The Recruiter Campus

Recruiters: Billing Insights from Recruiting Training "Guru" Jenifer Lambert

This past June I was a featured speaker at the Fordyce Forum in Las Vegas and was very fortunate to get to know industry guru, Jenifer Lambert, a bit better.

 

Jenifer was the Conference Chair and a featured speaker.  I always learn from her insights especially her ideas on "influence". 

 

I just fininished an hour interview with her, which my Inner Circle Members and clients will be getting on CD.  For some , please read below.

 

Here are some quick take aways on growing your revenues from Big Biller and respected recruiting industry trainer Jenifer Lambert.

 

Regarding Managing Client Relationships:

 

You must set VERY CLEAR expectations at the time you take the search. 

 

First, Tell them what they can expect of you in conducting the search.  Be very clear about your process and what you will be doing on their behalf.

Tips From the 2011 Fordyce Forum & Jeff Skrentny's Presentation

Last week I had the honor of speaking at the Fordyce Forum in Las Vegas for the third time in the past 4 years.  That's me on the far left on a management panel with Jordan Rayboy, Adam Dalva and Carolyn Thompson.  Watch my next post for more comments from this panel.

 

 In this post I highlight some recruiting tips from Jeff Skrentny's key note speach:

 

When Jeff is sought out by a client he observes a few things in common that they are missing  that prevents them from building an excellent recruiting firm. (by the way, I have observed all of these too!  Hallelujah brother Jeff!)

 

 

1. Weak recruiting firms have NO written business plan with defined targets strategies or recruiting metrics. 

 

2. Weak recruiting firms have no sourcing or recruiting branding strategies to build upon their image.

 

3. Weak recruiting firms are terrible at

Recruiter Training: Key Thoughts About Doubling Your Recruiting Production

Great recruiting training tips from day 3 of the Recruiting Firm Owner Tele-Summit: 

From Neil Lebovits Presentation:

• The easiest way to find someone in your recruiting firm to delegate to is to identify someone who is excited about the project and looking for a challenge beyond their day to day duties.
• 
  People burn out when subjected to the same activities day to day.  As much as they resist change on their recruiting desk, ultimately, by you leading it they will be happier, stay longer and be more productive.

From Barb Bruno's Presentation:

Recruiting Training: Tips From Day 1 of the Recruiting Tele-Summit

Tips directly from day 1 of The Recruiting Firm Owner Telesummit you can use now to grow your recruiting business:

From Mike Gionta's Keynote:

• Create leverage in your firm by training others to run the aspects of your billing desk that are most trainable.  The hardest part of our business is the art of getting a great search assignment.  The "art" of our business is turning a prospect into a multi-hire client that works with us on an engaged or at least exclusive basis.
• Hire someone to market for you.... even part-time to develop leads for you to convert into searches.  This frees up time for you to grow your business and/or expose yourself to more business opportunities.

From Gary Stauble on Raising Revenue 25%:

Recruiting Plans: Seed (Plan) and You Will Grow Rich!

Most recruiters and recruiting firm owners have spent more time planning their family vacation than doing their annual business plan.

Frankly, many of them will also admit in small private conversations that they aren’t thrilled with their current situation either. 

I am going to boil down a real simple “101” process to build a recriting business plan for you that will keep you excited and on track to grow your revenues.

1)     What do you want to achieve, EXACTLY?  First think longer term, 3 to 5 years out.  Write these down and get REAL SPECIFIC.  Then look 12 months out.  What needs to occur in the next 12 months that enables your 3 year goals?

2)     Then ask the question most forget to ask.  WHY is this important to me?  Why do you want to achieve this in your recruiting business?  Get real specific.  Everyone says they want to make a lot of money, but few know EXACTLY what they would do with it!

3)     What are the activities needed to GUARANTEE

Recruiting Firm Owners: Don't Buy into The "Business Is Slow In December" BS!

I hear the same thing every year around this time.  "Mike, it's the holidays, NO ONE is hiring/leaving/giving new job orders this time of year"

HORSE HOCKEY!

