Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Eleven The Value Proposition IECS = Internal Employee Costs Saved by Bob Marshall November 4th, 2025 PART ELEVEN IECS = Internal Employee Costs Saved Understanding Internal Employee Costs When a position sits open, the costs go far beyond a missing paycheck. Internal employee costs…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Ten The Value Proposition AEW = Approximate Employee Worth by Bob Marshall October 28th, 2025 PART TEN AEW = Approximate Employee Worth Why the “Multiple of Compensation Method” Can Change How You Sell Your Service When it comes to hiring top talent, most companies…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Nine The Value Proposition ETV = AEW + IECS - RSC by Bob Marshall October 21st, 2025 PART NINE The Value Proposition – ETV = AEW + IECS – RSC When recruiters talk to Hiring Managers, one of the most powerful tools we can…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Eight Common Recruiting Objections The Second Three by Bob Marshall October 14th, 2025 PART EIGHT Common Recruiting Objections – The Second Three Handling objections is the art and science of recruiting. By the time a client raises one of these, you need confidence,…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Seven Common Recruiting Objections The First Four by Bob Marshall October 7th, 2025 PART SEVEN Common Recruiting Objections – The First Four Recruiters face objections every day, but how you respond separates the amateurs from the big billers. The key is preparation. Practice…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Six The Third Approach by Bob Marshall September 30th, 2025 PART SIX The Third Approach Third, and finally, if the objection surfaces again—and you determine it’s genuine rather than just hesitation—you’re likely dealing with a true condition. At this point, your job is not…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Five The Second Approach by Bob Marshall September 23rd, 2025 PART FIVE The Second Approach One of the biggest mistakes salespeople and recruiters make when they hear an objection is to immediately dive in and debate it. That only gives the objection more power.…

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,…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Three The Objection Formula by Bob Marshall September 9th, 2025 PART THREE THE OBJECTION FORMULA Every recruiter dreads objections—until they realize objections are where deals are won. Top producers don’t fear pushback; they welcome it. Why? Because objections mean the client is engaged. If…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Two The Five Step Plan by Bob Marshall September 2nd , 2025 PART TWO OBJECTIONS Objections are not the end of the road—they’re simply part of the journey. Too many recruiters treat an objection as a rejection, assuming the hiring manager (HM) has decided…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part One The Five Step Plan by Bob Marshall August 26th, 2025 PART ONE The Five-Step Plan for Winning Clients in Today’s Recruiting Market If you want to thrive in recruiting, you need more than hustle—you need a system. Too many recruiters wake up each…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- The Preamble by Bob Marshall August 19th, 2025 I am going to start this Introduction a little differently by looking back at an example of how we can get blinded by reaching out for the new SHINY OBJECT, when we should stay with what got…