| Table of Contents | ||
| Chapter | Page | |
| Introduction | I | |
| 1. A Simple Strategy for Increased Production | 1 | |
| 2. A Simple Strategy for Increased Production: The Four Keys | 11 | |
| 3. Organizing and Developing Your Client Base | 21 | |
| 4. Developing Repeat Business | 37 | |
| 5. How to Achieve Strong Billings in Any Market! Part I | 47 | |
| 6. How to Achieve Strong Billings in Any Market! Part II | 57 | |
| 7. Time Management for Recruiters | 71 | |
| 8. Dynamic Planning | 81 | |
| 9. The Solution to a Problem: Motivating the Client to Sell | 93 | |
| 10. Capitalizing on the “Difficult-to-Fill” Position | 97 | |
| 11. Presenting and Merchandising the Candidate | 103 | |
| 12. Verifying the Interview…Coaching the Client | 111 | |
| 13. Testing the Search | 119 | |
| 14. Follow-Up after Interview: The Dead Questions | 129 | |
| 15. Candidate Concerns: Why and How | 145 | |
| 16. The “Send Me a Resumé” Delay | 157 | |
| 17. Heartbreak and Solutions: Counteroffers and Other Problems Part I | 169 | |
| 18. Heartbreak and Solutions: Counteroffers and Other Problems Part II | 177 | |
| 19. Closing! Before and After | 185 | |
| 20. Slump! Causes and Cures | 199 | |
| 21. Managing the Process | 213 | |
| 22. Overcoming Hiring Delays | 227 | |
| 23. The Stages of Skill Improvement | 235 | |
| 24. The “Plateaued” Recruiter | 243 | |
| 25. From Good to Great! Part I | 259 | |
| 26. Analyzing Changes! A Case Study | 273 | |
| 27. From Good to Great! Part II | 285 | |
| 28. From Good to Great! Part III | 297 | |
| 29. Getting All the Business You Earn! | 311 | |
| 30. Thirteen Giants for You | 319 | |
| 31. Developing Your Voice | 335 | |
| 32. Care and Feeding of the Voice | 345 | |
| 33. Born to Win! | 357 | |
| Epilogue | 361 | |