5 Ways to Manage Your Desk & Make More Placement

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 where you can tag team.

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 is the principal consultant for The Recruiting Lab, a coaching company that assists Firm Owners and Solo Recruiters in generating more profit in less time. Gary offers a FREE special report, “The Search Process Checklist: a 17 step recruiting tool”, on his website. Get your copy now at www.therecruitinglab.com.