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The list shows the most widely read articles on this site.

1. DOWNLOAD: Work in Progress Spreadsheet
   by Mark Whitby
   Use this spreadsheet to track your "work in progress" quickly and easily! Helps you to prioritize your live jobs and stay in control of what's happening on your desk. It will even help you predict your pipeline and produce acurate sales forecasts. . . . keep reading
   
   
2. Tip of the Week: How Much Do Recruiters Earn?
   Mark Whitby
   How does your compensation plan compare with recruiting industry norms? In March 2010, we conducted an online survey of recruiter compensation. We received over 200 responses from senior managers of recruiting companies worldwide, including 106 from USA and Canada, 46 from the UK and 34 from Australia and New Zealand. Participants ranged from Owner/Managers of small firms with only 1-2 employees, to CEO's and Operations Directors of larger firms with over 400 fee earners. A few multinational corporations were represented, but the majority were privately held companies. We asked about basic salaries, commission structures, and how much recruiters earn on average. Here is a brief summary of our findings… . . . keep reading
   
   
3. DOWNLOAD: Sample Daily Schedule
   by Mark Whitby
   Here's a "day in the life" of a successful recruiter. Discover the key activities you must focus on daily and how much time to spend on each activity. As recruiters, our job is to generate fees, and it's easy to get distracted and feel busy without really achieving anything. Your Daily Schedule helps you stay focused, avoid distractions and manage your time more effectively. . . . keep reading
   
   
4. DOWNLOAD: Script for Headhunting Calls
   by Mark Whitby
   Your ideal candidates probably receive lots of recruiting calls. If you want to have an impact, it makes sense to prepare what you're going to say, doesn't it? Your opening needs to grab their attention and engage them in a conversation quickly. This 2 page script gives you a suggested 6 part structure plus sample wording, including what to say and what NOT to say! . . . keep reading
   
   
5. Terms of Use
   We invite our subscribers to enjoy all the features this site has to offer. But we must require that each subscriber abide by certain rules so that no one's rights are stepped on. . . . keep reading
   
   
6. AUDIO: How to Get Past the Gatekeeper
   Mark Whitby
   Want to reach key decision makers more easily? In this audio seminar, you'll learn effective answers to "what is it regarding?" plus how to put yourself in control without being pushy, and more. Includes tips for dealing with voice mail and getting your calls returned. . . . keep reading
   
   
7. DOWNLOAD: Weekly Activity Log
   by Mark Whitby
   Use this form to set and achieve your KPI's (Key Performance Indicators). Fill it in each day, and start a new one every week. The Activity Log helps you to stay focused and disciplined. Plus it enables you to track your key numbers and improve your ratios. For owners and managers, the Activity Log is a performance management tool. If you don't measure it, you can't manage it! . . . keep reading
   
   
8. DOWNLOAD: Key Account Planning Worksheet
   by Mark Whitby
   Every recruiter thinks he/she has "excellent client relationships." But how well do you really know your client? How much did they spend on recruitment last year? And how much of that budget did they spend with you? If your primary contact left his/her job tomorrow, would you still get all the vacancies from that company? Your competitors have a strategy for winning the business ... do you have one for keeping it? Use this template to write an Account Plan for each of your key clients. . . . keep reading
   
   
9. 11 Ways to Generate More Vacancies
   by Mark Whitby
   Whenever I get off track, I find it helps to go "back to basics." There are dozens of ways to generate new job orders, and these 11 tactics should form the foundation of your business development activity. . . . keep reading
   
   
10. DOWNLOAD: Checklist for Presenting the Offer
    by Mark Whitby
    Before you phone your candidate with an offer, review this checklist first. If you want to get your offer to acceptance ratio as close to 1:1 as possible, make sure you do your homework prior to presenting every offer. This checklist gives you the structure and wording to maximize the chances of having your offer accepted. . . . keep reading
    
