or so recruiters in your state are targeting. If I try to make an accounting placement with ADP or IBM I may pit IRES up against six other personnel firms.
My strategy permits you to fly undetected under the radar screen. You get to “hit” your targeted client with your introduction, sign the fee agreement, and leave with your placement in position before the competition ever gets wind of what even happened.
- Frank G. Risalvato
For more information on how this principle works or for affordable one-on-one custom telephone or in-person consulting call the author Frank G. Risalvato @ (973)300-1010. Frank is a recognized recruiting trainer who has appeared on numerous radio and TV business segments (including CNBC). He has written countless articles, and has provided innovative training to independent recruiters nationally since founding IRES, Inc. in 1991. Visit Coaching Book and receive a never-before released book containing more similar ideas.