Sourcing success secrets are revealed as the world’s leading Internet Recruitment Research pioneer details his top 10 most-frequently-used electronic research methods. You will learn instantly useful, proven techniques that anyone can easily apply. If you are a busy recruiter who wants to beat the competition and reduce costs by finding people not available in mainstream sources, you should take this workshop!

BONUS: you will be able to use these techniques to find new business leads for client prospect sourcing as well!

Here are some of the top 10 topics you will learn in this fast-moving session:

• How to get your viewable network on LinkedIn way into the millions in minutes, find profiles beyond your 3-degree network, and increase your visibility with a free basic account
  
• Sensational search engine time-savers revealed
  
• Magic tips to make search engines behave by eliminating junk results (turn your “results 1-10 of about 10 million” into “1-100” of 250 or less)
  
• Discover free and revolutionary tools that effortlessly automate your research
  
• Leverage Twitter and Facebook to get noticed and generate both business and candidate prospects

Conference Chair Jeff Skrentny kicks off another invigorating three-day gathering of the industry’s leading third-party recruiters.

The fault line—that dangerous, unstable seam in the economy where the Internet and other powerful innovations meet and create market-shattering tremors. Every company lives on it; no manager can control it. Everyone must learn to deal with it. —Geoffrey Moore

As the recession comes to an end and the economy begins to show signs of improvement, firms will be assessing the damage and asking that all important question - “where do we go from here?” There have been significant shifts in the way our candidates and clients will do business. Those who think 2010 will be easy money and back to business as usual will be in for a rude awakening. With rumors of a jobless recovery and unemployment rates between 8-10%, it is predicted to be anything but easy.

This session will address the seven shifts that have occurred in the recruiting and staffing industry and how to position you and your firm to take advantage of them. How you and your organization handle these important shifts will determine the level of success you will see as the economy rebounds. Like dancing on the fault line, a miss step could send you further back into the recruiting abyss.

Use this presentation to gain valuable insight in to:

• The seven shifts that happened while the recession was taking its toll
• The changes that our clients have gone through and how to take advantage of them
• Developing the ultimate relationship with your candidates to influence their decisions
• What to stop doing – now
• Business Development techniques that are working
• Voice Mail techniques that add value and get returned phone calls
• Establishing the ”right” relationships with Clients
• Techniques to building your “Brand” in the new market place for both candidates and clients
• The role of technology – and how to take advantage of it

Do you have your dancing shoes on?

Timothy J. Tolan, Senior Partner and managing director of Sanford Rose Associates-Charleston will be leading a workshop on new business development. Tim is consistently recognized for operating one of the top-producing offices worldwide for SRA. He conducts searches for CEOs, presidents, senior vice presidents, vice presidents of business development, product development and sales.

Tim will be sharing his thoughts and ideas on:

• 7 Critical Success Factors of Building a Successful Search Practice
  
• Defining Your Market
  
• “Selling at the Top”
  
• Developing Your Value Equation

In addition, Tim will be sharing and his best practices on marketing. His hard-hitting style and approach will leave the audience with ideas and nuggets that can be implemented immediately by industry new-comers and experienced search consultants alike.

Enjoy drinks and hors d’oeuvres, mingle with attendees and speakers, and discuss the day’s sessions at our opening night Welcome Reception.

Jeff Skrentny recaps Day One and jump starts Day Two with highlights of what’s still to come.

Whenever two or more recruiters gather, the conversation invariably turns to frustrations with clients — they’re demanding, they’re unreasonable, they’re cheap, they don’t move as quickly as we want, and the list goes on. Well, it might surprise you that your clients have their own list of grievances against recruiters. Over the course of several months, Jennifer Lambert spoke directly with hiring managers and corporate recruiting leaders who control seven-figure recruiting budgets to get their side of the story. What she learned will surprise you. Bottom-line: They WANT to work with recruiters and they WANT to pay your fee, but they have expectations that you must not violate. In this presentation, Lambert will outline the five key grievances hiring manager have with recruiters, as well as easy-to-implement solutions that will help you differentiate yourself so you can win more business easily and authentically. If you’d like more of your client’s recruiting budget to be spent with you, you must attend this presentation.

Want to get more publicity to enhance your marketing efforts and image? A few years ago, Carolyn Thompson was frustrated that her closest competitor was constantly in the news. She had no idea why the media was contacting him and not her to comment on all the vast topics she has knowledge of. Now, she has too many requests to respond to! She is frequently called upon by national news organizations such as The Washington Post, The Wall Street Journal, NPR, CNN, and MSNBC, among others, to contribute content on a variety of topics.

Learn about media, publicity, and becoming an expert in your industry to gain credibility with both candidates and clients. Name recognition opens up many new opportunities; discover how to harness your unique value proposition to enhance your already established advertising and marketing efforts. Create a foundation for your personal media strategy so that you can obtain more exposure, thereby generating more business.

