In 1995 I incorporated Global Recruiting. By the year 2000 we had 15 recruiters, all specialized in the producer side of the insurance industry. I hired trained and developed every recruiter under what I will define as “old style” recruiting. We chased job orders, asked candidates “who did they know who would be interested?” Then we pitched the job. As a result of this process our average fee was between 7k to 9k per placement. Our average desk was billing about 70k to 100k a year in fee’s.
I knew we could do better but didn’t know how. I found Morgan Consulting on the internet and went to a meeting Peter did in NYC. It was like a light went on in my head. Peter’s methodology was fresh, unique and proven to work. It took some pain. Our old timers wanted no part of re-learning. I chose to replace almost 80% of our staff. Most people did not want to learn a new way how to recruit but I knew it was the right thing to do. It took me a few months and multiple seminars to refine the methodology. I sent every new recruiter, manager and myself to the ranch at 1500.00 per pop. The return kept funding more training. We flew Peter to our office for some private lessons. In a three year period, I went to six seminars lead by Peter.
Within a 1 to 2 years our average fee went up to 18k to 20k per placement and our average billings per desk went to 275k with some recruiters billing over 400k a year.
Our client base changed and being “top heavy” where 80% of our business came from our top three clients to where no more than 8% of our business came from any one client.
President, Winston Dunn Inc.