Table of Contents
Chapter Page
Instructions for Use
Introduction
Part I: Selecting the Search Assignment
1. The Most Important Thing 13
2. The Foundational Search Assignment Criteria 17
3. Differentiate to Influence! 29
4. Finding Out if the Client Will Sell 39
5. Identifying the offer 47
6. Hiring Authority/Human Resources Part I 57
7. Hiring Authority/Human Resources Part II 65
8. Hiring Authority/Human Resources Part III 71
9. Action Versus Excuses 79
10. Further Selectors 85
11. How to Obtain Complete Information 93
12. Analyzing Your Search Levels 99
13. The Search Assignment Checklist 105
Part II: Identifying the Candidate
14. A Balanced Approach 113
15. The Source File 119
16. Obtaining Referrals Part I 123
17. Obtaining Referrals Part II 131
18. Peers as References 137
19. Association Membership Lists 141
20. Reactivating Inventoried Candidates 149
21. Updating Your Data Base 153
22. Placed Candidates 163
23. The Gambit Call 169
24. Advanced Gambit Calling 179
25. Natural Growth 189
26. Easy Recruiting 195
Part III: Recruiting the Candidate
27. The Recruiting Call 203
28. The Basic Principles 207
29. Improving Your Odds 211
30. The Recruiting Script 223
31. Questions and Problems 233
32. Presenting the Opportunity 239
33. Closing the Recruiting Call 251
34. The Reluctant Recruit Part I 257
35. The Reluctant Recruit Part II 265
36. Reassuring the Candidate 271
37. Ratios for Recruiters Part I 277
38. Ratios for Recruiters Part II 285
39. For Managers Only Part I 291
40. For Managers Only Part II 297
41. Implementing 305
42. And in Closing 311
Further Education
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