Criteria Focused: 
Top producing recruiters, by either great training or hard knocks, have determined the key criteria of what constitutes a great search assignment or job order. They never compromise these criteria by request or demand.

Even on a bad day (Yes, they have them too!) they stick to their proverbial guns in this War for Talent realizing that any condition from a client that compromises their effectiveness and process fails everyone. 

Big billers are aware that in a shallow candidate pool some candidates can become unrealistic about their worth or attractiveness to potential employers.  They follow the rule that an uncooperative candidate cannot be one!

Self-Awareness: 
As entrepreneurial people, top recruiters carry a predisposition to have control over everything.  I have met a few recruiters who take great pride in having absolute hands-on control over every issue, step, and situation that arises.  Typically, they are not on the list of top producers. 

That is okay but my primary motivation, as is also the case with most top recruiters, is wealth generation.  Great recruiters know that they need to focus on their strengths and allow others to perform tasks less focused on rainmaking.  Top billing recruiters remain in constant contact with three categories of people; those who pay fees, those they can place and those that lead them to the other two.  Nearly every top recruiter has a researcher (or more) in direct support of their practice.

Believe in Their Value:
Armed with a proven process, a cooperative client, and the support staff required, top producers know, without a trace of doubt, that what they are capable of creating is of tremendous value to all involved.  They leverage great careers for candidates, provide huge return on client fee investments, and manifest tremendous wealth.  Their efforts, just like yours, are met by clients who make unrealistic or self-defeating demands that compromise their ability to produce the

desired outcome of their process.  They say "NO" and explain how a better approach can benefit the client.  When faced with rigidity in these clients, they walk away, period.  They realize that the time spent trying to make something out of a compromised search is typically a waste of time and more time consuming than applying their process and skills where they should. 

Further, they never compromise their fee or the basis by which it is calculated (total annual taxable compensation).  They never offer a refund of a fee; rather they promise a result that solves the problem.  They know instinctively, that they must work closely and primarily with the hiring decision-maker while maintaining respectful communication with all other parties involved.

They Value Their Evolution:  Having trained thousands of recruiters across two decades, I have seen many arise to the top of their profession.  Invariably, the best recruiters are constantly seeking an improvement in their skills and process.  It is a normal human tendency to hold tight to what has made us successful to one degree or another. 

Top recruiters are aware that the world outside of their "trench" is constantly evolving, changing, and growing.  They anticipate the necessary changes in their practices and seek skilled training.  They attend conferences frequently and seek the wisdom of their peers.  Not for self-assurance of their greatness, but most often for the piece here, the tactic there, and the modifications that the day demands, they seek training opportunities. 

Change is not right or wrong, it is inevitable.  They know the wisdom of this timeless adage and it drives them to seek improvement.

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BIOGRAPHY

Doug Beabout CPC CSP brings over twenty-seven years of expertise in top production, personnel services firm ownership, and industry training. His reputation for training excellence has placed him, repeatedly, as a guest speaker for the National Association of Personnel Services. Doug currently works with many state level associations as a featured trainer and speaker at several state conferences. He is a business consultant to many franchised and independent personnel services firms.

Doug is owner and president of The Douglas Howard Group, a personnel and training services company. Doug works a “desk” every day and he is uniquely qualified as a personnel services industry trainer. Many of his clients have put their net worth ON THE LINE to succeed in the personnel services industry and did as a result of his training and guidance.

Doug previously held the position of Vice-President of Training and Development for SRA International, Inc. for ten years and was responsible for the establishment and success of hundreds of personnel services firms and their staff members. Prior, Doug was owner and president of a successful contingency, temporary and retained personnel services firm for ten years in Dayton, Ohio. He gained his early placement experience as a personnel services consultant in an independent firm.

Doug’s professional experience started as an officer in Strategic Air Command. He was assigned to several B-52 bomber units throughout the continental U.S. and Pacific regions. Doug has a Bachelor's degree in Comprehensive Training and Education.

Doug has held the title of CPC; certified personnel consultant (NAPS) since 1981 and is included in several Marquis’ Who’s Who publications.

His websites, www.RecruiterElearning.com and www.ResearcherElearning.com detail many of his services to the recruiters in this ongoing War for Talent. 

Doug can be reached at his Destin Florida Search Consulting firm, the Douglas Howard Group, 850.424.6933Call Doug today at 850.424.6933 or email him at trainer@recruiterelearning.com , he will take you to your highest billing goals.

Other Great Articles:

The Importance Of Following The Steps Of The Placement Proce

Storyboard Your Recruiting Script

How a Solid Onboarding Process Can Help You Improve Employee

Recruiting Based on Cultural Fit - An Excuse to Discrimina

2012: Ready…Set… HOLD!

Finding the Recruiting Script that Works

Locating online influencers – part one: where to begin

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