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Menemsha Group’s innovative techniques and unique expertise are now at the fingertips of IT Staffing and Recruiting professionals through various thought leadership pieces including white papers, articles and free downloads.
Featured Article
 Strategies for Selling IT Staffing in a Down Economy
The Fordyce Letter
Effectively selling IT staffing in a good economy is never easy.
It’s highly competitive, requirements change on a moment’s notice, candidate availability often fluctuates, and there are pricing pressures and other factors in the sales process that we have little control over. It also requires a high level of sales activity, relentless persistence, discipline, and attention to detail, not to mention exceptional sales abilities. In a down economy, we face all these same challenges, only on steroids.
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Articles
Click on the links below to read the article:
The Toughest Objection of Them All
The Fordyce Letter
If you are like most sales and recruiting professionals in the staffing industry, you’re probably frustrated hearing your prospects and customers tell you, “We’re not hiring and we have no budget.”
How does one overcome such an objection?
Better yet, how does one even engage in a meaningful conversation when you know your prospect or customer is operating under those circumstances? Here is an idea that has worked for me, and hundreds of others.
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Strategic & Tactical Sales Planning for the New Year
The Fordyce Letter
With new sales order activity coming to a halt and active orders stalling, what is one to do with all this down time? How about build a recession-proof sales plan for 2009? From my experience in selling IT staffing and consulting, I always found that a strong Q1 always set the tone for the remainder of the year.
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Strategic & Tactical Sales Planning for 2009
NACCB Monitor Online
“How do you intend to identify new accounts and decide what market segments to pursue?” “How do you develop your strategy and what will your underlying tactics be to ensure you hit your goals in the upcoming year?” These are great questions that require time and attention, but when? For those of you who are new to working in the IT professional services industry, you’re probably now learning that business slow downs during the holidays. For you veterans out there this is nothing new to you.
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You Mean You're a Body Shop?
NACCB Monitor Online
Admit it, at least once you’ve all heard these words come out of the mouth of your prospect. It’s not a good feeling and it certainly doesn’t articulate the value that we deliver to our clients each and every day. Next thing you know you are reeling to turn the conversation around and convince the prospect why you are not a body shop. Not a good place to be to say the least. But let me ask you another question, when was the last time you took a really hard look and scrutinized your open job requirements/sales orders? I decided to take a gander the other day at the open IT consulting/contracting opportunities on the various job boards and vendor websites. Based on the quality of what I saw, it’s no surprise our prospects often use the term “body shop” to typify our industry. Let me share with you what I uncovered and then provide some thoughts and insight to help ensure you’re never labeled a “body shop.”
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Industry Links
www.cio.com
www.simnet.org
www.naccb.org
www.ere.net
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See Dan Fisher's Content
Featured on:
Prepare for Recovery: Six Staffing Solutions to Increase Placements Today (Read Article)
Selling IT Staffing Services
(Read Article)
Cold Calling Tips & Techniques
(Read Article)
Identifying Real Job Orders: Part 1
Qualifying Hiring Managers to Save Time (Read Interview)
Master the Art of Patience to Yield Big Results
(Read Article)
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