Now, more than ever, in this adverse economy, some clients are trying to avoid the payment of fees. As a recruiter you should take the time to review the basics that will prevent the loss of a fee for which you work so hard.

Have you ever run into the problem where after the placement is made, and the candidate is now employed, that the employer in responding to your statement for professional services rendered, says to you:

• We did not have a written contract
  
• The candidate did not perform well
  
• The contract was not signed
  
• You are not licensed
  
• We hired her for a different job
  
• She’s working at a subsidiary
  
• We had no agreement to pay a fee
  
• The manager is not authorized to pay a fee
  
• We knew about this candidate
  
• His resume was in our file
  
• Another agency sent us his resume before you did

Fee protection begins with the first conversation you have with a prospective client and what you do immediately thereafter. You need to review your contract content and establish a routine checklist at the outset of your relationship with a new client. This presentation will do it for you.

Ever wish you could close more deals? Wish you could have fewer turndowns and improve your conversion statistics? Wish you could get more clients to give you job orders after you meet with them? Wish you could have more candidates begging for the job? Wish you could bill as much as that “other” guy? Wish there were some hidden secrets that could make people do what you wanted more often than not?

There is an art and a science to the business, and this presentation marries them both together! There are six techniques that have the most impact on someone’s ability to persuade. They are proven to work, so come prepared to learn tangible examples of how you can implement them for your desk or branch immediately after you return home. You may have heard of “persuasion techniques,” “hypnotic selling,” “conversation hypnosis,” or “mind control.” They are all different names but use the same concepts. Now it’s time to make sure that you can master them! None of these techniques will be intimidating and most won’t be new to you. Most of you actually have used them without your even knowing it! That’s actually why you closed those deals!

Learn firsthand what they are and how they can make you more successful. The methods simply tap into what makes most humans tick.

(Business development for all levels of staffing and recruitment)

This session is about your ability to develop strong long lasting, trusted, profitable, collaborative relationships, even during challenge economies. It is about your ability to execute skills and techniques and approaches to differentiate yourself from your competitors. Why is this important? If you fail to differentiate with your approach, you will always be forced to differentiate by your price.

This session will provide you with recruiting principles and specific skill sets to:

• Market for new clients in a way that immediately differentiates us from our competitors.
  
• Better understand the client decision process and align your value proposition at every step.
  
• Build real value and trust in an industry that tends to see us as “vendors” or a “necessary evil”?
  
• Properly manage client tactics and demands so that we are seen as more than just a commodity?
  
• Elevate our level of relationship to secure more financially committed / engaged work?

There are only so many hours in a day and phone calls that can be made. We’ll talk about 11 tools every search firm and solo practitioner can use that will help with candidate generation, as well as increasing your name recognition and online presence.

This session is for big-billers who do at least $200,000 a year - but know that is the tip of the iceberg. If what others perceive as decent billings you view as mediocre, we invite you to join this group of headHUNTERS - not headFARMERS. Advanced closing, qualifying, negotiating, persuading and other “ing” skills will be covered to help you close the gap between your achievement and your potential. While working harder and personal development are both important, today you need proven techniques and best practices that work in the trenches … in the jungle. This session will be co-facilitated by Karen Pickens and Jeff Kaye from Next Level and Kaye/Bassman.

Every day your email box is filled with new technology offerings such as social media applications, new job boards, or other tools. Most recruiters running a full desk find that staying current on which tools and techniques yield the most benefit is a daunting task. This session focuses on improving your current recruitment strategy by targeting simple goals for your firm and how to most effectively use your time executing to them. Tips on filtering where to invest time/money/effort and achieving your goals in small consumable chunks of time and money are included along with an overview of current tools and technologies.

Enjoy drinks and hors d’oeuvres, mingle with attendees and speakers, and discuss the day’s sessions and breakouts at this two-hour networking event.

Jeff Skrentny kicks off the final day of Fordyce Forum 2010.

In this interactive session, Jordan will share his vast experience and will be an open book, requesting the audience to participate by asking questions of any industry-related nature. Through input from other participants willing to chime in, Jordan will have several important issues as guidelines to outline the discussion, including:

• The benefits and dangers of communicating transparently with your candidates about everything.
• Within every search process, doubt becomes no doubt. How do you/we determine when to ask our clients or candidates the “d” question?
• Is it necessary to always “get something” when you “give something” in a fee negotiation?

Join “Pinnacle Perspectives Live,” the in-person version of the Fordyce column you’ve come to know from the Pinnacle Society, a group of America’s top recruiters. The lively crew (including Jen Lambert, Dave Staats, and more) on this on-stage panel will share honest, real-world advice during a candid Q&A.

If you have topics you want the panel to address, email or beforehand and we’ll be sure it happens.

Conference Chair Jeff Skrentny will lead the audience through a collaborative journey of Fordyce Forum 2010 highlights and takeaways. This don’t miss session will extract gems of information from sessions you may have missed!