• Pattern Interruption Framework: A technique to break standard conversational patterns to get more authentic responses

  • Avoid typical recruiter openings/language that trigger defensive responses
  • Use unexpected questions or approaches to keep prospects engaged
  • Example: Asking “Can you hear me okay?” instead of standard introductions

• Time Management Methodology:

  • Block scheduling in 1-1.5 hour focused segments
  • Minimize distractions (email, notifications, phone)
  • Align work blocks with personal energy levels/productivity peaks
  • Prioritize activities based on “Where are your sendouts coming from?”

• Business Development Approach:

  • Lead with MPC (Most Placeable Candidate) marketing to open dialogues
  • Focus on understanding company culture and infrastructure vs. industry specifics
  • Position yourself as talent acquisition expert rather than industry expert
  • Use recruiting conversations to generate business development leads

• Metrics-Driven Success Framework:

  • Track personal conversion ratios and performance metrics
  • Use metrics to identify market trends and needed pivots
  • Customize reporting to individual goals and benchmarks
  • Monitor patterns to predict and adapt to market changes

• Candidate Conversation Structure:

  • Focus on 4 key pillars:
    1. Desired company type
    2. Cultural fit
    3. Role specifications
    4. Compensation requirements
  • Mirror same structure for client development conversations

• Training/Development Methodology:

  • 10% commission structure for lead generation
  • Minimum 2 leads per week requirement from recruiting calls
  • Right of first refusal for recruiting on self-generated leads
  • Focus on fundamentals before innovation

• Fee Negotiation Strategy:

  • Defer fee discussions until understanding full scope
  • Position as “recruiting malpractice” to quote fees without evaluation
  • Use written proposals to formalize arrangements
  • Frame as partnership investment vs. transaction

• Business Development Best Practices:

  • Maximize every conversation opportunity
  • Build networks through conferences and speaking engagements
  • Focus on relationship development vs. transaction
  • Leverage tenured relationships and referrals

• Success Metrics Framework:

  • Monitor placement ratios
  • Track conversion rates at each stage
  • Document fee averages and trends
  • Use data to drive strategic decisions

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