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…

Mike Crosswell, during the late 1990’s, was the owner of Blue Arrow; the UK’s largest privately-owned staffing organization. I met Mike at that time because he was on the Board of Advisors of the same company who had relocated me from San Diego to Atlanta to become their VP of Corporate Development (Trainer). We had…

Goal Setting for 2023 --A Seven Part Series-- Part Seven by Bob Marshall November 1st, 2022 Revisiting The Yearly 6 Essentials These are the six main activities you need to implement, on a daily basis, to be successful recruiters.  When goal setting, you need to remember these gems that were handed down to you from…

Bob Marshall’s July 2022 BLS Analysis for Recruiters; 8/5/22 The 6 July Articles… Start here… In the ‘Great Resignation,’ veterans can help DAV Magazine, July/August 2022 It’s no surprise that DAV has long advocated for veterans in the workplace.  We know the immense value they bring and encourage employers to engage with them. In the…

Bob Marshall’s November 2021 BLS Analysis for Recruiters; 12/3/21 The 6 November Articles… Start here… US Expansion will continue into Next Year despite Rising Prices, Supply Chain Bottlenecks Daily News, November 18, 2021 The US economic expansion will continue into next year though headwinds will remain, according to analysis of The Conference Board Leading Economic…

Bob Marshall’s October 2021 BLS Analysis for Recruiters; 11/5/21 The 5 October Articles… Start here… Adding Benefits Descriptions to Job Ads Can Increase Apply Rate by 22% Daily News, November 1, 2021 Adding descriptions of benefits in job ads can increase the apply rate by 22%, according to research by programmatic job advertising platform Appcast. …