Creative approach to maximize billings in a one-man shop John Schlegel

My situation One-man shop since 2008 High Goal Challenge No researcher No administrative help No third party resources High Goal $800,000 Challenge $27,000 average deal size on job orders 2.5 per month needed to hit $67,000 Need to avoid gaps in my year My Solution = MPCs

mpc breakdown Average MPC Revenue is 44% of Total Revenue Average MPC Deals is 37% of Total Deals

Major Benefits of mpcS? Increases deal size $39K for MPCs vs. $27K for non-MPCs Average MPC revenue is 42% more per deal than Non-MPC revenue 9 out of 12 $50K plus deals since 2008 were MPCs Higher percentage of MPCs are placed Submitting an MPC to multiple clients increases the odds you will make a placement Promotes more strategic relationships with clients and candidates Eliminates competition You have the market cornered on your product Don’t have to worry about your process being derailed by candidates from other recruiters, the client filling the role internally, job order being canceled or HR bottlenecks Keeps me alive when job orders aren’t abundant Entry point and lack of distractions speeds up the processes There is no competition. I created the market. Entry point is CEO Never out of the game KPMG, HSSK I’m creating strategic hires. Not filling holes.

My approach to mpcs Approach every call with MPC in mind Needs to be a consistent part of what you do Ideally sending out multiple MPCs each week Qualify candidates hard Are you truly able to tell a compelling story about them? Are they completely committed to your process? Do they have reasonable salary expectations? Taking candidates to market Email examples Voice Mail examples

Email MPC PITCH Frank, I think Bob could be a very good fit for your firm. In the past five years, he has generated revenue for valuation services ranging from $1 million to $1.8 million on an annual basis. I'd love to have you meet Bob for coffee or have him come into the office in the next week or so if you see potential in this. I am around if you have any questions. Thanks! John Schlegel

Email Client teaser Craige, If I could get you a team that traditionally sells $4MM in Atlanta, would that be worth a look? I really like these guys and think it would be good for you to at least speak with them. John Schlegel

Email CLIENT TEASER Mark,   Would the firm have any interest in a cost seg director in LA with a realistic capability to sell $400—500K of work in year one?  John Schlegel

voicemail Hi Bob. We have not met. I have been recruiting valuation and dispute professionals exclusively across the country for 13 years. I have someone I’d like you to meet for coffee. This individual has a $2MM BV book of business in Chicago and no non-compete. He is open-minded to making a move right now for a couple of specific reasons I can explain to you when you call. Bottom line is I think he would give you a terrific ROI within the first 6-12 months. I’m also sending an e-mail with a bit more information on the candidate. Please give me a ring when you have a moment to discuss. I definitely think this is worth your time. Talk with you soon.

summary Become more efficient Bill higher fees Bond with candidates and clients more effectively Enjoy the business more Always in the game