• Client Qualification Framework:

  • Test response time and communication speed
  • Evaluate fee negotiation behavior (resistance to lower fees indicates better clients)
  • Review contract terms for one-sidedness
  • Assess if they want a partner vs vendor relationship
  • Look for willingness to provide engagement/retainer fees

• Portfolio Management Approach:

  • Never let one client exceed 25% of total billing
  • Maintain mix of 70% engaged/30% contingent work
  • No contract work (focus on permanent placements)
  • Categorize clients into A/B/C tiers
  • Regularly evaluate and fire poor-performing clients

• Daily Productivity System:

  • Target 50 calls per day (flexible based on quality)
  • Focus on achieving 1 sendout per day
  • Goal of 5 sendouts per week, 20 per month
  • Pre-plan work to enable flexibility
  • Maintain organized lists of jobs and marketing calls

• Business Development Mix:

  • Primary focus on referrals
  • Combination of cold calls, emails, and LinkedIn
  • MPC (Marketing Past Candidates) approximately 60% of new business
  • Continuous relationship building across multiple channels

• Work-Life Balance Strategy:

  • Compress $1M+ billing into 9 months
  • Take approximately 3 months off annually
  • Plan work efficiently to enable flexibility
  • Stay accessible for critical deals while away
  • Focus intensely during working hours

• Technology Stack:

  • CRM: Crelate
  • Communication: RingCentral
  • Outreach: Outplay
  • Enrichment: Lucia, Chatterworks
  • Interview Tools: MetaView for recordings
  • Additional: ChatGPT, Foxit, One Tab

• Success Mindset Elements:

  • Focus on specific niche/geography
  • Willingness to walk away from bad business
  • Build true natural connections
  • Maintain humility while being confident in abilities
  • Continuous learning attitude

Related Content