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by Dave NerzWhy a Recruiter Network Is More Important Now Than Ever
by The Imagination Factoryby Jason Elias
It is a truism that relationships are the key to success in economic downturns. Naturally your relationship with your NPA partners will be more important than ever; just ask Jim Sullivan who survived the 9/11 aftermath by working closely with NPA partners. Here are a few reasons why a strong recruiter network likeNPA is more important now than ever:
- Getting jobs on is getting tighter; your NPA partners are an instant source of active qualified openings.
- Developing new business is harder; your NPA partners can offer warm leads into existing clients to provide recruitment in your industry or geography.
- Pitching for business is trickier; NPA provides you with a comparative advantage over your competitors. Tell your clients you are willing to give away half your fee to help them find the right candidate.
- Business issues get complex; why not brainstorm with other owners or consultants whose experience and fresh perspective can solve your problem.
- Great candidates are coming out of the woodwork, but you may not have a role for them now. Share with your partners and convert opportunities into placementshappy candidates and clients lead to repeat business.
- You are never too old to learn; keep up your skills and brush up on the all too easily forgotten basics, with NPA’s training and webinars.
- Maintain the relationships in your recruiter network in a great collegiate atmosphere at meetings and conferences.
Zen and the Art of Split Placements
by The Imagination FactoryLaura Schmieder, Premier Placement Inc., NPA 1315
Long ago I read “Zen and the Art of Motorcycle Maintenance”. It’s a philosophy/travel book that mixes discourses on Eastern and Western culture with the blessings/burdens modern technology bestows on us. It’s a quirky book but I often go back and think about the lessons I learned reading it. Repeated throughout is the conviction that you must live a life of quality but also give quality to life around you.
There are many precepts about life throughout the book. Things about not allowing technology to take over your life but using it to your advantage – to produce good work. To instill patience, care and attentiveness in my work are to achieve peace of mind. Peace of mind produces right values that produce right thoughts (stay with me on this). Right thoughts produce right actions that produce quality work. Read the rest of this entry »
Employing Contrary Logic to get “Mr. / Mrs. Right”
by The Imagination FactoryGary Eastwood, Beck/Eastwood Recruitment Solutions, NPA 6770
One technique Beck/Eastwood has frequently employed as a best practice over the past 10 years has been to utilize contrary logic in order to pinpoint what exactly a client is looking to employ as a skill set for high level positions.
Huh? I know, it sounds bewildering. For us, it works like this:
When we take on a new assignment (we often work across the board in every discipline for our best clients) we ask for and receive the company published job description. This is one of the least helpful documents in talent acquisition in my humble opinion. Read the rest of this entry »
Working with your client: Are more resumes better?
by The Imagination FactoryKimberley Chesney, CPC, Prime Management Group,NPA 7525
How many times have you been asked to provide more resumes so your client can make a hiring decision? As annoying as it may be, we have to look at this from the client’s point of view. How you react to this request should be dependent on how well you know your client. Read the rest of this entry »
Go Global or Go Broke!
by Dave NerzRecent financial events have me thinking about our globally connected world and the importance of diversification. We have long understood the continued globalization of world economies but it is highlighted when China’s demand for commodities has an impact on Main Street. These signs of change can cause many to retreat to our comfort zones and expect that our world won’t really change. Or we assume, perhaps even hope, that what we do will remain unchanged.
If you haven’t been touched by globalization and the flattened world, you are either in a uniquely localized market or in a niche that is insulated from the global economy. Most recruiting businesses are touched, impacted, maybe even clobbered by the growing worldwide influences on our economy and particularly on the industries we serve. Ask someone in the auto industry.
Principles of an NPA Survivor
by The Imagination FactoryJames Brackin
Brackin & Sayers Associates
Pittsburgh, Pennsylvania
Following are some thoughts from someone whose been voted off the island many times, but continues to bob to the surface:
CompaniesClients, etc.
The basic principles apply in good times and bad
a. Get closer to your client companies (those who’ve paid you a fee in the last 12-24 months)
b. Service the bejabbers out of them
c. Make a concerted effort to get to know them betteryour friends in hiring companies will see you through
d. Remain very selective in referring candidates
e. Focus on companies that tend not to be cyclical
f. Market outstanding candidates (no company has too many winners). In fact, in a down market many savvy companies seize the opportunity to upgrade their employee talent.
Your firm
a. Money can still be made if you scrutinize your overhead
b. Alter your recruiters’ compensation package (higher commissionslower fixed salaries/fixed costs) The good ones will survive.
c. Get out of the officego visit some clients (see c above)
d. Expand your practicemaximize NPA for additional jobs and marketable candidates.
e. Identify trading partners within your niche to better service your client base
f. Respond to NPA job orders.
g. Market outstanding candidates to your NPA trading partners who recruit in the candidates’ area of expertise
h. Remain upbeat and optimisticremember the economy is the product of an attitude.
Why do international business in NPA?
by The Imagination FactoryJim Gifford
J. Gifford, Inc.
Tulsa, Oklahoma
In my role as chair of the International Development Committee for NPA, occasionally I hear comments from US members that lead one to think that doing international placements is hard work requiring a different skill set than is used in the US, or that the international placement activity has relatively little bearing on what the majority of our US members are doing. Both statements are incorrect. Read the rest of this entry »