The MPC Standing on the Shoulders of Giants Lou Scott passed away on Saturday, January 14th, 2006. Who was this man? Lou Scott was one of the giants of our industry. As Dr. Dan Posin once quoted Newton in Dr. Posin’s Giants: “If I have seen further than others, it is only because I have…

The Candidate Does the Closing A Sales Mind in a Technical World John Lewis was a recruiter, trainer, and manager. Though he held a BSEE, he thrived in the recruitment business—a field often dominated by sales-driven personalities. John had that sales instinct, along with a dry wit and a sharp sense of humor. I speak…

A Lesson in Adaptation from WWII World War II in the Pacific was nearing its stormy conclusion. It was April 1945, off the coast of Okinawa, when three Japanese kamikaze pilots dove out of low cloud cover to attack the American destroyer USS Hazelwood (DD531). The ship managed to evade two of the planes, but…

Why Qualifying Job Orders Matters—Now More Than Ever In today’s recruiting environment—where Job Orders are rare and candidates are plenty—our instinct is to jump at any job opening. But this approach leads to wasted effort, low fill rates, and ultimately burnout. If you’re working on straight commission, the only way to survive and thrive is…

The Pre-Qualifying Technique Some years ago, I had the opportunity to visit the Idaho office of a recruiter I consider the most complete professional in our business. To protect his identity, I’ll simply refer to him as Dan. If you know me, you probably know who I’m talking about. I nicknamed him Robocruiter—inspired by the…

The “I Have Arranged…” Technique As I mentioned in Robocruiter, Part 1, Dan was a unique recruiter. A true student of our business, he was exceptional in so many ways—and he taught me more than I can ever repay. One of the techniques he is famous for is what he called the “I Have Arranged…”…

By The Numbers Ron Allen passed away this past Memorial Day, 2006. He was too young, but it was somewhat fitting since he was a military veteran and also a very memorable man. I met Ron in the early 1990s when he was part of a team recruiting me to relocate from San Diego to…

Finally, a Contest, and an Award, That Motivates In my travels over the years, I have had the advantage of meeting many fine managers—producing and otherwise. But the one who really separates himself from the pack is Larry, the Super Manager. Larry, until 2002, ran a large recruiting operation in Portland, Oregon. For years and…

I know that the FAB is a ‘technique’, and not a person, but sometimes a technique takes on a life of its own. Years ago, I had the privilege of belonging to a very strong group of five recruitment trainers for a very large recruiting organization. Our little band of brothers was led by Chuck…