Change is Inevitable


The past decade was an incredible time of change, not all of it positive. I’m confident most of us would have chosen different changes or circumstances instead of two recessions, two wars, multiple natural disasters, and terrorist attacks across the globe.

None of us has the ultimate power to change global events. We can, however, make changes in our businesses to make these our best years ever.

So, here are a few changes I suggest you make right away:

1. Start quoting higher rates or fees, even if it’s just a little bit more.  Some people may just say yes. You can always negotiate down from there, knowing you did not leave any money on the table.
2. Hold yourself, your colleagues, and your team to a higher standard.  For example, the biggest money earners in our business spend at least half of their day reaching out to clients and candidates through conversations and messages.   Yet, more than 70 percent of people in our business spend less than two hours daily in these activities.  Step it up!  Make more calls.  Visit more clients.  Spend more time with your best candidates.
3. Stop booking bad business and don’t waste time with unqualified and unwilling candidates.  This starts with taking better, more thoroughly vetted orders and digging deeper in candidate interviews.

Decide today which of these and other changes you will make this year and next.  Then, take a few minutes each week to monitor the progress.

“Change is inevitable―except from a vending machine.” – Robert C. Gallagher

Scott WintripChange is Inevitable


Join the conversation
  • Hope - September 20, 2010 reply

    I took your first piece of advice in one of my early conversations this morning. Even though it was scary, I quoted more than I usually do. It worked. They didn’t even blink an eye. Your advice just made my firm at least $10,000 extra. Thankkkkk youuuuuuuu!

  • Faith - September 22, 2010 reply

    Very good advice. In a very small operation keeping close contact with clients is critical– as is checking in with quality candidates. The challenge is time:)

    Scott Wintrip, PCC - September 22, 2010 reply

    Faith, I agree. Time is a precious resource that we must manage carefully. And using that to stay connected to clients is a good investment.

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