Adaptability – Our Prime Directive
SELLING VALUE
–A Thirteen-Part Series–
Part Four
The First Approach
by
Bob Marshall
September 16th, 2025
PART FOUR
THE FIRST APPROACH – The FAB Presentation
- Before it comes up
The best way to prevent objections is to address them before they arise.
One proven method is the FAB Presentation—Features, Accomplishments, and Benefits.
When presenting a candidate, resumes often fall short—they tend to invite rejection rather than spark interest. That’s why top recruiters use the FAB format. It connects the dots between what the candidate has done and what they can do for a future employer.
FAB Defined:
- Feature – A fact about the candidate (education, skills, experience).
- Accomplishment – Measurable results they’ve delivered (numbers, dollars, percentages).
- Benefit – The value the new employer can expect, based on those accomplishments.
Why FAB Works:
- It shows hiring managers exactly how a candidate can impact profits, save costs, or improve operations.
- It highlights proof of past performance, not just responsibilities.
- It positions the candidate as a problem-solver—someone who will make the hiring manager’s life easier.
How to Build a FAB Sheet (Quick Steps):
- List features—degrees, certifications, skills, unique experiences.
- Match each with concrete accomplishments: increases, cost savings, process improvements. Numbers here please!
- Translate those into benefits for the prospective employer—“Because I saved $250K in my last role, I can bring cost-cutting expertise to your operation.”
FAB in Action (Example):
- Feature: Identified inefficient office process.
- Accomplishment: Automated the workflow, saving 20 staff hours weekly ($400/month).
- Benefit: “I can bring that same efficiency and cost-saving expertise to your company.”
Pro Tip: Prepare several FAB entries before interviews. The more examples you have, the more persuasive your presentation will be.
Next week: Part Five– Second Approach
My Best,
Bob
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550