JUST SAY NO
Published on 14 Sep 2007 at 4:36 pm.
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The clients you select can MAKE or BREAK your future. You need to put your efforts where you can get the best results. The definition of a client is someone you HIRES from you, not just gives you Job Orders. You need to form a strong working relationship with these clients and eventually earn the role of TRUSTED ADVISOR.
September is a pivotal month…you are setting up your last quarter and you are also setting up 2008. The placements you make in the last months of 2007 often represent your CASH-IN for January.
1. Study where you made placements in the last 12 months and mirror those orders. Often the best candidates surface AFTER a job has already been filled. If you write similiar job orderrs you will have candidates in your database.
2. Figure out what is your BEST BUSINESS.
Where do you get paid the highest fees? What title? What industry? What salary level? What geographics?
Aim 85% of your marketing efforts at this business!
If you are working a temp or contract desk..where are your highest margins? Longest assignments?
When clients ask you for special “allowances” from day one, this is only the start of a long string of issues. Typical red flags would be reduced fees, extended guarantee periods, payment after 30 days, THEM outlining how you should run YOUR business! If you have 25 - 30 clients who think of your FIRST when they have hiring needs in your area of specialization - you are guaranteed high billings.
Who are the companies you will do business with in 2008? Today is the day to start writing that list!
Barb Bruno, CPC, CTS