    
11. DOWNLOAD: Characteristics of a Placeable Candidate
    by Mark Whitby
    Want to maximize your interview: placement ratio? Make sure you cover these key questions with each candidate after every client interview. Failing to ask the right questions at this critical stage in the placement process could make the difference between making or losing your fee! This checklist takes you step-by-step through the conversation so you can spot the buying signals and/or the potential deal breakers . . . keep reading
    
    
12. DOWNLOAD: Weekly Time Planner
    by Mark Whitby
    Be honest - how much of your time is spent on fee-generating activities? Big Billers are more productive than average recruiters because they are extremely disciplined about where they spend their time. Use this template to map out your week and schedule time for important activities such as recruiting calls, marketing calls, etc. The Weekly Time Planner is a simple but effective way to take control of your time and get focused again. Fill it out and pin it to your wall today! . . . keep reading
    
    
13. WEBINAR: Offer Management - Closing the Deal
    Mark Whitby
    In this online seminar, you'll discover proven offer management strategies of top producers. Take control of the offer process, defeat deal breakers, and convert more vacancies into placements. . . . keep reading
    
    
14. DOWNLOAD: Checklist for Debriefing the Candidate Post Interview
    by Mark Whitby
    Want to maximize your interview: placement ratio? Make sure you cover these key questions with each candidate after every client interview. Failing to ask the right questions at this critical stage in the placement process could make the difference between making or losing your fee! This checklist takes you step-by-step through the conversation so you can spot the buying signals and/or the potential deal breakers. . . . keep reading
    
    
15. Objection Handling: "We're Not Recruiting"
    When you're canvassing for new business, this is the probably the last thing you want to hear! And for most recruiters, this objection signals the end of the conversation. But don't give up yet! If handled correctly, this objection can lead to a very productive conversation. . . . keep reading
    
    
16. DOWNLOAD: How to Build (or Re-Build) a Profitable Recruitment Desk
    by Bob Marshall and Mark Whitby
    Here's the workbook for the "How to Build (or Re-Build) a Profitable Recruitment Desk" webinar replay, including the PowerPoint slides - 8 pages. We recommend that you print this handy study guide before watching the Online Seminar and use it to record your notes and for easy reference. . . . keep reading
    
    
17. WEBINAR: Candidate Generation Strategies
    Is yours a candidate driven market? How many more placements could you make if you had access to better candidates? Now you can learn the candidate sourcing strategies of top producing recruiters. you'll discover more than 25 free ways to source more placeable candidates without spending more money on advertising. . . . keep reading
    
    
18. DOWNLOAD: Deal Breaker Prevention Checklist
    by Mark Whitby
    Want to close more deals? Use this checklist to prevent deal breakers and maximize your chances of success. The more of these factors are present, the better your chances of making a placement. The fewer success factors, the greater the risk of a deal breaker. This is really two checklists rolled into one. The left hand column addresses "client control" and the right hand column addresses "candidate control." Big Billers don't leave anything to chance. They cover every factor with every client and every candidate, every time. . . . keep reading
    
    
19. DOWNLOAD: Checklist for Debriefing the Candidate Post Interview
    by Mark Whitby
    Want to maximize your interview: placement ratio? Make sure you cover these key questions with each candidate after every client interview. Failing to ask the right questions at this critical stage in the placement process could make the difference between making or losing your fee! This checklist takes you step-by-step through the conversation so you can spot the buying signals and/or the potential deal breakers . . . keep reading
    
    
20. DOWNLOAD: Characteristics of a Qualified Vacancy
    by Mark Whitby
    Before you invest time and effort on a search, you need to make sure it's properly qualified. Big Billers only work on "grade A" searches that they have a good chance of filling. Average recruiters, on the other hand, get sidetracked with vacancies that are realistically a waste of time. This checklist will help you to evaluate every vacancy and decide whether it's worth working on. To maximize your chances of success, make sure every search you undertake meets most of the following 10 characteristics. . . . keep reading
    
    

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