Let me let you in on a little secret... It's not your client base that is slowing down, it is probably YOU and/or your recruiters that are slowing down!

Don't let this falacy spread around your recruiting office, you are only enabling your recruiters to much weaker performance than is necessary.  Sure, some decsion making may be a bit interupted, but people don't suspend their growth plans in December.

Need proof?  I have tracked my key recruiting metrics for over 15 years.  Our marketing presentation to job order ratio and our recruit presentation to 1st time interview ratio remained the same or even IMPROVED in December.

 

 Let's look at some of the reasons why. 

The Attitude of Gratitude and How it Benefits Those That Have it!

I am truly blessed.  Great family, great business, great friends, great lifestyle.  One thing I really believe I have been blessed with is KNOWING I am truly blessed.

Sound silly?  Think about it.  How many people who have everything going for them always find things to complain about, to "nit pick" about?  I have come to believe that most people, in the absence of any real problems, tend to manufacture some.

For years, in good times and bad, I have thanked God for my situation in life.  Times were not always easy, but I knew each challenge was there for a reason and as uncomfortable or painful as I was in the moment, I would learn from that challenge.

So if you are a recruiting firm owner and you survived the great recession, get on bended knee and thank your God for surviving and the lessons it taught you.  I almost went out of business in the recession of 1991.  Surviving that recession positioned me for a 17 year run of huge profits in the recruiting industry.  I NEVER lost a dime after that year, including the most recent recession.

Need more selfish reasons to be grateful (quite an oxymoron, heh?)? 

Recruiters: Is your Day Managing You?

"...But Mike, I don't have enough time", says the anonymous struggling owner with about $400k in office revenue as we discuss strategies he agrees he needs to implement to grow his recruiting business.  This is a common lament of many recruiting firm owners that I coach, mentor and am associated with.

 

Let's face it.  As recruiters we are salespeople.  If you own your own firm you are an entrepreneur.  Is there no more perfect recipe for short attention spans, lack of planning and focused effort?

 

Here's the big problem.  Most of us (me included when NOT planned) REACT to incoming calls, issues with our employees, incoming emails (this one is huge), the shortage of staples in our office, etc in the MOMENT instead of having a system of handling these issues.  When we react we diffuse our attention.  When we react we are by default unable to be PRO-active.

 

Here are some ideas on how to fix that!

Recruiters: Free Audio Download: 6.5 Strategies You Can Use To Explode Your Billings Now!

According to most Recruiting Firm Owners I speak with March and April had VERY strong activity levels with more Job Orders, interviews arranged and, even PLACEMENTS!

 

To keep your momentum going, I recently hosted a complimentary 35 minute teleseminar to share 6.5 Strategies you can Implement (audio link below) now to EXPLODE your revenues at Little to NO Cost to your firm... just some simple, practical ideas overlooked by most recruiting firm owners.

 

NO REGISTRATION REQUIRED!

 

Here are just some of the ideas I discussed:

• How to Hire New Recruiters Now and Where to Find them!
• The Importance of Recruiting Metrics -- what you do to Avoid the Ups and Downs of the Business.
• Builiding/Re-Buildin Your Recruiting Firm Now, Why You Have a GREAT Opportunity.
• Recruiter Time Management and Planning Tips to Get More Hours out of Each Day.
• The Mistake we ALL Make and How to Avoid It!!!

TO ACCESS THE AUDIO, CLICK THIS LINK NOW...

http://AttendThisEvent.com/?eventid=12760113

Recruiting Success Tip: Who Are You Surrounding Yourself with in Your Recruiting Firm?

Here is another quick recruiter success tip from my coach, James Malinchak.  I have been coached by James for the past 2 years and he has been a tremendous help in growing my business.  Yes, even in a down economy I grew my recruiting training business nearly 400%! (thanks James!)

As part of my coaching program, I get together twice per year with some of the most forward thinking entrepreneurs.  Here we are on a quick break from that meeting in Las Vegas.

Watch this quick tip. Don't this it is too simple.  Who are you surrounding yourself with inside and outside of your recruiting firm?  It makes more of a difference than you know!