The Humble Beginnings of Iconic Brands
–A Ten-Part Series–
Part Four
by
Bob Marshall
February 18th, 2025
Part Four – The Small Company
Unlike large corporations that create barriers to your success, small and mid-sized companies operate with much more flexibility. So why do so many recruiters overlook these companies? It’s a huge, missed opportunity.
In fact, working with small and mid-sized businesses should be a significant part of your strategy. These companies not only offer more consistent opportunities to earn (often with quicker payments), but they’re also much easier to work with compared to their bigger counterparts. Forget about the red tape, the bureaucracy, and the endless hurdles. Once you’ve secured a few smaller clients, you can still tap into larger companies for recruitment, but small businesses often offer the most rewarding partnerships.
Consider this: why do so many engineering recruiters in Seattle focus on smaller companies rather than giants like Boeing and Microsoft? It’s because smaller businesses present opportunities that larger corporations simply can’t match. Think about it.
However, working with smaller companies does come with some initial challenges.
First, ensure these businesses have enough liquidity to make your fee payments. In some cases, a small business might not have cash readily available, so it’s important to arrange payment terms upfront to avoid delays. Mid-sized companies generally present fewer payment challenges, but it’s still wise to clarify expectations early on.
Now, here’s an important point to remember, when there’s urgency, you’ll rarely face objections. If a company needs talent quickly, they’re more likely to work with you smoothly. The real struggle comes when there’s no sense of urgency. That’s when objections pop up.
Without urgency, you’re forced to become a “professional objection handler,” battling through each issue, potentially creating friction in your relationships with clients, and ultimately leaving you feeling drained, frustrated, and questioning your career. But let’s be clear: this isn’t a bad job. It’s a good job being done in the wrong way because you’re exposing yourself to businesses that don’t have an immediate need for your services. There’s no urgency, which means no real drive to work with you effectively.
Next week: Part Five – The ADP/Stanford Labs Monthly Employment Report
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
520-842-5550 (fax)