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So far Danny has created 77 blog entries.

20 Commandments

Hey Danny, What do you think of our 20 commandments? 1. Thou shall have a written plan every day. 2. Thou shall have 50+ dial outs every day (always a mix of marketing + recruiting calls). 3. Thou shall interview 10+ headhunted candidates every week (headhunted candidate = a candidate who is working, is not expecting your call and is only passively seeking a job - not on job boards). 4. Thou shall have at least 4 sendouts every week (16 for the month - either by presenting on active tested mandates OR securing interviews by doing MPC calls). 5. Thou shall get at least 2 job orders every week (8 for the month). 6. Thou shall use the script, role-play it every week and know their rebuttals. 7. Thou shall update CATS for any candidate / client activity (no commission paid on placed candidates who are not added or properly added to CATS). 8. Thou shall always test a job order within 1-2 business days after receiving it before flooding / covering it with 4 more sendouts (within 4-5 business days - you can test it with Internet candidate but make sure that you have at least 3 headhunted sendouts for the mandate). 9. Thou shall have [...]

Candidate Passive

Hi Danny, I want to have you walk me through something here. On the last couple of deals I have been working on, I have been finding I am not getting sufficient candidate commitment. Of course, in my defense, I am working with strictly passive candidates. Now I have another situation where I am not sensing I have good control on the situation. Working with a client - Great company, great benefits (401K + Pension matching at 11% fully vested in 2 years) then there's the job... WOW - this is an amazing job! It's all new technical development in the latest technology. A very well funded project - great political capital to boot! Dream job! Except- Location, Location, Location. This client is located in the middle of nowhere. The Chief Technology Leader knows this. He's done a good job getting a very well planned out project and he's seeking my help to find him talent. I have found a candidate who is an excellent match and is in a degree of career pain. He's also very interested in the benefits package and he's frankly very interested in the work that he's interviewing with my client for - he also confided in me that after 13 years of [...]

Some Clients Are Cray, Cray!

Danny Replies: I assume you want a solution besides the one I’m inclined to recommend… (AKA screaming into the phone, “Are you serious? Do you know how hard it was to find this candidate?”) This situation calls for two classic closes, whichever resonates for you. You shouldn’t need both. REDUCE TO ABSURDITIES: First you show empathy. I understand that even though you changed the hours, they are your hours, you run your shop as you’d like, etc. It is easy to take an emotional stance, let me suggest something. Most studies show that in the typical 8-hour day an employee is truly “working” about half that time. And we all know there are people who can do 8 hours of work in 4 and people who take 8 hours to do the work that can be done in 2 hours. There are 480 minutes in a day, 96000 hours in a calendar year of working. Instead of looking at the number “30 minutes”, I think we should consider that she is really asking for 6.5% of the 480 minute day. (6000 of the 96000 she will work for you this year.) Isn’t it reasonable to believe that if she is as good as we both think she is, [...]

Email Script Critique: No Sleepy Emails

Script Submission Good afternoon, I hope this email finds you well. I am reaching out to you today because I came across your profile, and it really piqued my interest. I was most impressed with your extensive UX background, and capability to drive end-to-end research and design work at ABC Company. I noticed that you've been working at ABC Company for about 2 and a half years now (that's awesome!), and I hope it's still going great. But, in case you're looking to explore something new, I have a UX Designer role and a Senior UX Designer opportunity in mind. I think these roles could be a fit, and I'd love to share them with you. I am always looking to network with passionate and ambitious design individuals, and would love to learn more about you and your career goals. Are you open to a conversation? Let me know if you are available anytime this week to chat. I look forward to connecting! Danny's Critique: So there are these cool eye tracking studies, and they prove that when someone reads a web page, they unconsciously go to two areas, the very beginning, and the very end. (This seems right to me intuitively, all speakers know that you have [...]