Planning for Your Best Year Ever in 2026 The ‘Atomic’ Approach --A Six Part Series-- Part One by Bob Marshall November 25, 2025 The Central Theme Behind What We Do At TBMG, International, we live by a simple philosophy: the classics of recruitment success never change. They may evolve with the times, but the core…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Thirteen The Conclusion Value Trumps Everything by Bob Marshall November 18th, 2025 PART THIRTEEN: Value Trumps Everything As we bring this series to a close, let’s return to one timeless truth that ties everything together: Value trumps everything. Whether you enter a marketing presentation…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Twelve The Value Proposition RSC = Recruiter Service Charge by Bob Marshall November 11th, 2025 PART TWELVE: RSC = Recruiter Service Charge Let’s talk about your Recruiter Service Charge (RSC) — the professional fee that defines your value in the marketplace. Whether you charge…

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…