| 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 Recommended Products and Services |
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