urn:uuid:92d4f990-c50f-3cc6-a52e-860ff6ef5c4b Net-Temps 2012-02-07T00:00:00-05:00 urn:uuid:64aa80ec-b3b5-ad61-43b0-0de65b1e6fbc 2012-02-07T00:00:00-05:00

More than 2,000 years ago, the Roman orator Cicero wrote the "6 mistakes of man". Every time I read them, I'm amazed by their simple wisdom. Read the list below and see if there are some that apply to you in your work as a recruiter. Then, there's a trend that's catching steam with small business owners and recruiters who want more time and freedom and

urn:uuid:87a35f10-9268-cb48-cc44-7e4f5265083f 2012-02-07T00:00:00-05:00

What would happen if you ended up winning every negotiation that you entered? What would that do to your revenue, your margins, and your own personal income? Remember that a negotiation is not a competition as much as it is a partnership seeking a solution. It is a meeting of the minds to discover a mutual satisfaction of needs. Successful business people see their business as a partnership in creating a contribution to others. By seeking to make a value contribution to your prospect and using these tactics, you will win your negotiations every time and have them thank you for it. Here are five steps to consider before you enter your next negotiation.

urn:uuid:d0063078-9ace-fca7-83fe-d9b138d8d63b 2012-02-07T00:00:00-05:00

Tom was in a rut: No hot jobs to work on, no brilliant candidates to run with--and no sympathy from his boss or co-workers. Tom considered his options. He could either continue down the path of least resistance and suffer the consequences or get down to business and start burning up the phone.

urn:uuid:5d168e8a-a41c-c425-684d-96dfa57f5c0f 2012-02-07T00:00:00-05:00

You can't pick up the newspaper today without reading about yet another organization that has decided to improve their bottom line by conducting a major layoff. Layoffs, however, have many negative consequences. There are huge financial costs associated with layoffs, much of the work performed by the departing employees still must be done etc. In the wake of their departed coworkers, many of the surviving employees lose their psychological commitment to the organization. Their productivity declines. And they are more apt to leave if they learn of another employment opportunity. So what can be done? Consider these alternatives.

urn:uuid:c78d0029-7589-36a9-8f8d-54b92beebbb0 2012-01-31T00:00:00-05:00

Peter was a great candidate: Fine background, good skills, terrific references. So I decided to spin the dial and see if I could place him. After a little research, I found a company that seemed a perfect match for Peter's talents. So, I placed a call to the vice president. The VP agreed that my candidate was indeed perfect, and could immediately help his company grow.

urn:uuid:70c683ec-b832-1242-2673-2870427bfd4b 2012-01-31T00:00:00-05:00

Have you ever found yourself looking at a phone that weighed forty pounds? Have you ever started your morning sitting at your desk, knowing that you need to make your sales and recruiting calls, but you just didn't seem to have the mojo needed to get on the phone and start smiling and dialing? Yeah, happens to me all the time. So I try to build in systems that I can follow to change my state from one of indifference or fear to invincibility and excitement. Here are five things you can do to help you get excited about the business and start smiling and dialing.

urn:uuid:8ae186fe-8e4a-d2b5-c2e1-113e7ab464e6 2012-01-31T00:00:00-05:00

While watching a recent sporting event, I was reminded of several similarities between athletes and professionals in our industry. They can teach us much about how we learn and master our trade. This week in Part 2 of this subject, here are some pointers on developing a consistent culture of practice in your company. The next few minutes of planning may make the difference that lands you at the top of your game!

urn:uuid:31aa0b45-515f-b3a9-617b-f0096cfaf445 2012-01-31T00:00:00-05:00

In order to ensure a diverse workforce, not to mention comply with state and federal discrimination laws, certain interview questions must be avoided. Although some questions may be asked innocently, they can unfortunately prevent you from having a diverse workforce and cause problems due to discrimination laws - intent is not the issue.

urn:uuid:529cc314-da62-bb9d-9c52-cd96a8f12ba7 2012-01-24T00:00:00-05:00

You've been there before. You spent weeks and weeks recruiting on an assignment and you are sitting there scratching your head wondering why your client doesn't call you back from any of the three messages you have left him. Remember the first cardinal rule of human behavior? "People only do what is in their own best interest. The recruiting game is a game of probabilities and is more about influence than control.

urn:uuid:92e2ab22-3bf5-02da-6a79-4dc296d8bb3f 2012-01-24T00:00:00-05:00

I'm frequently asked how to convert a contingency search to a retainer. As a recruiter who made the switch to retainer years ago, I can tell you what I've learned, including some things you may not want to hear. To begin with, there are many differences between the two types of services beyond the superficial difference of how the recruiter is paid. In some ways, a true retained search practice resembles a temp agency more than a perm-placement business, for the simple reason that both use a "division of labor" business model.

urn:uuid:d85f41bf-0fde-a080-d3a9-e4b0b1ae3a0c 2012-01-24T00:00:00-05:00

Used by themselves or in combination, the following ideas have supported many in the recruiting industry in attracting more business. Here are some proven tips that have worked for others in your profession. Who would you rather buy from, the salesperson who looks well rested and at ease or the individual who looks or sounds like he/she just got out of bed? How many times have you regretted not getting what you wanted? In how many of those cases was that a result of you simply not asking for it?

urn:uuid:8ac13081-cfe3-c4b7-5ce3-617c50dde22b 2012-01-24T00:00:00-05:00

What should organizations do when their loyal, high performing employees reach the top of the pay grade? Typically, these employees continue to work with no pay increases except, perhaps, cost of living increases. The problem is that these top-of-the-pay-grade employees may become frustrated and lose their motivation. They feel trapped.

urn:uuid:7c5cac89-ed11-7cb2-31ce-dfe339d36136 2012-01-17T00:00:00-05:00

Gatekeepers, otherwise known as receptionists, are the sentries at the castle. Their otherwise powerless world within the organization encourages them to fiendishly abuse the power in that one area where they do have power: the power to keep you out. Who do they let through? Who will they keep out of the castle?

urn:uuid:a21245a5-182b-66ea-56ef-18eddb3b1da8 2012-01-17T00:00:00-05:00

Go to an upscale bar or restaurant, and you'll often be asked a question, such as the one above. When this happens, you'll know that the staff has been well-trained to offer additional value, such as these premium vodkas, to its customers. That's the true meaning of an upsell, providing additional value for which the customer pays an equitable amount of money. Every company, regardless of size and no matter what the scope of business, must consistently upsell to maintain and grow profits. To begin adding value or enhance how you upsell, take these three steps.

urn:uuid:ac516585-5cb2-5ac9-4588-ff3d34b621ec 2012-01-17T00:00:00-05:00

This 2 minute coaching article gives you quick, easy-to-implement ideas on a variety of subjects. Today's topics have to do with email, referrals and questions you ask yourself. I often tell my recruiting clients that single-tasking is a very powerful productivity strategy. That being said, I cannot think of a single thing that is more disruptive to having this type of laser-like focus than email. The key to securing regular referrals is to make their acquisition into a daily process in your office. The questions that you chronically ask yourself have a big effect on your mood and productivity. How do all of these affect your productivity and success as a recruiter?